Basic Information Pack Information Pack fin… · If you are an exhibiting company, the matchmaking event offers you, apart from making your exhibition booth more visible, a complementary

Business Beyond Borders is an initiative funded by the European Commission and coordinated by EUROCHAMBRES

Basic Information Pack

BBB Matchmaking Event at Genera 2017

28th February – 1st March 2017

Madrid, Spain

Business Beyond Borders is an initiative funded by the European Commission and coordinated by EUROCHAMBRES

Business matchmaking at a

glance

What is a Matchmaking

Event?

How are matchmaking

events organised?

Why attend matchmaking

events?

Advantages

A guide for successful

matchmaking

Before an event

During an event

After an event

BBB Matchmaking Event at Genera

2017

Agenda

What can I expect from the event?

Practical information

Contacts

Your contacts at the BBB

Matchmaking Event

About Business Beyond Borders

(BBB)

Upcoming BBB Matchmaking

Events

3 Business Beyond Borders is an initiative funded by the European Commission and coordinated by

EUROCHAMBRES

Business matchmaking at a glance

What is a Matchmaking Event?

An event where organisations interested in the sameindustry and offer different skills, products and servicescome together to network and find the perfect match fortheir organisation.

Allows organisations to present and sell theirproducts/services showing what they do and why theybelieve they are the perfect match for whatever it is you arelooking for.

A great method to bring together organisations across theglobe and research units enabling them to collaborate andcome up with ideas that will work well for various projects.

A faster method of networking having all interested parties together in one place as opposed to find them one by one.


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How are matchmaking events organised?

Participants wear name tags, and are assigned to different tables where they conduct

face-to-face meetings. A stopwatch is used to give everyone a chance to speak to

other participants and present their products and services.

Organisations that are interested in participating have to submit their co-operation

profile beforehand on a matchmaking platform. The co-operation profile has

information on what their organisation is all about and what it is they are really

looking for. This profile is then made available to potential participants so they know

if there is something for them at this event. Based on this, meetings are then set up

between companies before the actual event and they are either accepted or rejected

by the other participants.

Why attend matchmaking events?

The brokerage event is a genius system. It helps organisations succeed and work

together with others to advance the commercial industry throughout the World. It

also helps organisations save money and time by assisting companies to grow their

networks meet new stakeholders all at the same time. Responses can be given

quickly instead of having too much time and money spent on going back and forth

from boardrooms.

Why to participate?

Quick entry to new markets

Outsourcing

Development of joint projects/new products and

services

Diversification of suppliers

Enlargement of client base

Better knowledge about countries and industries


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Advantages

Advantages for exhibiting companies

If you are an exhibiting company, the matchmaking event offers you, apart from

making your exhibition booth more visible, a complementary opportunity to find

targeted business relationships. The matchmaking event provides you with an

original and unique formula in order to optimise your investment as an exhibitor. The

possibility to plan professional and prearranged business meetings already

beforehand makes your participation in the trade fair more efficient.

Advantages for visiting companies

As a visiting company, the matchmaking event will allow you to optimise your

participation in the event benefiting from professional and targeted business

meetings carefully selected and arranged in advance. Hence, with a low investment

in time and money, you will be able, in short period of time, to maximise your results

and outputs.

Advantages

The opportunity to meet a maximum of potential

business partners on the spot and within a short period

of time

Information about the meetings in advance and

possibility to prepare for the meeting in due time

Knowledge exchange of international markets


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A guide for successful matchmaking

Before an event

Productive meetings do not happen by accident. Indeed, 80% of meeting’s success

depends on the preparation beforehand. There are three key points to take into

consideration before a matchmaking event:

Prepare high quality company and cooperation profile Your profile is a representation of your company. High quality and clearly formulated

profile is a key to success. Try to make your profile as much attractive as possible by

including your logo for more visibility, using appealing language for potential

partners, avoiding grammar mistakes.

Register online and submit your company and cooperation profile. In your profile you

can state what kind of technology/product/expertise you are offering, what kind of

cooperation you are looking for and which ideas you would like to discuss with

potential collaboration partners. All company and cooperation profiles are published

online and will be for everyone to see.

All published profiles will be extensively promoted by the organisers of the event.

Furthermore, all participants of the event will view your cooperation profile. High

quality profiles are visited about 50 to 150 times before the event and will still be

viewed after the event so take your time to include your information as this increases

your chances of successful meetings!

