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Sourcing + Innovation Days 2004
Humanising business relationships
 The
third annual Sourcing + Innovation Days event for the office products
industry was held from June 2nd to 6th 2004 near Aix-en-Provence, in the
south of France.
The event, which adds a different dimension to the
traditional trade show format, brings together buyers and suppliers for
a series of scheduled 30-minute private meetings. Unlike trade shows,
where buyers often spend their time meeting existing contacts, and the
suppliers' chances of meeting a lucrative new customer are, to say the
least, limited, the Sourcing + Innovation Days concept optimises
the chances of establishing new business relations, not only by putting
potential business partners across the table from each other in a relaxed
and comfortable setting, but also by generating unique networking opportunities.
The event once again attracted some of the biggest
buying organisations in the European office products industry: BPGI, InterAction,
EOSA, Metro, Manor to name but a few, representing a cross section of
different kinds of buyers including contract stationers, general merchandise
retail stores, dealer groups, importers, distributors and office products
superstores. All in all, a mix of 40 buyers of different sizes representing
16 European countries. And with 62% of buyers from the 2003 event returning
in 2004, it is clear that Sourcing + Innovation Days has gained
a reputation as a must-attend
event in the stationery and office products calendar.
Why is the concept
so successful?
"A lot of preparation goes into ensuring that
we achieve the best mix of suppliers and buyers possible," states
Christophe Durrieu, President of Agora, the company which organises the
event. "A Buyers' Committee scrutinises each supplier application
and only selects those who will be of interest to the buyers present.
That way, buyers know that they are going
to see suppliers who are of interest to them, and also the suppliers are
not going to have a wasted journey."
"It takes the
hit-or-miss factor out of the equation," adds Agora
Sales and Marketing Director, Mike Walmsley. "Each participant knows
exactly who he or she is going to see during the event, which is not possible
at a trade show. And by providing information to the participants before
the event about the people they are going to meet, they can get straight
down to the nitty-gritty of business during the 30-minute meetings.
It really is a very efficient way of doing business."
35 suppliers from around the globe representing a
plethora of product groups (writing instruments, computer peripherals
and supplies, storage & filing systems, office furniture, adhesives,
luggage, stationery, back-to-school, office machines, ...) were at the
2004 event.
For 78% of the suppliers, it was their first time
at Sourcing + Innovation Days, meaning that there were plenty of
opportunities for the buyers to source new products.
With innovation high on the agenda, several companies
were presenting new products. "Our goal in coming to Sourcing
+ Innovation Days was to discover innovations. We have found some
... maybe you will be able to see them in our next catalogue!" says
Jean-Claude Auffret, Product Manager at French mail order company JM Bruneau.
Innovative products which grabbed a lot of attention included the revolutionary-looking
Yoropen distributed by English firm Coles Pen Company, Nova's new mouse
pad, and the Snap 'n' Print HP compatible cartridge from Peach.
 Sourcing
+ Innovation Days is not about signing contracts on the spot - though
a few suppliers were very happy to announce the signing of a major contract
on the first morning of the event - it is about creating the best conditions
for establishing fruitful and lasting business relationships. "The
people who attend the event appreciate the human aspect,"
confirms Christophe Durrieu. "With the huge distances now involved
in sourcing products, it is more and more difficult to create that human
bond which is so important in business. After all, people are more likely
to do business with someone that they know and trust."
"The follow-up that the suppliers make after
the event is vital," continues Mike Walmsley. "It may take 1
day, 3 months, or 2 years, but the first result of the 2004 satisfaction
survey show that suppliers consider that 73
% of their meetings were really potential contracts within a 2-year period."
The 30-minute meeting schedule is strictly adhered
to, meaning a level playing field for all suppliers and a smooth running
of the timetable. And it's hard work too, with up to 34
meetings each over a two and a half day period. But it
is not a question of all work and no play. "Networking is an indispensable
part of the event," states Christophe Durrieu. With that in mind,
Agora made sure that no opportunity was wasted once the meetings had finished.
A special refreshments area and bar meant that delegates could continue
conversations during the planned break times, and a social calendar which
included a dinner at an old coach-house and a boat excursion to the breathtaking
coastline around Marseille ensured maximum
networking and relationship-building opportunities.
And with the partnership that had been concluded
between Sourcing + Innovation Days and ISPA, the International
Stationery Press Association, the event is ensured maximum coverage in
the crème-de-la-crème of the world's stationery trade press,
with journalists from various ISPA magazines at the event. "This
agreement is an added bonus for the manufacturers who are here,"
confirms Christophe Durrieu. "It means that those with really innovative
and interesting products are going to get a lot of great publicity by
attending Sourcing + Innovation Days, and all participants get
priviledged access to business intelligence." In fact, two of the
participating manufacturers, 1 Idea Italia and Durable, were winners of
the coveted ISPA awards in February and had been invited to attend Sourcing
+ Innovation Days as part of their prize package. The ISPA awards
are free to all manufacturers and the next winners will be selected during
Paperworld in Frankfurt next January (Suppliers, make sure you participate
in the 2005 ISPA Innovation Awards: www.ispanet.org).
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