Niall Coady, managing director, Targetcolour
Over the years, it has been standard for shows to exhibit new machines. And if you have something that is highly technical, of course it is great to see it in action at trade shows. This way, the exhibitors can show visitors what is good about the machine mechanically. However, exhibiting presses can also be a kick in the face. It’s not always clear how many sales are made by the companies, and from my understanding, having a press there doesn’t always result in a lot orders, despite the bigger floor space.

Lance Hill, managing director of print services, 4DM
I think it is important because, as a manufacturer, you’re going to be limiting your impact if you’re not demonstrating your equipment at the show. If you think about the big shows, Ipex and Drupa, people go to those to scout out new technology and they’re also a good way of seeing everything in one place, rather than flying to open houses all over Europe looking at bits of kit. I can understand, in the current economic climate, that manufacturers will have to look at these things, but I think from their point of view, it’s a necessary evil. If you’re not there exhibiting kit, others will be and it will be very noticeable.

Tyrone Spence, managing director, BCQ
I agree with Manroland: do we really need the kit there? The cost of bringing all that kit has to be borne by the customer somewhere. It is a changing world and that is the message we are going to get over the next few years. I went into a Volvo showroom recently and asked for a price list and brochure, but was told that I would have to go on the internet for that as part of their green message. It is the same precedent, why would Manroland want to take 100 tonnes of kit with them that we can see anywhere? It is all about added value, we expect it to run at a certain speed, that is a given. Having said all that, we do love to see that shiny kit at events such as Ipex.

Howard Matthews, chief executive, NEMC
It’s extremely important that you see kit in operation at trade shows. Companies, even if they’re not buying on the day, will make their minds up based on that. I’ve a funny feeling that Manroland will be displaying the kit on video screens, but nobody will buy from that. People need to inspect kit and see it operating – operations directors will have all sorts of questions on the different moving parts of that kit, so it is extremely important to display it. I think they need to rethink their decision.