National Association of German Commercial Agencies and Distribution (CDH) represented by information stand at trade fair

The International Hardware Fair in Cologne is the world's leading trade fair for the tools, security systems, locks + fittings and builders'/DIY supplies sectors. This sector meeting has always been a central and important event for the commercial agencies in the CDH. The trade fair enables commercial agencies to present themselves effectively as exhibitors and build up important business relations. For commercial agencies that come as visitors, the fair provides a significant platform to gain in-depth information on the range of products in the sector.

The sustained growth in 2007 experienced a downturn at the start of this year. The economic forecasts for 2008 have been reduced to less than two percent. The risks for the economy have been increased by factors such as the turbulent situation on the financial markets, the high price of oil and the danger of recession in the USA. It remains to be seen to what extent these developments will influence the domestic markets.

The results of the CDH's six-month economic survey show that sales have benefited significantly from the economic developments of the past year. The commercial agencies are closely integrated into business processes as market partners of trade and industry and are therefore also influenced by the sectors' economic situation. Thanks to their close contact with the markets, they can estimate developments in their sectors very accurately and detect economic indicators at an early stage. Last autumn, 46 percent of the respondents of the CDH economic survey described their business situation as good or very good. In spring, a decline can be expected.

The International Hardware Fair is of great importance to the CDH, which is represented at the event by an information stand. This information stand serves as a contact point for the commercial agencies, as well as domestic and foreign trade fair exhibitors who want to obtain information about the sales channel of commercial agencies and find contacts. In addition, the CDH provides an attractive service for exhibitors and visitors by arranging meetings with commercial agencies. Prior to the trade fair, offers for commercial representation are obtained from the exhibiting companies. These are made accessible to CDH members on the CDH website and via the regional associations for a period of four to eight weeks prior to the respective trade fair until four to six weeks after its end. This means that companies looking for a sales partner can already establish contact with commercial agencies at the trade fair.

Sales processes are becoming more and more important, as good products alone no longer guarantee success. Largely saturated and highly competitive markets mean that producers' scope is restricted. The extent to which a company can adapt to changing conditions is crucial to its capacity to deal with the challenges of the future. This applies to production and trade, but in particular to the sales department, which has its finger on the pulse of the market and must respond quickly to changes. Sales processes must be optimised in many companies via streamlined structures, market-oriented strategies and a favourable cost situation. Cooperation with expert commercial agencies that are familiar with sector and competitive conditions, as well as offering versatile structures, provides major benefits that many companies take advantage of. This is particularly true of the sectors covered by the International Hardware Fair.

The commercial agencies wish the International Hardware Fair a resounding success in 2008.

Claudia Mischon, Centralvereinigung Deutscher Wirtschaftsverbände für Handelsvermittlung und Vertrieb (CDH), Am Weidendamm 1 A, 10117 Berlin, Germany, Tel. +49 (0)30 72625 600, e-mail: mischon@cdh.de, www.cdh.de