June 23, 2014 | Vol. 64, No. 12
Dear PEI Member:
PEI members who exhibited at the recent UNITI Expo in Stuttgart, Germany, characterized the event as an excellent inaugural effort, according to a survey conducted by PEI last week. Of the 31 members surveyed, all but one of the respondents reported they were either very satisfied (54 percent) or satisfied (46 percent) with the Expo in terms of organization, quantity and quality of floor traffic, organization, and value.
Expo organizers reported that total visits over the three show days by oil company guests exceeded 11,000. Approximately 35 percent of the online preregistered visitors were from outside Germany.
In years past Automechanika—a huge international trade show staged in Frankfurt every two years—was considered the best place to go in Europe to see fuel retailing and handling equipment. PEI members who attended and/or exhibited at Automechanika over the years arrived at the mutual conclusion that an alternative was needed for the following reasons:
PEI-member exhibitors and others in the petroleum section voiced their concerns to Automechanika officials show after show. The European trade show giant did not heed the feedback from petroleum equipment exhibitors. As a result, the exhibiting companies—with help from other sectors of the industry—formed their own show: UNITI. In conversation with PEI members who exhibited in Stuttgart, as long as UNITI continues to serve the industry there is little reason for the petroleum equipment manufacturers to return to Automechanika.
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Harvey Mackay said: “You learn when you listen. You earn when you listen – not just money, but respect.” The Automechanika/UNITI situation reinforced that sage advice for me. Some of Automechanika’s customers (exhibitors) complained. Nobody seemed to listen. The customers got fed up and left. They developed a better alternative themselves. My takeaways: Asking is good. Listening is critical. Understanding is key. And acting is imperative.
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The TulsaLetter (ISSN 0193-9467) is published two or three times each month by the Petroleum Equipment Institute. Robert N. Renkes, Executive Vice President, Editor. Opinions expressed are the opinions of the Editor. Basic circulation confined to PEI members.