In the blink of an eye, the week at Electronica 2012 was over. After 200 meetings, we have more on our plate for follow-up than we ever could have imagined.
With 2,669 exhibitors, the show had representation from 48 countries. Almost 75,000 people from the electronics industry were there, eagerly seeking information.
After a weekend of rest (and recuperation from jet-lag), this week will be filled with phone calls and contact with many who didn't realize the depth and breadth of Rochester Electronics' solution offerings.
A clear example of the power of the face-to-face meetings, and the role that tradeshows still play in relationship building, was evident with one of my personal experiences: As I was standing by our display of OCM-authorized Rochester manufactured semiconductors, a gentleman sauntered over and began to intently scrutinize the various components, from completely re-created components like the Intel IXF1002 and the Intersil HIP0081, to the newly manufactured Altera EP series (EP1800, EP1810, EP910, EP600, etc).
I came to find out that this man was the Director of Quality for ASIC and FPGA at a major German original equipment manufacturer. He had heard of Rochester, but needed more information because he had to find "a reliable source of components that would carry his production line for many years into the future. Well past the planned end-of-life notice from the original component manufacturer."
He told me that he and his colleagues look forward to finding companies that can help them, both at Electronica, and other shows like it. He relies on them. With a firm handshake, he said: "Make sure I hear from your people in the next week or two," and off he went to find the next discovery that would make his work day easier. It's these types of spontaneous meetings that cannot be duplicated in any other setting.
So, was this tradeshow, with all the planning and preparation, travel and expense, worthwhile? Everyone I talked to believed it was, and they plan on making the trek back to Germany in 2014.
"It's also important to realize when a meeting won't be effective"
It's all in the art of management. I think we need to bring it back.
(My earlier comment, by the way, was prompted by a combination of articles that I read on EBN recently, and not just this article. "After Electronica: Jet-Lagged but Ready for Business" is well written and makes good points. You CAN get a lot done at those conventions. Meeting people in person sure beats depending strictly on a computer algorithm to assess the potential of a prospective employee or partner company. On the other hand, as you pointed out, touchy-feely alone doesn't always cut it, and can be a waste of time, but it would be a mistake to rely only on machine logic to get the job done. It comes down to the human art of managing the most valuable resource a company has--its people. When I seem to argue in both directions at once, what I'm really doing is striving to highlight the balance--the middle--that can only be achieved via human art.)
Good one, Rich. You've hinted on a very important downside to meetings. Quite often they don't produce the desired outcome and a sequence of meetings lingers on. It's also important to realize when a meeting won't be effective and may not be a bad idea to just put an end to them and move on with other projects/clients.
Interesting post, George. I think when it comes to B2B, face-to-face meetings have an enormous value. What one small meeting can achieve, several exchange of emails, phone calls and Skype calls can't. Especially when it comes to dealing with a client for the first time, these meetings become even more valuable.
"Almost 75,000 people from the electronics industry were there," but we know there is a skills hole right now, so the conclusion must be that the majority of them could not fill the needs of today's companies, or there wouldn't still be a skills hole.
"We all met in a personal, hands-on environment that couldn't be duplicated in any other way. We're expecting, as a result, really big things to happen. If they don't, we'll meet again next year. And the year after that," explained one observer.
EBN Dialogue enables and encourages you to participate in live chats with notable leaders and luminaries. Not only editors and journalists, but the entire EBN community is able to comment and ask questions. Listed below are upcoming and archived chats.
Archived Dialogues
Thailand Stages a Comeback Join EBN contributor Jennifer Baljko on Thursday August 23, 2012, at 11:00 a.m. EST for a live chat on how electronic manufacturers in Thailand have shored up their supply chain to reduce the impact of future natural disasters.
Euro-Crisis: What It Means for High-Tech Firms Join EBN Editor in Chief Bolaji Ojo and Contributing Editor Jennifer Baljko on Thursday, July 12, at 10:00 a.m. EDT for a Live Chat on high-tech and Europe's economic difficulties.
Microsoft Surface: Potential Winners & Losers What are the implications for the electronics industry supply chain of Microsoft Corp.'s decision to launch its own tablet PC? Join industry veteran and EE Times' systems and OEM expert Rick Merritt on Tuesday, July 3, at 12:00 pm EDT for a Live Chat on this subject.
Join EBN contributor Jennifer Baljko on Thursday August 23, 2012, at 11:00 a.m. EST for a live chat on how electronic manufacturers in Thailand have shored up their supply chain to reduce the impact of future natural disasters.
Peter Drucker famously said "Trying to predict the future is like trying to drive down a country road at night with no lights while looking out the back window." Yet in the razor's-edge world of electronics—with a lean supply chain and just-in-time demands—the need to know the future is vital.
While no one really can accurately predict the future, we can take guidance from another Drucker saying which is the best way to predict the future is to create it.
You've heard the saying "the No. 1 supply chain risk is your people." That hasn't always been the case. But today's complex global supply chain requires a new type of multitalented employee. It's one who understands, finance, marketing, economics, is savvy with technology, graceful with relationships and can think analytically.
Where are these people? Are universities properly preparing the next generation supply chain professionals? How do train your existing workforce for these new, demanding positions?
Brian Fuller, editor-in-chief of EBN, will lead a 60-minute Avnet Velocity panel discussion that will ask and answer these and other questions swirling around today's supply-chain talent challenges.
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