This document provides an overview of considerations for participating in international trade shows and exhibitions. It discusses lessons that can be learned from infrastructure abroad, methods of exhibiting, contractual and procedural issues when working internationally, understanding cultural protocol differences between countries, and how to determine if participating in a foreign trade show aligns with business objectives. The document aims to educate on best practices for successful participation in international MICE events.

1. Welcome to
International MEEC
Considerations
MICE: Concept, Strategy and
Program Development
Ir. ADHI TRIRACHMADI MUMIN, MBA., Ph.D
NURIMA RAHMITASARI, SST.Par, M.Si.Par
[ ]

2. Lessons to be learned
from overseas

3. Excellence of infrastructure Public
transportation and access

4. Logistics, Specialized
departments for exhibitors,
Simplified shipping and storage

5. Support organizations
Government agencies and
trade promotion organization
involvement

6. Methods of Exhibiting
 As part of government-sponsored pavilions
 Under auspices of another company
 Joint ventures between companies
 “Going it alone”: On their own

7. Terminology – Different in other
parts of the world;
for example in Germany:
 Ausstellung = Consumer Show
 Congress = Meeting or Convention
 Gesellschaft = Company or Society
 GMBH = Limited Liability Company
 Messe = Trade Fair
 Messegelande = Fair site
 PLC = Public Limited Company
 Trade Exhibition = Trade Show

8. Contractual and Procedural Issues
 Labor Rule Differences
 Set-up or logistical contract differences
 Customs Clearance
Freight forwarder
Duty/Taxes
Carnet or Trade fair bond

9. Understand business protocol and cultural
differences with other countries
 Verbal and physical greetings, hand
gestures, eye contact
 Use of first/last names
 Clothing styles
 Hospitality customs (food and beverage)
 Gift giving – gift accepting
 Style of physical contact
 Business and corporate titles
 Class/rank

10. Examples of Cultural Protocol Differences

11.  In Indonesia, greetings are stately and formal. Do not rush. Hurried introductions
(which commonly occur in trade fair settings) show a lack of respect.
 In the Netherlands, always avoid giving an impression of superiority.
Egalitarianism is a central tenet of Dutch society. Everyone in a Dutch company,
from the boss to menial laborers, is considered valuable and worthy of respect.

12.  When interacting with French visitors to an exhibit, never use first names until
you are told to do so.
 Germans generally take a long time to establish a close business relationship
and may appear cold in the beginning. This will change with time.

13.  Also, in most Arabic countries, the left hand is considered dirty, so you
should never eat or accept anything with this hand. Be sure when giving gifts
or promotional materials that you do so with the right hand.
 When giving away gifts in Switzerland, avoid giving away knives—it is
considered bad luck.

14.  Be very careful regarding what your exhibit staff wears. What is the customary
business dress for the host country? What colors should not be worn? For
example, avoid wearing yellow in Singapore; it is the color worn at funerals.
 At a business meeting in Saudi Arabia, coffee is often served toward the end of
the meeting as an indication that the meeting is about to end.

15.  If a Japanese person gives you a gift, do not throw away the wrapping or tear it
up. It is considered part of the gift.
 Westerners frequently find Arabic names confusing. The best solution is to
request the names of anyone you meet, speak to, or correspond with. Find out
their full names (for correspondence) as well as how they are to be addressed
in person.

16.  Aside from handshakes, there is no public contact between the sexes in many
countries. Do not kiss or hug a person of the opposite sex in public—even if it is
your spouse. On the other hand, in some countries contact is permitted between
people of the same sex. Men may hold hands with men and even walk with
arms around each other; this is interpreted as nothing but friendship.

17. Understand trade show differences
 Hospitality events held on show floor
 Nonexistent height restrictions
 Smoking
 Lack of lead retrieval systems
 Longer hours
 Systems (Metric, Electric voltages,
and Video format)

18. Determining Whether to Participate
 Understand objectives and know the audience
 Difference between different fairs and expositions in the industry
 Determine method to measure Return on Investment (ROI)
 Costs
 Cultural consequences

19. Determining Whether to Participate
 Personnel resources of the
company to support effort
 Type of participation – method of
exhibiting
 Identify and analyze the
requirements
 Support of senior management
 Know the logistic requirements