Independent exhibitor audit confirms Gulf power show as leading international forum

The report, produced by the UK's Media Matters, revealed that 98% of exhibitors met their objectives of establishing future sales contacts, 97% were more than satisfied with visitor quality and 78% said short term sales would result.

Almost half the visitors, 48%, were prime decision makers and 75% of them were directly involved in on-site product and services purchasing. Almost two thirds of visitors, 63% said they were planning to do business with new suppliers they met at the show, while 72% expected to contract with current suppliers exhibiting.

The audit immediately followed the show, held in Dubai, United Arab Emirates, in February.

"The results clearly indicate the Middle East is a key market for local, regional and international power players," said Sarah Woodbridge, Exhibitions Director, Power and Energy Division, IIR Exhibitions, that organised the show.

Middle East Electricity 2002 was a record-breaking event with the series generating its largest ever exhibitor and visitor turnout and IIR says the prognosis for the 2003 show is for further growth. Some 12,602 industry professionals from 70 countries attended the show - a 25% increase on the previous event. Exhibitor numbers were up 10%.

"Although the bulk of visitors were local, more than 25% came from outside the United Arab Emirates and the visitor footprint was extensive with registrations from as far afield as Venezuela, New Zealand, Brazil, Hong Kong, Russia and South Africa, as well as the Middle East, North America and Europe," said Woodbridge.

"Next year's show will be the first annual showing of Middle East Electricity and already 60% of the space has been reserved. With 83% of this year's exhibitors indicating they want to return, we are on course for another record-breaker."

Italian and French national group organisers have said they'll be back at the show next year with bigger pavilions.

Industry forecasts reveal huge Middle East potential within the power sector. "It is estimated 105,000 MW of new capacity will have to be installed in the Middle East and North Africa by 2010, at a cost of US $100,000 million," said Woodbridg

"With investment in regional power generation projects and infrastructure far outpacing that of the West, where the infrastructure is in place and demand has been addressed, Middle East Electricity is one of the most important electricity and power events on the global calendar."

Middle East Electricity 2002 featured 362 stands, representing 606 companies from 43 countries, as well as 11 national and industry groups. The German pavilion, housing 36 exhibitors, was the largest, while the French pavilion marked the official return of the country to the event after a gap of six years.

Apart from the UAE, the largest number of companies participating came from the United Kingdom. Elsewhere there was significant representation from Turkey, Italy, India, Saudi Arabia, Korea, Iran and Spain. Malaysian companies were present for the first time.

Officially opened by UAE Minister of Electricity and Water, His Excellency Humaid Bin Nasser Al Owais, the exhibition featured a dedicated arena for new and renewable energy, water and technology or WET area that focused on solar and wind power, as well as desalination and water treatment.

Exhibitors began reporting strong interest in their products and services almost as soon as the show was declared open.

"We had inquiries worth several million US dollars from the UAE and other Middle East countries. We expect to convert many of them into firm contracts,' said Nikki Stevens, Marketing Analyst, Cummins Power Generation.

Tyco Electronics Energy Division, exhibiting at the show for the first time under its own name, also reported regional demand for its products and services.

"We have always regarded this show as the only credible power industry exhibition in the region. This year we made a big investment in our own stand and it paid off with positive interest from potential new customers," said Ronnie Fotheringham, Regional Sales Manager, Gulf/CE/Africa/India, Tyco Energy Division.

And the UK's Adwell International expected to convert strong leads into sales post show. "With so many visitors involved directly in selecting, buying or recommending products we generated a lot of positive regional interests which we expect to result in firm contracts," said Ian Slocombe, Sales Engineer, Adwell International.

Alstom Power, a leading world supplier of power generation services and equipment, announced a significant order at the show - a US $5 million contract for gas turbine-driven generating systems from Oman.

And first time exhibitor, the UK's Kingsmill Industries signed a US $60,000 order for lightning protection and earthing equipment.

UAE-based Dubai Cable Company (Ducab) used Middle East Electricity 2002 to launch its ground-breaking E-initiative for regional customers. The web-based E-Next service is designed to give market leader Ducab's clients round-the-clock access to information on orders, sales history, payments and inventory status.

Visitors also gave the Middle East Electricity 2002 a vote of approval. Viren Narkar, Managing Director of Starpipe Products travelled from the United States to assess the show.

"I was really amazed at the quality of the show, it compared with the best in the world. I was particularly happy to see local and regional manufacturers represented. It is clearly a must attend exhibition," said Narkar.

Axel Rasmussen, President of Denmark's Rafa APS was also on a scouting mission with a view to participating next year. "The show was very well organised and offered a good window onto the Middle East market, both in terms of suppliers and resellers."

Sami Jumaan, Sales Manager for MAJ Corp. of Yemen was primarily interested in sourcing components. "The show was an excellent showcase for companies from East Asia who are major suppliers to the Middle East market. I made many new contacts."