International Business Fairs: how to make the most of them?



Business happens all the time and Foreign Trade allows this to happen remotely or in person, but the international fairs are a catalyst for this reaction and allow for bringing cultures together, in addition to allowing common interests to be discussed in a particular place.


For exporters, fairs are the possibility of gaining new markets and, for importers, they are a chance to diversify.


The investment to move an employee to an international fair is considerable, so the first step is to understand if the company is really mature enough to take this initiative. This text will go into detail on the important points in the pre, during and post-fair stages. Stay tuned!


Why visit international fairs?


For companies that do not want to depend on revenue from the local market, exporting is an excellent alternative. However, selling to the foreign market is not a simple task: it requires preparation, knowledge and, above all, relationships.


An international salesperson is able to prospect clients in Brazil, but without having a direct contact, this commercial cycle can take years to happen.


On the other hand, Brazil is a country that needs imported products, either because it does not have a technological park to produce, or because it lacks competitiveness in some areas.


Therefore, companies that resell or produce items around here need suppliers of finished products or raw materials for manufacturing. This requires an international contact from a foreign supplier.


In both examples, these actors can come together on an exclusive international visit, but participation in an international fair can cause the investment of this trip to be diluted among other initiatives or other deals that may be closed.


How to find international fairs?


There are specialized portals that bring together the planned international events, such as the Apex (Brazilian Agency for the Promotion of Exports and Investments), which is the public agency that has this multi-sector function.


The associations and class entities also publicize events and fairs that will take place around the world, both for those who are going to buy and for those who want to sell.


Representative entities, such as ABIMO (Brazilian Association of the Medical Devices Industry), usually maintain centers focused on Foreign Trade, organize information on agendas for international fairs and send for those registered in their newsletter lists.


Social medias are good search tools for fairs, especially the best-known ones, which advertise worldwide based on search and user profile.


Take care in the choice of international fairs


Before spending energy and resources on an international trip, it is necessary to understand if your company's target audience will actually be at the event. In addition, you need to be sure that your company meets the legal requirements to export to a specific country and has the productive capacity to meet the demand.


When importing, the most important thing about an international fair is to take advantage of the chance to find out if a company really exists. With the number of scams happening every day on the internet, you must be careful!


Finally, it seems obvious, but it doesn't hurt to say: you must be careful with personal items, such as PASSPORTS, suitcases, cell phones, computers or any valuable object, as the fairs are quite busy and there are of scammers who infiltrate to steal, even in countries that are considered to be quite safe.


What to take on trips and fairs?


Preparing to visit international fairs is certainly what takes the most time for those who have this purpose. It is necessary to prepare basic items, promotional items and have some personal care, such as:


Basic items - six months to a year before


Passport, business visa, proof of vaccines and other items required for boarding to the country where the fair will take place and its connections (for example when a flight to Japan has a connection in the USA, you will need the American visa in addition to the Japanese one).


Air ticket and accommodation - six to three months before


Some agencies offer a package that includes the ticket for the events, hotel, lunch and transfers. These are usually the most expensive and finish quickly, but it is also the most convenient way to participate in the event, since the fair's partner agencies have the hotels closest to the event at special prices.


Hotels near the event fill up well before the fair's start date, so don't leave it until the last minute.


Promotional material - two months before