Where to Find your Next Client

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From time to time, every company needs translation services. The question is not who to approach, but when.

There is a segment and timing not considered by LSPs so far, a segment that is about to spend a fortune on introducing their services/products to a foreign market.

They are the exhibitors. Exhibitors who are just about to spend tens or hundreds of thousand dollars on a trade show on their stand and travel expenses to find new clients. Most of them, however, don’t even have their website translated yet. Not because they don’t want to, but because translating their website – they think – would require enormous IT efforts, not to mention time and money that they can not afford just a couple of weeks before the show.

So here’s the entry point for an LSP:

“Dear exhibitor, we can provide the up-and-running Japanese, Spanish, Hindi, Chinese version of your website, out-of-the-box by the start of your exhibition in 2 weeks.”

Also note that finding a list of exhibitors of a given trade show is quite easy; in most cases, it is readily available on the event’s website.

Here are some examples of exhibitions and the number of their registered foreign exhibitors:

 

NAME OF THE EXHIBITION NUMBER OF FOREIGN EXHIBITORS
ITB – THE WORLD’S LEADING TRAVEL TRADE 5757
SIAL, TENUE CONJOINTE AUX SALONS IPA 5345
MEDICA / COMPAMED 4251
ProWein – Intern. trade fair wines and spirits 3985
Automechanika – Trade Fair for the Automotive 3931
Ambiente 3931
Internationale Eisenwarenmesse – Intern. 2787
HANNOVER MESSE 2488
Heimtextil – Intern. Trade Fair 2386
ispo – Sport business platform 2173
PLMA’s 2014 “World of Private Label” 2056
MIPIM 1998
interpack – Processes and packaging 1992
Cologne/Intern. Trade Fair 1968
Spielwarenmesse – International Toy Fair 1923
MIPCOM 1880
electronica – Intern. Trade Fair for Electronic 1728
CeBIT – New perspectives in IT business 1691
COSMOPROF 1683

 

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