Members of the European trade association EAMTM plan to take advantage of the increased number of visitors expected because of the coincidence of the Eisenwarenmesse and Usetec. The President Hans-Jürgen Geiger explains the advantages to be had when exhibitors show their machines.
Herr Geiger, after not taking part in the first Usetec in Cologne, the EAMTM is this time exhibiting on a shared stand. What do you expect from the Usetec 2012?
Firstly, we will be watching with interest the effect of the simultaneous fairs, the Hardware Fair and the Usetec. By showing and demonstrating used machines, including retrofitted machines, we are hoping for particularly good results. After all, it is quite possible that many exhibitors on and visitors to the Hardware Fair will become customers of ours. We want to exploit the possibilities of this situation.
You have been advocating that the exhibitors on the used-machine tool fair should also actually show machines. Why do you find this so important?
It is my opinion that potential customers should be able to see and evaluate machines – preferably under power – on site. Only in this way can it be made clear to would-be customers that used machines are not obsolete machines. It is quite possible that a machine may be sold on the fair simply because the potential customer is able to check and verify the machine on site. Quite possibly he comes intending to buy a new machine, but then finds that he cannot or doesn’t want to spend so much money. Think of our traditional motto: The purchase of used machines can easily lead to the purchase of new machines. There are useful portals in internet where the customer can get information about machines, including all technical data that he needs, but he can only form a final opinion when he sees the machine on site.
What is the attitude of the members of EAMTM regarding the presentation of machines?
When you go as an exhibitor to a fair in Europe, there are relatively few problems involved in showing a machine. It is much more difficult in Asia or in the Americas. There are all sorts of technical problems, whether it be with the customs, the import or re-export, quite apart from the costs involved. It would be a great help if the few members got together and organised a container. As an example, in Holland 20 members got together and exhibited more than 20 machines on a joint stand. This came over very well.
The organiser has just finalised a cooperation agreement with an Indian fair, the Umex. Up till now the UMEX has only distributed brochures. What do you think of this new development?
Our own company, Geiger, and a large number of EAMTM members are very active in India. We always try to take machines to fairs. This is, however, rather difficult in India, because of the container and customs formalities. I am curious to see what result will be obtained on a fair showing no machines. India is a big country with many fairs. One has to very carefully consider in which fair or fairs one chooses to participate.
How, in your opinion, will the market for used machines develop?
There is a very strong demand for machines which are not more than 10 years old. These are generally fitted with a modern CNC control. If a machine is nearer to 20 years old, there are problems with the control system because the manufacturer either cannot or will not deliver spare parts. However, such machines will sooner or later need new control systems. If the customer is not able to do this himself, he must hire specialists.
Looking at Asia as a market, India is already strong and we hope soon to be able to say the same about China. The emphasis here will be on the car industry and its suppliers.
Dr. Rolf Langbein
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