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Discuss this article (0 Comments)Quality over quantity
by ArabianBusiness.com staff writer on Thursday, 11 June 2009
zoomA selection of F&B related exhibitors attended this year’s Hotel Show showcasing products from chef’s uniforms to coffee solutions to buffetware.
With the global economic downturn continuing to impact travel and tourism in the Middle East, many exhibitors admitted they approached The Hotel Show 2009 with some reservations. But what was the reality of this year's event - was business booming or was it a bust? Caterer Middle East looks at the F&B sector's news and views.
After numerous industry predictions about how the current economic climate would affect the event, The Hotel Show 2009 kicked off to a quiet start last month - leading several exhibitors to suggest this was all that could be expected.
Speaking on the first day of the show, Warisan Lighting president and director Angelo Bellini said he was "not overflowing with confidence" going into the show.
"I did not have high expectations to be honest; we were at a similar show in Las Vegas a few weeks ago and the turnout was low," he explained. "And at March's Interiors UAE show in Abu Dhabi it was also very quiet."
Although Bellini maintained there was still a niche for customised products in the region, he said he was "only 50% confident" about exhibiting at The Hotel Show.
"This year has been really slow for business at these types of events," he asserted.
However footfall picked up over the next two days, prompting many exhibitors to say their fears had been assuaged.
Burgess Furniture sales and marketing director Simon Richards commented: "When we booked for the show 12 months ago the world was a very different place, so there was a little trepidation as to how well-attended this show was going to be - but I've been very pleasantly surprised.
"We've had some good enquires, some very genuine enquires and that's been something that's quite noticeable about this year's show."
Shaan managing director Marko Delic said the firm has seen an excellent response to its industrial-sized tandoori ovens.
"It's been beyond my expectations," he enthused. "On day one we felt like we were the stars of the show.
"We brought with us more than 1000 brochures and 500 business cards that have all gone, so we feel a little under-prepared - I didn't realise there would be such a demand for our products in this region.
"We decided to keep the same price structure here as the one we have in the UK for our ovens, so customers don't feel ripped off - the people here like to spend their money wisely."
Delic added that the UK-based firm would definitely return to exhibit at the show next year.
Quality custom
German furniture supplier Go In's export manager, Jan Dammis, suggested that the difficult financial climate had in fact lead to an influx of "realistic visitors" at this year's Hotel Show.
Dammis said the conversations he held with visitors to the stand provided his firm with significantly more "concrete projects" than previous years.
"It is different this year - I would not say it's quieter, but compare it to Gulfood where you have a lot of traffic and people are simply curious; here we have been talking only business," he said.
Dammis noted that customers were now taking a different approach to fulfilling their business requirements. "In the past people were perhaps a little arrogant with their orders, simply asking for 1000 seats for their coffee shop, for example; but now clients are coming to us with their projects and wanting to work more closely with us," he explained.
Kings Stores Hospitality institutional sales manager Mohan Abraham was another satisfied exhibitor, claiming the exhibition was "much more focused" than Gulfood.
"All the decision makers are here," he asserted. "I've always been impressed with this show.
"People often ask me why I take part in this and not Gulfood, but Gulfood is 80% food and 20% equipment and there are a lot of people at that show not looking to do business."
The Hotel Show is also more focused on management staff in comparison to Gulfood, according to tableware and uniforms provider A Ronai's managing director, Gavin Dodd.
"This show is far more focused on the people making the big decisions," Dodd stated. "You get more people at Gulfood, but it's difficult to know who to talk to unless you know how to differentiate between who's good and who's bad; whereas pretty much everyone here is good to talk to."
Show organiser DMG World Media's exhibition director, Maggie Moore, offered her own theory regarding the standard of visitors at this year's show. "We've worked hard on the quality of our visitors this year; we rang around all the hotels and have spoken to general managers, executive assistant manager and executive committee members to make sure they knew about it and that the decision makers would be here," she explained.
Keeping up appearances
Hospitality supplies provider Andy Mannhart's head of marketing, Thomas Haller, said the firm was a dedicated Hotel Show exhibitor.
"We have been true to this market for the last seven to eight years," he noted. "We believe that even in troubled times you need to show some colour, meaning you have to support the local community, support your customers and be there for them.
"We're getting a good response from the F&B market here; the key people have come and we made some very good progress."
Haller admitted the show was "a little slower" this year, but said the company was using this to its advantage.
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