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2 CanadianManufacturingWeek: ShowPreview

Gearing up for sales growth CMW/WeldExpo 2010 identifies challenges and offers solutions

T

he wheels of industry are turning slowly but steadily as the world recovers from last year’s recession. Canadian manufacturers saw sales increase 0.1% to $44.8 billion in June, which Statistics Canada says is the eleventh advance in 13 months.

It’s a promising trend but conditions in the world economy are such that manufacturers are moving ahead cautiously, and there are other challenges affecting their businesses. Competition for the business that is out there is aggressive and with the value of the loonie being high and credit for many companies difficult to come by, manufacturers are looking for solutions that will make them more efficient, productive and ultimately more competitive.

As companies gear up for the better

times, it’s the aim of this year’s Canadian Manufacturing Week/WeldExpo 2010 to deliver those solutions.

New this year is a change in venue. The show will be held Oct. 5-7 at the Toronto Congress Centre, near Toronto’s Pearson International Airport, and will feature an upgraded, more modern facility.

Presented every two years by the Society of Manufacturing Engineers (SME), CMW will focus on new challenges and opportunities for key manufacturing sectors such as automotive, energy, aerospace, custom fabricating, transportation and medical products.

“Manufacturers are looking for knowledge and education that will help them to be leaner, more innovative and competitive, and CMW/WeldExpo 2010 will offer direct solutions to meet these

challenges,” says Nick Samain, the CMW event manager.

Surveying CMW the constituents and SME’s other shows’ on both the exhibitor and attendee sides yielded some useful insights on their business outlooks, technology needs and how the shows could serve them better. Out of that came the need for more emphasis on forming and fabricating, especially for the smaller fabricating shops. “As a result, we’ve really stepped up this side of the business,” he says.

This combines with the advanced manufacturing section of the show, which features, products, services and information sessions for automation, design, rapid prototyping software and plant maintenance.

SME’s show partners include Cana-

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CanadianManufacturingWeek: ShowPreview dian Manufacturers & Exporters (CME), Canadian Welding Association (CWA) and Canadian Welding Bureau (CWB), Canadian Wind Energy Association (CanWEA), Canadian Fluid Power Association (CFPA) and the Automotive Parts Manufacturers’ Association (APMA).

“Our partners recognize that the ability to learn, network and meet face to face is a vital element to the industry, which depends on innovation and knowledge to succeed,” says Samain.

In 2008 CMW attracted 4,535 manufacturing professionals representing more than 3,000 companies. He says one third of those came from firms with more than 100 employees and 40% of them had purchasing budgets greater than $200,000. This year’s show numbers are expected to be similar to 2008: between 4,500 and 5,500 people.

As of this writing, there were 191 CMW exhibitors booked and new ones are joining the line up each week. Samain says the 2008 event featured 285 exhibitors adding,

“We are expecting to have about the same number, plus or minus 10 percent.”

The internet is changing the way companies make their buying decisions, which is changing the way they use trade shows.

Buyers can do much of their research online, but in today’s competitive markets, a relationship with a supplier must go beyond price and the simplicity of being able to order some commodities online.

Samain says more critical purchases still benefit from face-to-face contact that allows a supplier to communicate more of the added value characteristics of their offerings, such as attractive credit terms.

Exhibitors are taking the internet into account and redesigning their booths, focusing less on standalone products, and more on turnkey packages and relationship building.

“You attract a lot of those small and medium sized [enterprises] certainly on the job shop and welding side, that are coming to the show because they really aren’t visited all the time by their respective

sales reps. Or if they are, they can get stuck in a cycle where they’re not challenging themselves to look at new technologies.”

Seeing the solutions in action is a major benefit but as attendees stroll through the displays, they also meet peers who are already using the technology.

“You cannot get that online,” he says.

“You cannot get that anywhere else other than when you group enough like people together; you get them in a room, you get them talking and you put these technologies in front of them, and wow, magic happens.”

Some of that magic will come from exhibitors providing travel-ready solutions for manufacturers, rather than just ‘here’s what we have and here’s the price.’

