from the pitches they ask for They believe that they can save money remarked Jan Kalbfleisch But in reality the evaluating of each application can generate approximately 5 000 Euros in internal costs Ten or more pitches then add up to a nice pile of money Given the many excesses one cannot speak of a pitch culture at least not in a positive way Sometimes candidates have to first go through a pre selection You need to pitch in order be allowed to pitch for the budget allocation The fake pitch is just as unfair said Jan Kalbfleisch sharing his ob servations This often happens for formal reasons often because buying departments want it In fact there is no real interest in changing the current agency Sometimes pub lic projects prove to be particularly problem atic Depending on the amount of funds pro curement law can require a tender Then the requirements are designed so that only one vendor comes into question Some pitches do not reveal how many other competitors are also involved This prevents the candidate from assessing the likelihood of winning the contract If 19 other service providers are pitching as well then the statistical chance of success of each bid is only five percent Al least some annoying things like pla giarism could in future be more difficult thanks to a decision of the Federal Court of Justice of Germany Bundesgerichtshof FAMAB wants to shed light here through the legal process let the judges make their de cisions Ultimately Jan Kalbfleisch believes members of the association also share re sponsibility Anyone who takes part in a free pitch and then also agrees to a copyright waiver only encourages the excesses On the other hand each FAMAB company has also benefited from the system at some time In contrast to the losers the winners of a pitch naturally never complain about the pro cedures Problems according to Kalbfleisch can ultimately only be solved through dia logue with clients Many top executives at a company have no idea of what kind of circus their employees make out of tenders www famab de Following the introductory lecture by the FAMAB manager there was a panel dis cussion on the pitch problem In the panel moderated by Event editor in chief Hans Jürgen Heinrich the other side also had a chance to speak The exhibitor Heidelberger Druckmaschinen for example can spend up to 30 million Euros for taking part in the Dru pa hotel accommodation alone as part of the Düsseldorf print exhibition adds up to around 30 000 Heidelberger managers visit their potential exhibition service providers at their offices instead of summoning them This allows us to get a direct personal im pression of our potential partners argued the head of exhibitions and events Ulrich Börger During the selection process we want to find a partner with whom we can go down the road before us Put in another way the printing press manufacturers want the feeling that we can do business with them Accordingly the bid is primarily a gut decision The factor of creativity plays a cru cial role and is communicated in the briefin gs beforehand At Heideldruck too there is a selection process for the budget roughly speaking for a period of four years This period corre sponds to how often Drupa takes place Whoever is selected receives a framework agreement in which things like payment terms or hourly rates are fixed described Ulrich Börger for the listeners of the Mannheim Eventforum Within this frame work individual projects are designed and carried out This does not equate to a free pass for placing everything on the invoice No one today is willing to pay for a full service said Heidelberg exhibition man Börger As much as possible many services are handled internally www eventforum mannheim de PB FOCUS 29TradeFairs Internation al 1 2015 Pitch Diskussion v l Ulrich Semblat Ulrich Börger Hans Jürgen Heinrich Joachim Grafen und Jan Kalbfleisch Pitch discussion f t l Ulrich Semblat Ulrich Börger Hans Jürgen Heinrich Joachim Grafen and Jan Kalbfleisch Ph ot o D H BW M an nh ei m

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