Buying potential of the POLYGRAPHINTER 2009 exhibition

Among the top targets of manufacturers and suppliers of polygraphic technologies and machinery are maintenance of sales (attraction of buyers), consolidation of business contacts, search for new clients and new sales outlets. The qualitative research of POLYGRAPHINTER 2009 is meant to help solving the tasks. We are glad to share this unique piece of information with you as well as the data on the buying potential of POLYGRAPHINTER 2009.

The audit research presented the truthful picture of the polygraphic market from the viewpoint of its consumers: their appraisal and expectations of the show.

The most attractive exhibition sections as viewed by the exhibition comers
Concerning the state of the market the respondents from Moscow and regions of Russia agreed that the market is alive, though most respondent companies have already faced reduction in the number of commissions, and now have to adapt for new and often tough conditions of the market. Never stopping their vigorous activity they concentrate on some certain company’s businesses and master new trends.

Quite a large number of respondent visitors confessed they had already experienced the aftereffects of the crisis. Nevertheless, they believe their companies are able to operate in the present conditions using sustainable resource management. At present time having cut down some expenditure they keep on undertaking the necessary measures to preserve their clientage. According to the respondents, some companies have managed to timely respond to the current changes and are now trying to maneuver in the unstable market.

To do that they need to investigate the market and 75% of respondents who visited the show last year are going to visit it again this year. 9% of respondents are still undecided about their plans. The visitors are coming to the exhibition purposefully to study the market situation and estimate the business attractiveness of some of its segments.

Among the most attractive exhibition sections as viewed by the exhibition comers are:
Prepress technologies and machinery – 48%
Printing technologies and machinery – 81%
Post-printing technologies and machinery – 66%
Equipment for printing of special kinds – 51%
Consumables for polygraphy – 86%

48% of the total poll of visitors is interested in the section “Prepress technologies and machinery”. The majority of respondents (87%) plan to maintain the business contacts in the segment and find new business partners. 47% of respondents claimed purchases of technologies and machinery/ negotiation of purchase contracts as their primary purpose of visit. 84% plan to visit the show to investigate the market situation. 43% of respondents express the purchase intention by results of the exhibition** (within 3 months upon the exhibition closure). The average investment price brackets range from 1 032 795 to 1 736 725 rubles.

81% of the total poll of visitors is interested in the section “Printing technologies and machinery”. 46% plan to purchase/ negotiate the purchase contracts, 87% claim to make (maintain) business contacts and 83% plan to explore the market situation. 44% of respondents express the purchase intention by results of the exhibition** (within 3 months upon the exhibition closure). The average investment price brackets range from 638 609 to 1 018 340 rubles.

66% of the total poll of visitors is interested in the section “Post-printing technologies and machinery”. 51% of them plan to purchase/ negotiate the purchase contracts, 87% claim to make (maintain) business contacts and 84% plan to explore the market situation. 48% of respondents express the purchase intention by results of the exhibition** (within 3 months upon the exhibition closure). The average investment price brackets range from 444 267 to 835 977 rubles.

86% of the total poll of visitors is interested in the section “Consumables for polygraphy”. 51% of them plan to purchase them by the results of the show, 65% of the respondents claim to make (maintain) business contacts in the field and 61% plan to investigate the market conditions. 48% of respondents express the purchase intention by results of the exhibition** (within 3 months upon the exhibition closure). The average investment price brackets range from 349 684 to 582 606 rubles.

Investments by results of the show
20% of respondents plan to purchase by results of the exhibition in the amount of over 1 million rubles.

All in all, 47% of respondents expressed the purchase intention by results of the exhibition (within 3 months upon the exhibition closure). Here are the main investment price brackets (ranged in accordance with the number of visitors eager to perform them):

Up to 200, 000 rubles – 24%
From 201, 000 rubles to 500, 000 rubles – 18%
From 501, 000 to 1 million rubles – 20%
1–3 million rubles –11%
3-5 million rubles –5%
Over 5 million rubles – 4%.

12, 2 % of visitors were undecided about investment plans by the results of the show. As they put it, the reason for them being undecided is dependence of orders on the exhibition’s potential. This category of visitors is eager to invest, but their decision depends on the products displayed at the show.  According to them, the volume of investment shall directly depend on the products on display, possible discounts and company’s order volume.

Respondents’ job functions:
51% of respondents influence on decision making, 35% make decisions in their companies.

All in all, among the key purposes of POLYGRAPHINTER 2009 visiting are:
Purchase/negotiate purchase contracts: 49% of respondents,
Establish/maintain business contacts: 86% of respondents,
Investigate the market conditions: 81% of respondents.

Experience of respondents: the anti-recessionary plan
As the respondents’ experience shows, some of them try to update the technology park purposefully to draw new clients and win the advantage position in the market. One more way to overcome the crisis is to change the marketing strategy and step a new level of work with clients (application of the “careful treatment” policy, improvement in the quality of services, shortest terms of order fulfillment).

Such phenomena as development and application of anti-recessionary offers, flexible price policy and granting of discounts are the general anti-crisis tendencies in the market. As related to the expectations concerning development of the market situation, the majority of respondents hope the prices for equipment will go down due to the economic crisis. As related to the expectations concerning the exhibition some respondents think its future development depends on the results of the show visiting as well.

MVK International Exhibition Company and Interregional Printing and Publishing Association (MAP) are happy to invite you to the 22nd International specialized exhibition POLYGRAPHINTER 2009 from October 28 till November 3, 2009 at IEC “Crocus Expo”. The key biannual polygraphic exhibition of Russia and Eastern Europe will demonstrate a wide choice of printing technologies, equipment and consumables for polygraphy.  In the current situation the show promises to become a topical business platform providing maximum opportunities for the exhibiting companies to make a statement in the market, hold meetings and negotiations with their clients and partners and make fresh proposals to the target audience.

*The audit was performed by the representatives of RussCom IT Systems LTD operating under control of the Russian Union of Exhibitions and Fairs and Global Association of the Exhibition Industry (UFI). The audit final results are accepted by UFI and FKM (Society for Voluntary Control of Fair and Exhibition Statistics).

** respectively to the number of visitors interested in the subject.

[Monday, May 25, 2009]