Face-to-face Negotiations the Most Effective for Business Development

Fu Bingbing

FarExpo Group of Companies（hereinafter referred to as the Group） nowdays is rightfully considered one of the leading exhibition organizers in the Northwest of Russia. For 30 years， the Group has held 429 exhibitions and fairs， in which more than 35，000 Russian and foreign companies took part， which gathered more than 5，000，000 visitors！

Oleg I. Shost， Director General of FarExpo is sincerely invited for our todays interview to share with us his insights into the current industry development

dynamics on this edition of our Column.

3 Decades of Deep Cultivation in Local

Oleg I. Shost tells the Reporter that 2022 marks the 30th anniversary of the first Group exhibition. In 1993， for the first time in Russia， the Group began to hold seasonal （winter/summer） exhibitions of readymade clothes， which later became the basis for the creation of the largest Russian professional exhibition of textile and light industry-Fashion Industry. Since 1997， the Group has been holding a specialized exhibition of the gas industry and technical equipment for gas facilities-RosGazExpo， the success of which contributed to the decision of RAO GAZPROM to hold， starting in 2011， the annual St. Petersburg International Gas Forum.

The activity of the Group is duly appreciated by the Russian and international professional community： In 1998， the Group joined the Russian Union of Exhibitions and Fairs （RUEF） and in 2004， it became a member of the Global Association of the Exhibition Industry （UFI）.

Increase of Efficiency in Multiple Channels

Oleg I. Shost comments that the past 2022 was not an easy year for the Russian exhibition business. Exhibition organizers have just begun to recover from economic losses due to the cancellation of a number of exhibitions and the additional costs associated with ensuring epidemiological safety during the Covid-19 pandemic， as European countries have introduced restrictions on participation in exhibitions in Russia due to EU sanctions.

Therefore， exhibitors from countries that have maintained loyal relations with Russia took part in the exhibitions in 2022. “We are glad that there are Chinese companies among them. Beijing DWIN Technology Co. Ltd. took part in the exhibition"Radioelectronics and Automation"， and two companies took part in the international exhibition Ros-Gas-Expo： Henan chicheng electric Co. Ltd. and Sichuan Air Separation Plant （Group）.” explains Oleg I. Shost with relief.

Oleg I. Shost states that all the Groups exhibitions are held in St. Petersburg in one of the best and most modern congress and exhibition centers in RussiaExpoforum. In 2023， the Group plans to increase the efficiency of its projects by：-Marketing automation to increase exhibition attendance： from creating a personal account for each participant， to an automated system of individual support for each exhibitor at all stages of his participation in our exhibitions；-Deepening of market specialization with the use of collaboration exhibitions of various topics. For example， the joint holding of the Radioelectronics and Instrument Engineering and Automation exhibitions allows exhibitors and visitors to experience the synergy of digital electronics with the process of digitalization of business and life， create new business connections， form a partnership strategy， attract a new target audience and increase sales；-Using external factors， including the reorientation of the economy due to the withdrawal of large suppliers from the market， to expand the geography of participants and create favorable conditions for new players to enter the Russian market.

Partnership between Both is Everlasting

Oleg I. Shost points out that information and educational activities of the specialized press always contribute to the establishment of business contacts， especially during periods of aggravation of international relations and economic crises. The publications of the CICE magazine， widely distributed in China， about exhibitions in Russia are a real contribution to the global recovery of the exhibition industry and the development of trade relations between our countries. The Goup is interested in presenting its exhibition program in China and establishing long-term mutually beneficial cooperation with the organizers of the collective participation of Chinese manufacturers in Russian trade and industrial exhibitions.

“Exhibitions are not only a mirror of the economic state of any industry， but at the same time an effective tool for the development of this industry. The Covid-19 pandemic has already confirmed that there is no alternative to face-to-face negotiations at exhibitions for the most effective business development. Based on the results of 2022， we can confidently speak about the beginning of the restoration of the Russian market of exhibition services and confirmation of the demand for exhibitions as an effective modern channel of business communications. Visitor growth at our events averaged 15% from pre-pandemic levels.” Oleg I. Shost underlines.

“The exhibition market and economic success of China deserve the highest praise， and the geographical proximity and traditional ties between China and Russia are a good guarantee for expanding business and partnership ties between our countries. Employees of our company visited the industrial exhibitions of light industry and electronics in Guangzhou and were delighted not only with the volume of events， but also with the exhibition infrastructure and the level of service for exhibitors and visitors. It is a great honor for the Group to welcome Chinese manufacturers on the pages of CICE magazine and invite them to participate in international exhibitions organized by our company in one of the most beautiful cities in the world-St. Petersburg！” says Oleg I. Shost with great expectation.