Before an event

Prepare high quality company and cooperation profile

Book your meeting’s with relevant candidates in

advance/virtual pre-meetings

Prepare your business pitch


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Book your meeting’s with relevant candidates in advance/virtual pre-meetings

Check which cooperation profiles are most promising and relevant for your company.

Intelligent search options on the platform allow a quick identification of the most

suitable participants/cooperation profiles. Within a few minutes you should be able

to identify future potential business partners.

Once you have found the most promising business partners you can select them for

bilateral meetings. Be aware that the bookings are managed on the principle "first

come - first served" therefore make sure that you book meetings with the companies

of interest in advance. You can book meetings but you can also be booked for bilateral

talks by other participants.

To make the most out of your meeting at the trade fair it is advisable to arrange pre-

virtual meetings. Setting up pre-virtual meetings allows you to discuss business and

sort out key issues in advance, so when you are face-to-face at the table you can to

hit the ground running to conclude the business agreement.

For instructions on how to book meetings on the matchmaking platform please check

the Information section.

Prepare your business pitch

Once you have confirmed your appointment and identified which companies you will

be meeting with, learn as much as you can about them. Have a pitch prepared

including:

Core competencies: your main expertise and how it specifically relates to

the services that you are providing;

Past performance: instances of similar work and for whom it was done;

Differentiators: clarification of what sets your company apart from your

competitors and why your company is well-suited for the match.

Consider the specific types of opportunities these corporations have available. Be

prepared to clearly and concisely explain how you can provide the best solution.

Practice your pitch out loud and often before meeting a potential client. Remember

you only have 25 minutes to make a memorable impression.

http://genera2017.businessbeyondborders.info/


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During an event

Be organized. Make sure you always have your meeting schedule with you to

avoid a confusion and delay.

Be present. With constant technological demands from social media to phone

calls from clients to emails from the office, the urge to multi-task can be

strong. However, it’s a waste of your time and time of to not focus on the

person in front of you.

Have a goal. You should know what you want to get out of the event before

you attend; brainstorm at least one or two outcomes you hope to achieve at

the event. By knowing what you hope to accomplish ahead of time, you can

stay focused on the day of the event.

Share your expertise. Both buyers and sellers want to associate with a

person who knows what sort of value they add to a partnership. Show your

skills on topics you’re familiar with, and be confident in your abilities.

Listen as much as you talk. By being attentive to the person in front of you,

you’re more likely to both get the information you need and ask thoughtful

questions. Showing interest and sincerity in the other person’s conversation

goes a long way in establishing partnership. When it’s your turn to share, be

concrete by explaining what you need quickly and concisely.

Take notes. It’s difficult to remember every single important detail about

every single conversation with every single person you talked to, which is why

it pays to use external memory. All you need is to note down a few quick points

after each meeting before talking to a new person. This will help you greatly

when it comes to the follow-up.

Exchange contact information. Make sure to exchange contact information

before you leave as well as to arrange a follow up meeting.

After an event

Follow-up after the event. The main reason for networking events is to

connect with others and grow your established contact base. While

participation in the event itself is important, following up afterwards is

priceless. Nurturing those brief moments spent connecting with network

contacts is important.


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Keep in touch with meetings organizers who can provide you guidance

and assistance in the follow-up of your business contacts to establish

partnership agreements.

Share the experience. You can expand your networking bubble out to other

professionals in your field by sharing what you learned from the event.

Generate a blog post, write a series of social media posts, or find some other

innovative way of getting the word out.


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BBB Matchmaking Event at Genera 2017

Agenda

28th February 2017

10.00 – 10.30 Participants’ arrival and registration

10.30 – 10.50 Welcome addresses

Conference moderator: Mr. Arnaldo Abruzzini, CEO,

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Presentation BBB project

Speaker: Mr. Jurgen Foecking, Deputy Director of the EU

Representation in Madrid

10.50 – 11.40 Testimonial from the world

EU SMEs business cases in

Latin America - Speaker: Mr. Unai Calvar Aranburu

Sub-Sahara Africa - Speaker: Mr. Alexander Huppertz

China - Speaker: Mr. Ricardo Lozano

Q&A session

11.40 – 12.30 Technical sessions

Protecting your invention and your brand abroad –

understanding the Intellectual Property Landscape of Latin

America, China and South East Asia - Speaker: Mr. Eli Salis,

IP expert

H2020 (Energy and Environment focus) – Speakers: Mrs.

