At DOMOTEX 2020 in Hanover, emco Bau presented a large variety of high-quality clean-off systems for project business as well as an extensive range of mats for private use.
Marcus de Noni and Peter Ziarnek, who took over the sales management of emco Bau last year. As part of the new line strategy, the company’s entire sales department was expanded and restructured.
Many positive feedback from the trade fair visitors among other experienced exhibitors.
Lingen, 28th January 2020 –At DOMOTEX 2020 in Hanover, emco Bau presented a large variety of high-quality clean-off systems for project business as well as an extensive range of mats for private use. A conversation with the managing director Jörg Harbecke and Marcus de Noni, the regional sales manager of Southern Germany, Austria and Switzerland, about the fair and the company’s plans for year 2020.
What was your focus of this trade fair appearance?
Marcus de Noni: “We have developed a new concept that brings all of the company’s brands together in one exhibit stand, i.e. emco, C/R/O/, Kafloor and Efia. So there is a synergy effect, visitors were able to take a targeted look on individual products in the three areas, and get to know the advantages of a system provider like emco Bau. That was one of our main focuses. In addition, in the emco-C/R/O/ area we focused on 3-zone cleaning, a systematic combination of entrance mats and clean-off floor coverings. We realised this efficient solution for visualisation and also picked it up thematically in the design of the area”.
How was the visitors’ reaction on this new concept?
Marcus de Noni: “We have received a lot of positive feedback from visitors to the fair, especially for the concrete demonstration of the system concept, product samples and special presentations that you can “touch”. This was our goal in the conception: away from simply looking at individual products. We want our visitors to experience.”
Jörg Harbecke: “The reorientation of our communication in terms of a benefit argumentation, which is part of the line strategy introduced last year, was also very well received. Instead of focusing on individual product features, we now consistently address the benefits of a solution. This is illustrated by the three statements: save cleaning costs, prevent slipping accidents and preserve values. With this type of communication, we meet the requirements of the market, because it takes up the individual needs of those involved. While the property owner or operator wants to protect the floor, the building maintainers are more interested in easy cleaning, and the architect is always interested in the design of the clean-off systems”.
Which products received special attention from visitors to the fair?
Marcus de Noni: “The visitors showed great interest in the new Premium entrance mats. The Premium versions of our Diplomat and Marschall lines fulfill the highest demands in terms of walking sound level, abrasion resistance, design and safety. They thus offer optimum protection against slipping and tripping accidents and improved moisture and dirt absorption. In addition, our colour-anodised aluminium profiles as well as the “Maximus Image” clean-off flooring were given a lot of attention, because with these products a color-consistent overall concept for the entrance area can be realized”.
What is your summary of Domotex 2020?
Jörg Harbecke: “Unfortunately, the number of visitors declined again, but the quality of the discussions was very high. For us, Domotex is interesting above all because of its internationality. But next year we will concentrate on BAU 2021 in Munich”.
Can you already give an outlook for 2020?
Jörg Harbecke: “This year the focus is on the new clean-room collection from C/R/O/ with some new products to be presented in autumn. In addition, the C/R/O/ brand will be fully integrated into the emco brand by the end of the year. In future, we will only work the emco brand under professional sector. The market situation is difficult now, but we are looking forward to the year with confidence. The Premium entrance mats enrich the market, and with our new sales team we are very well positioned and can also overcome challenges such as Brexit, which is an serious topic in the industry. In addition, we will continue to focus on sustainability, which is becoming increasingly important in all areas – including entrance mats”.