Specialty Fabrics Review August 2019 - 6

BRIEFINGS

FORETHOUGHT

Your trade, your show

Linden Wicklund
IFAI Director of
Events and Member
Programs

his year is the 99th year of IFAI Expo, and like every year, we've
added new features to keep attendees and exhibitors coming back
year after year. Among other things, there will be a fun run, puppies,
and classroom and show floor education each day of the show. But
the most entertaining part of planning this year has been the "myth
busting" as we look ahead to this year's show and all the ones to come.
Myth #1: The same people come to IFAI Expo every year. Reality:
In 2018, 47 percent of IFAI Expo participants were first-time attendees.
Myth #2: Not many marine fabricators come to IFAI Expo. Reality:
In 2018, 26 percent of attendees served the marine market; 22 percent were
in the medical market; and 14 percent worked with smart fabrics/textiles.
Myth #3: Most attendees are from small shops. Reality: This depends
on how you define "small." Survey responses from 2018 attendees indicated
that 49 percent of companies were "medium sized" (20-499 employees),
42 percent classified themselves as "small" (1-19 employees), and 9 percent
were "large," with 500 or more employees. Survey respondents reported
having an average purchasing budget for 2018 of $360,000.
We've learned that the space between myth and reality is far more
informative than either one alone.
* IFAI Expo attendees do their research and are dedicated customers once
they select suppliers for their businesses. They tend to hold back and check
out exhibitors before diving into conversation, but are active and educated
buyers once they've warmed up to a potential supplier. IFAI Expo has an

PERSPECTIVE

Aids to navigation: full and by
Carl Pellegrini, owner and operator of custom marine fabricator
SeaCanvas, based in Egg Harbor Township, N.J., has a business
plan for growth based on meticulous attention to quality
craftsmanship and customer satisfaction. "An enclosure or
a cover or a full reupholstery for a boat has the chance to be
just what the customer wishes for, and it only took our time
asking questions," he says. With a measured approach to
automation and expansion, Pellegrini plots a steady course for SeaCanvas focused on
all-around excellence. "I want every customer to be thrilled, and I don't want anyone
questioning what we've done." For the rest of the story, turn to page 26.
If you'd like to nominate a fellow IFAI manufacturer member for coverage in
a future "Perspective" article, please contact Galynn Nordstrom, senior editor,
at gdnordstrom@ifai.com

6 REVIEW AUGUST 2019

Business is not just doing
deals; business is having
great products, doing great
engineering, and providing
tremendous service
to customers. Finally,
business is a cobweb of
human relationships.
~Ross Perot

increased focus on building new networking
opportunities on and off the show floor.
* The industrial fabrics industry has an
extensive and complicated supply chain
from one end to the other. The average
attendee serves five markets; these are
dynamic companies who stay innovative
and continually seek out opportunities
to create new products in new markets.
IFAI Expo attendees are encouraged to
move among all areas of the show floor
and all categories of education; exhibitors
are encouraged to list all their offerings
in the show guide and mobile app to help
attendees find them-particularly when
looking for something new that might not
be on prominent display on the show floor.
* Regardless of size, or perception of
size, IFAI Expo attendees have strong buying power, high decision-making authority and a strong interest in building and
maintaining lasting business relationships.
Attendees and exhibitors need opportunities to get to know each other to make
those productive connections.
This seeming gap between perception
and fact is helpful in navigating how to
change IFAI Expo each year, and help all
participants make the most of the experience.
I hope to see you at this year's event and
many more to come-especially our 100th
anniversary next year in Indianapolis! Find
me at the opening reception in Orlando, and
I'll do my best to introduce you to someone
you might never have met otherwise.
I'll be the one in the jean jacket.

Specialty Fabrics Review August 2019

Table of Contents for the Digital Edition of Specialty Fabrics Review August 2019