Pilar Gonzalez Gotor and Mr. Juan Carlos Garcia Carrasco,

CDTI

EU Funding programmes - Speaker: Mr. Serafin Gonzalez

Sanchez, Policy Officer, European Commission

Q&A session

12.30 – 13.00 Official opening of the event / B2B session

Speaker: Mr. José Luis Bonet, President of the Spanish

Chamber of Commerce

Speaker: Mr. Federico Morán Abad, Director of Madri+d

Speaker: Mr. Jurgen Foecking, Deputy Director of the EU

Representation in Madrid

Speaker: Mr. Daniel Navia, Secretary of State for Energy

Closing remarks

13.00 – 14.30 Lunch break

14.30 – 18.00 B2B Meetings

1st March 2017

10.00 – 10.30 Participants’ arrival and registration

10.30 – 13.30 B2B meetings

13.30 – 14.30 Lunch break

14.30 – 18.00 Continuation of B2B


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What can I expect from the event?

Business meetings perfectly matching your needs and preferences

An interactive and international conference with key speakers providing

you with the most updated sectorial information, on technical, political and

business development aspects

A convenient matchmaking area at the heart of the trade fair, with free

access to the side conferences during the fair

Access to an international and well placed worldwide network, including

several EU-funded support schemes

Professional assistance on the spot to make your participation tailored to

your needs

Post event assistance and survey, to support you even after your

participation in the event

The Business Beyond Borders matchmaking event will take place on the first two days

of Genera 2017. The dedicated area is located in the main pavilion, conveniently

situated in the central exhibition hall itself, offering high visibility and quick access.

It builds upon and integrates the existing International Bilateral Meetings on Energy

and Environmental Technology Transfer, organised by the Fundación para el

Conocimiento Madri+d. In the last year, 140 meetings were held, 240 technological

profiles were presented and over 100 public and private bodies took part.

In 2017, you will be able to find again over 200 profiles of potential business partners

from within the EU and globally! The interactive and international conference will be

shaped according to your needs: you can express your interest and questions when

registering to the BBB matchmaking event.

Practical information

Entrance procedure

You will receive an electronic invitation by email from the Business Beyond Borders

team. With this invitation, together with its code, you will be able to obtain a free

entrance pass to visit GENERA 2017.

Once you receive this invitation you will need to access the visitor registration form online. Only after filling in the registration form online, you will receive a free entrance pass. Please print this entrance pass that will give you the access to the trade fair.

http://www.ifema.es/genera_06/Visitantes/preregistro/index.htm

http://www.ifema.es/genera_06/Visitantes/preregistro/index.htm


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Meeting schedules

At the registration desk of the BBB matchmaking event stand 1B25, you will receive

an updated version of your meeting schedule including last minute bookings. Your

personal meeting schedule lists in chronological order for each meeting the

names of your conversation partners

number of table for each meeting

WIFI access

There will be free WIFI access provided at the BBB Matchmaking area (stand 1B25).

If you want to connect to WIFI outside of the BBB Matchmaking area you can find WIFI connection in all the exhibition and resting areas. There are 5 specific free WIFI

areas:

South entrance - 30 minutes of free connection.

North entrance - 30 minutes of free connection.

Meeting point in The Avenida (hall 8) - 30 minutes of free connection.

Business Centre (hall 7) – 1 hour of free connection.

Club Feria Lounge (1st floor of Offices building) – 1 hour of free connection.

How do I connect?

Stand in one of the 5 areas marked with a “Free WIFI” sign. Access the “IFEMA FREE”

network. You will be asked for your phone number, where we will send you the access code that enables you to use Internet for the limited period defined.

Other WIFI services:

If you need a longer or faster WIFI connection, you will have to use our IFEMA

PREMIUM network, with which you will be able to connect during 2 continued hours. The price of this service is 10€ and you can book it in the ticket-offices and

cloakrooms. In professional trade fairs, you can also book it at visitor registration counters.


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Access Map


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Halls Map The BBB Matchmaking event will take place at the Genera trade fair which is located in the Hall 1:


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Location of the event BBB Matchmaking event will take place at the stand 1B25 of the Hall 1.