Multicam Canada is exhibiting at CMW because it’s an opportunity to meet with existing and potential customers to demonstrate its versatility. The CNC cutting machine supplier with regional technology centres in Toronto, Vancouver and Quebec City, specializes

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Company Name Booth No Balluff Canada Inc 5012 Beckhoff Automation 4030 Blickle-Bleutec Wheels and Casters Inc 1013 Bock Optronics 3009 Bristar Engineering Services 8030 Bruker Elemental 9004 Busch Vacuum Technics Inc 4012 Butler Buildings Canada 1007 CFCM Canadian Finishing & Coatings Manufacturing 10025 Cambridge Materials Testing Li 11010 Candet (Canadian Nde Technology Ltd ) 8005 Canimex Inc 5031 Caps ‘N Plugs 4004 Chargo Distribution 10006 Conductix-Wampfler (Canada) 6031 Cook Fasteners Inc 7025 Corwhin Tool & Manufacturing 10000 Creaform Inc 7004 Custom Protect Ear Inc 10037

Company Name Booth No Designfusion 5025 Direct Separation Solutions 3029 Diversi-Tech Inc 12018 E3 Systems Ltd/Robert Pope & Co 7011 ESAB Welding & Cutting Products 11023 ETBO Tool & Die 5036 Elemental Controls Niton Analyzers 10007 EnerFlow Solutions Inc 7000 Enerpac 9019 Eurovac Inc 9022 Exel North America Inc 11001 FARO Technologies Inc 4018 FERRIC MACHINERY 9028 Factory Cat 3036 Fein Canadian Power Tool Co Ltd 10036 Flir Systems 4037 Fluid Hose & Coupling Inc 2000 Foilprint 6021 GCM TECH 2004 Garland Canada Inc 3018

5 Company Name Booth No Genius Solutions 7024 Gescan A Div Of Sonepar C 4025 Global Finishing Solutions 9023 Global Shop Solutions 7023 Gordon R Williams Corp 8037 Gullco International Ltd 11012 HTM Electronics 5000 Heaters Controls & Sensors Ltd 8001 Henkel Canada Corporation 3001 High Speed Imaging Inc 5008 Highwork Ltd 5009 Hoskin Scientific Ltd 5022 Hub International Ontario 16001 Hydraulic Power 7005 In-House Solutions Inc 4024 Indo-Us Mim Tec Private Ltd 5030 Industrial Breakdown Couriers Ltd 6025 Industrial Drive Service Inc 9029 Innov-X Canada 10010 Integrity Testing Laboratory Inc 11003 International Sew Right 16000 Intersteam Technologies 12037 J Walter Co 13025 Jervis B Webb Co 7013 Johnson Matthey 5024 Justram Equipment Inc 9018 K Factor Filter 9037 Key Bellevilles Inc 8022 Konecranes Canada Inc 8000 Kubes Steel Inc 4008 Kuri Tec Corp 4023 Lapp Canada Inc 5007 Laserage Technology Corp 8036 Latem Ind Ltd 4031 Liburdi Dimetrics Corporation 10012 Lincoln Electric Co Of Canada Ltd 11018 Lucas-Milhaupt Global Brazing Solutions 12011 MISys-Manufacturing Information Systems Inc 9025 Marktech Inc 5018 Maverick Solutions Inc 6010 Meuk Corp - RDBASE.NET 6018 Mul T Mat & Supply Co 10029 Multicam Canada 9000 Myostat Motion Control Inc 4036 Nederman Canada Ltd 13013 Nelson Stud Welding 13019 New Age Robotics & Controls Inc 12001 Nexus Consulting Service 6029 Nilfisk Advance America 4009 Nimbus Interface Solutions 6037 O’Brien Installations Ltd 4000 PDI Solutions 10011 PFERD Canada Inc 9013 Packpro Systems Inc 8010 Panasonic Factory Solutions Company of America 12022

