Usually more than one person is involved in making purchasing decisions and some larger companies assign a dedicated purchasing team to METS and spend several days preparing a visit strategy. They define territories in the show, plan stand visits and put together a priority schedule.

Preparation for this window of opportunity is vital, whether it is making the most of exhibitions such as METS or taking part in one of the Inward Mission of Buyer events organised by the British Marine Federation (BMF), where British companies are given a 20-minute one-to-one meeting with international buyers.  

The BMF has worked hard in recent years to increase its role working with buyers through the inward mission programme. The event at London Boat Show 2006 played host to 450+ meetings and 2007 already looks like it will top this. Buyers already registered include: Nautor Swan, Alloy Yachts, Guy Coach, CNB, Sweden yachts, Riviera, Etap and Gulf Craft.

The BMF international committee and the international team provide a range of advice and guidance to help companies make the most of the London Meet the Buyer programme. A few handy tips to help you prepare are: 1) Ask about new models/current build issues related to your product or complimentary products within their portfolio; 2) Practice your pitch to ensure the USP’s can be delivered in a concise and accurate manor; 3) Try and identify the other decision makers in the purchasing process; 4) Do as much homework as possible.

Most importantly – aim to secure a follow-up meeting at a later date with the full buying team.

 

Toby Allies is director of international development at the British Marine Federation (BMF)