217


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Services


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How to get there?

By Plane:

Madrid Barajas airport is

located only 10 minutes from

the exhibition complex, and

just 15 kilometres from the city

centre, with which it is

connected by Metro (Airport

station T-1, T-2 and T-3). Now

a top international airport,

boasting a new fourth terminal

airport station T-4, it

guarantees daily connections

from Feria de Madrid to all

Spain's cities and to those

throughout the world.

By Metro:

Normally access to Feria de

Madrid is possible from

anywhere in the city by means

of Campo de las Naciones

station on Line 8, whose exit is

at the South Entrance of the

complex. Line 8 also connects

the exhibition complexes with

the different terminals of

Barajas International Airport.

Please note that there are renewal works on the metro Line 8 from the 26th

January to 18th April. During this period, it will be possible to travel using an

alternative bus service with the same schedule as Metro, from 6:00 AM until

1:30 AM at night. For more information please click here.

By Bus:

A wide bus network provides access to Feria de Madrid from different points in the

city:

Route 112-Mar de Cristal-Feria de Madrid-Bº Aeropuerto.

Route 122-Avda. de América-Campo de las Naciones-Feria de Madrid.

Route 828-Universidad Autónoma-Alcobendas-Canillejas-Feria de Madrid.

https://www.metromadrid.es/en/viaja_en_metro/Linea8/index.html


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By Taxi:

With ranks at each entrance to the exhibition complex, more than 15,000 taxis are

available to visitors to Feria de Madrid.

By car:

Feria de Madrid is linked by road to Madrid's major access routes and ring roads: the

M11 (Exits 5 and 7), the M40 (Exits 5, 6 and 7) and the A2 (Exit 7). The South, North

and East Entrances to the exhibition complex provide direct access to the various

parking areas.

Accommodation

Special prices for hotels have been negotiated. For more information please contact us at [email protected]

mailto:[email protected]


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About the Trade Fair

What is Genera?

Genera 2017 is a leading Energy and Environment International Trade Fair, organised

annually by IFEMA in Madrid, Spain. It annually confirms its leading position in the

Spanish energy fair industry and as a reference in the international scene and it

addresses professional visitors only. Energy efficiency, energy services, prospects for

progress in renewable energy and technological innovations are among the topics

that will be covered in the programme throughout its numerous sessions.

The 20th edition of Genera in 2017 covers the following sectors:

Biofuel

Biomass and Residual waste

Coal

Cogeneration

Energy Efficiency

Geothermal Energy

Wind power

Gas

Hydraulic power

Hydrogen and fuel cells

Mobility

Oil

Energy Services

Photovoltaic solar energy

Solar thermal energy

Solar thermal electric energy

Other energies

169 exhibitors welcomed 9154 visitors in Genera 2016, from approx. 45 countries.

Genera 2017 will take place from the 28th February to 3rd March, and will host

thousands of businesses from Europe and the World looking to trade and grow. This

year Genera runs in parallel to a complementary trade fair Climatización &

Refrigeración (C&R), International Show of Air Conditioning, Heating,

Ventilation and Refrigeration, therefore even a higher number of exhibitors and

visitors is expected.

What is Climatización & Refrigeración?

Climatización & Refrigeración (C&R), is one of the most established meeting points

for the sectors of air conditioning, heating, ventilation and refrigeration in an

https://www.facebook.com/FeriaCR/?ref=page_internal





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international setting. They are the main showcase in Spain of a sector which, driven

by technological progress and the investment in research, design and development,

is dedicated to the improvement in the comfort, design and features of systems.

C&R 2017 covers the following sectors:

Air Conditioning

Building Management Systems, Regulation and Control

Commercial Refrigeration

Components

Heating and Sanitary Hot Water

Industrial and Commercial Refrigeration

Piping and Valves

Pumping Equipment

Tools, Equipment and Applications for Installations

Ventilation

The event, which in its last edition brought together products and services from 590

companies and was attended by 44,693 professionals from 65 countries, will organise

an extensive programme of conferences and plenary sessions as part of the C&R

Forum, where this year, there will be new workshops on encouraging the spread of

best practices in installations -applied techniques workshop and workshops on

refrigeration- as well as the Special Applications Auditorium.