Company Name Booth No Panchmahal Steel Ltd 10024 Partners Indemnity Insurance Brokers 7029 Pearl Abrasive Co 12012 Peninsula Plastics Ltd 8032 Plasmatreat North America Inc 10004 Plex Systems 9007 Polymet Corp 11028 Porcelain Technologies 5020 Precise Castings Inc 7037 Producto Diemakers Supplies Ltd 7036 Professional Engineers Ontario 9011 Proment-Project Management Inc 5005 Proto3000 Inc 9006 Pruftechnik Maintenance Technology Service Inc 3037 Raajratna Stainless Wire (USA) Inc 11024 Riverside Brass & Aluminum Foundry Ltd 2024 Rogers Media Inc 9001 Rolled Alloys 10023 Rousseau Metal 9012 SDT North America 6022 SIA Abrasifs JJS 11019 SME CANADA 7010 Scott’s Directories 9024 Servetronics 8006 Services Techniques Claude Drouin Inc 6004 Shaver Industries Inc 6006 Shoptech Software 6007 Smalley Steel Ring Co 7002 St Lawrence County Industrial Development Agency 8029 Staubli Corp 10031 StonCor Group 3013 Stone Tucker Instruments Inc 11036 Stratasys Dimension 3D Printing 4019 Swish Maintenance Ltd 8018 Swish Maintenance Ltd 8019 Swiss Instruments Ltd 5028 Synetik Design 9036 TUV SUD Canada Inc 6023 Technicor Inc 4005 Thermo Kinetics Co Ltd 3031 Tiger Vac International Inc 3028 Tutelar Technologies Inc 11011 University Of Toronto 12036 Vibra Finish Ltd 4026 Weicon Gmbh & Co Kg 11005 Westway Machinery Ltd 16022 Worton Manufacturing Co Ltd 11000 Yangxin Mother Earth Precision Metal Co Ltd 3024 York Fluid Controls 5006 Z Corporation 6000

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Bob Austin, president of Multicam Canada’s operations, expects to see sales increase modestly this year, but it’s not so much because the economy is improving.

“I think it has more to do with the fact that people have waited so long to invest in new equipment and technology… because you can only wait so long before you have to invest to get your business moving.”

He used to attend trade shows to get as many leads as possible. “But I’ve found that with the last few shows we’ve exhibited at we didn’t have a lot of new leads, [although] we were able to develop some new quality relationships, which led to equipment sales.”

Of course, it’s good to get new leads and to have existing customers make the decision to purchase, but personal encounters at a trade show may pay off later.

“I closed a deal recently and I was in

touch with this customer for two years,” explains Austin. “He said he met me at the trade show two years ago and that we were the only company that took him seriously. So when he was ready to move, he called us to purchase equipment.”

Exploring the issues of concern to manufacturers will be a big part of this

year’s show. Show organizers are packing in more elements, including a town hall session, keynote address and educational sessions that will cover off a range of concerns identified by SME’s surveys, plus product demonstrations and the Canada’s best welder competition on the show floor.

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7 The town hall presented

by CanWEA and SME will focus on the status of wind energy, success stories from manufacturers that have made the transition to serving the alternate energy market, and the findings of a market study by CanWEA and CME. The CWA will host its conference featuring specialized seminars dealing with cutting edge welding techniques and applications. And there will be technical seminars led by exhibitors from the show floor that will discuss the latest solutions and innovations available to manufacturers across several industries.

Details for education sessions were being finalized at press time, but issues to be addressed include financing capital equipment, recovering

tax dollars and developments in rapid prototyping. Canada’s Best Welder Competition will take place on the show floor and attendees will also have an opportunity to network at a special reception.

The keynote, to be announced, will come from the APMA, which will look at the future of the automotive industry.

With its stronger focus on small businesses, richer exhibits and easier navigation, the CMW’s major invigoration will move it in lock step with Canadian manufacturers as they stride to reinvent themselves for a new industrial era.

To learn more about CMW/WeldExpo 2010, visit www.cmwshow.ca or follow the event on Twitter: http:// twitter.com/cmwshow.

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