Elasto Proxy Seals Business Relationships at InnoTrans
“You can’t see all of InnoTrans by yourself,” explains Clyde Sharpe, President of International Sales for Elasto Proxy, “but it was fun trying.” Spanning 60,000 square meters and covering both indoor and outdoor exhibits, the International Trade Fair for Transport (InnoTrans) is one of the world’s largest events for passenger and freight railway technology. With over 125,000 visitors and some 2500 exhibitors from nearly 50 countries, InnoTrans 2012 exceeded expectations and enabled Elasto Proxy to seal important business relationships.
“There were opportunities everywhere for everyone,” Clyde says, noting that all of the top tier players were in Berlin, Germany from September 18 to 21. As Elasto Proxy’s lone representative, he spent most of his time visiting the booths of other exhibitors, meeting with potential suppliers and customers from around the globe. Equipped with a sample box and electronic sales presentation, Clyde learned first-hand that the railway industry likes the quality of Elasto Proxy’s splicing and compounds. Elasto Proxy’s application knowledge and custom fabrication capabilities also impressed the railway industry.
Clyde’s meeting with Borflex, a French fabricator of rubber parts, was especially productive. In addition to distributing the company’s rubber products in North America, Elasto Proxy custom-fabricates Borflex components. By helping the French-owned fabricator meet requirements for U.S. or Canadian content, Elasto Proxy provides a valuable win/win solution. “Promising to fully understand their needs and deliver on them is what we do,” Clyde says, noting that tradeshows like InnoTrans help to strengthen business relationships.
Traveling the tradeshow floor was a big job for one solutions provider, but Clyde enjoyed the enormity of the task. “We need to build a stronger brand in Europe,” he explains, and “attending major events like InnoTrans supports Elasto Proxy’s goals for strong European growth”. The next InnoTrans event won’t be until 2014, but Elasto Proxy’s President for International Sales is already thinking about returning to the biennial trade fair as part of a larger team.