Activities outside of Genera and C&R

Tecnova-PISCINAS will hold its first edition from 28 February to 3 March

at Feria de Madrid. The Swimming Pool market will have its trade fair in

Madrid, organised by IFEMA. The Trade Fair Institution of Madrid's new

project sets out to address and respond to market demand for an

exhibition aimed at swimming pool professionals with the guarantees

offered by of Spain's premier trade fair operator and the benefits of its Madrid

location, ensuring accessibility from all points in Spain and abroad.

TECNOVA PISCINAS, the Technology and Innovation Show for Aquatic Installations

will cover everything currently available in terms of solutions, equipment and supplies

for private personal or community pools, commercial pools for tourist facilities or

public, sports and leisure facilities, and everything connected to the world of

wellness: spas, thermal baths, private facilities, etc.

The fair has developed as a result of interest from twenty businesses from the

different sectors of the pool industry. These businesses created a work group with

IFEMA to handle the design, promotion and monitoring of the event. The new


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Tecnova-PISCINAS fair is thus strongly orientated towards renovation, refitting,

maintenance and improvements to existing aquatic facilities to equip them with the

new technological solutions available, as well as towards new swimming pool and

wellness facility construction.

Spain's integrated water cycle management companies have

a worldwide presence in the areas of collection, desalination,

supply, distribution, sanitation and purification, and they supply

water to over 100 million people on all five continents. SIGA is the

Trade Fair for Innovative Water Management Solutions. The focus

of SIGA is integrated water cycle management, for both urban and

industrial use. SIGA will play host to the managers of water supply management

companies worldwide, especially from Spain's major overseas markets: Latin

America, North Africa and the Middle East.


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Sara LANZILOTTATeam Leader

+32 (0)2 282 08 59

Milda NARIUNAITESME and Outreach Officer

+32 (0)2 282 08 83

Briony M. WHITEHOUSEPromotion and Communication Officer

+32 (0)2 286 11 41

Contacts

Your contacts at the BBB Matchmaking Event

About Business Beyond Borders (BBB)

Business Beyond Borders (BBB - www.businessbeyondborders.info) is a new

European Commission initiative to help businesses, in particular Small and Medium

Enterprises (SMEs) and Clusters, operate internationally with the ultimate goal of

increasing economic growth within and outside Europe.

A series of matchmaking events will be organised to bring together SMEs and

representatives from relevant clusters, with potential trading partners from Europe

and abroad with the aim of assisting businesses to access new international markets.

If you wish to receive more information on Business Beyond Borders, feel free to

contact us at [email protected]

For all press and media enquiries, please contact us at:

[email protected]

http://www.businessbeyondborders.info/




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Upcoming BBB Matchmaking Events

African Utility Week

•16-18 May 2017

•Cape Town (South Africa)

•Energy and environmental technologies

Texworld

•18-21 September 2017

•Paris (France)

•Textile, fashion and creative industries

HOST

•20-24 October 2017

•Milan (Italy)

•Retail and services

Trustech

•28 -30 November 2017

•Cannes (France)

•Trust-Based technologies

Fensterbau Frontale India

•End February 2018

•New Delhi (India)

•Sustainable construction


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FIDAE

•3-8 April 2018

•Santiago de Chile (Chile)

•Space and aerospace

AMB Iran

•24-27 April 2018

•Teheran (Iran)

•Manufacturing technology, robotics, tools

CeBIT Australia

•15-17 May 2018

•ICT and Digital Services

•Sydney (Australia)

VISION Stuttgart

6-8 November 2018

Stuttgart (Germany)

Machine vision components, suppliers, integrators


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References

1. B2Fair, How does it work for participating companies?

http://www.home.b2fair.com/how-does-it-work-for-participating-

compagnies/

2. B2Match, What are Matchmaking Events (Brokerage Events)?

https://www.b2match.com/blog/what-are-matchmaking-events/

3. B2match ,“Attending Your First Matchmaking Event”,

https://www.b2match.com/blog/attending-your-first-matchmaking-event/

4. Pitch and match, https://pitchandmatch.com

https://www.b2match.com/blog/what-are-matchmaking-events/

https://pitchandmatch.com/

Documents

Basic Information Pack Information Pack fin… · If you are an exhibiting company, the matchmaking event offers you, apart from making your exhibition booth more visible, a complementary