The Value of Trade Fairs – Co-operation within the Maritime Industry

20. January 2020

Sperre Industri has become a world-leading manufacturing company over the course of its 81-year history. Amongst its criteria for success are its close contact with clients, end users and other industry players. This has been the case for years. “We are not completely sure when Sperre attended its first trade fair, but we have definitely been present at every fair held at Sjølyst in Oslo since the 1960s,” Ole Erik Samseth, Vice President responsible for New Sales, tells us.

Text: Hilde Hurlen

An Important Forum to Meet Others within Our Industry

“Trade fairs are important venues for everyone working in the maritime industry,” Ole Erik Samseth explains. “It is also efficient in that you can meet an array of people in a short space of time. At trade fairs, it is possible to demonstrate your products in a completely different way, which is especially important for those of us who can’t just tuck our products under our arms and go and visit our clients.”

“Meeting other players in the field is very valuable and gives rise to many opportunities,” Samseth continues. “For example, we can finalise contracts face to face with clients, sniff out what the opposition are up to and be updated on general trends within the industry. We can be inspired by products that we might adopt in the future and gain feedback on our existing product portfolio.

“The people we meet at a trade fair vary, depending on its location,” he goes on. “If we are in Korea, the participants are generally from the major shipyards, whilst in Europe the delegates are mostly from shipping companies although suppliers also attend as well as representatives from shipyards. We also meet groups of politicians, interest groups for export, as well as ambassadors and delegates from Innovation Norway who smooth the way for international trade for Norwegian exporters such as Sperre Industri.

What is the focus of the major international trade fairs?

“The major trade fairs attended by Sperre Industri are Nor-Shipping, SMM Hamburg, Marintec Chinain Shanghai, Kormarine in Korea and Posidonia in Greece,” Samseth informs us. “We also attend many other smaller trade fairs, particularly relevant to our area of the market.”

“Our stand at the trade fairs has developed over the years,” Samseth says. “We can now employ extensive new technology and use such methods as AR and VR in our presentations. In addition, videos demonstrate how the new technology is used in our products.”

“There is currently significant focus on sustainability in the maritime industry, especially as a direct consequence of the new IMO (International Maritime Organisation) requirements governing reduced emissions from vessels. A further consequence is that new technology to meet these requirements is a hot topic amongst delegates, as well as in the presentations that take place during the trade fairs.

“Autonomous ships and new technology linked to this, are also high on the agenda,” Samseth concludes.

Meet Sperre at trade fairs in 2020

  • Posidonia. Athens, Greece. 01.06.2020 - 05.06.2020
  • Marintec Brasil. Rio De Janeiro, Brasil. 11.08.2020 - 13.08.2020
  • SMM. Hamburg, Deutchland. 08.09.2020 - 11.09.2020
  • Seatrade Middle East. Dubai, UAE. 26.10.2020 - 28.10.2020
  • Europort. Rotterdam, Netherland. 05.11.2020 - 08.11.2020
  • WorkBoatShow. New Orleans, USA. 02.12.2020 - 04.12.2020

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