Statements Paperworld 2012

Statements by representatives of the associations at Paperworld:

Thomas Grothkopp, Director of the German Office Supplies Association (Bundesverband Bürowirtschaft – BBW) in the German Home and Office Association (Bundesverband Wohnen and Büro e.V. – BWB)
“For the specialist retail trade, Paperworld was once again an important market place for the new products and trends of 2012 – a platform for concepts and agreements. The combination of Christmasworld, Creativeworld and Paperworld makes it all the more worthwhile to come to Frankfurt. And, as in previous years, a large number of customers, especially shop owners, as well as wholesalers and the drop-shipping trade, made good use of this opportunity.”

Horst-Werner Maier-Hunke, Chairman of the Association of the Paper, Stationery and Office Supplies Industry (PBS-Industrieverband)
“In general, the basic mood in the paper, stationery and office supplies sector is good although significant growth is not expected. The sector must become more innovative and do more to present the trends effectively. The fair must become even more international because the number of customers in Germany will not grow. In other words, it must be oriented towards international markets, especially the Middle East and South America. This also represents a good opportunity for German manufacturers.”

Werner Lippels, Chairman of the Working Group of Greetings Cards Manufacturers and Publishers (Arbeitsgemeinschaft der Hersteller und Verleger von Glückwunschkarten)
“I rate Paperworld 2012 as having been moderately good in terms of both visitor numbers and orders taken. Paperworld in Frankfurt is and continues to be the most important platform for our sector. There, we meet an international audience and department-store customers, who we would otherwise not encounter. The fair guarantees a higher standard and we can meet new target groups. Taking part in fairs is still important in the greetings-card sector. All companies should take advantage of Paperworld to present their products, to observe their competitors and to make new contacts. The size, product scope and the synergies generated by Christmasworld and Creativeworld make Paperworld a very special platform. This year, we welcomed numerous customers from Asia and East Europe to our stand. Additionally, shifting the greetings-card segment from Hall 6.2 to Hall 5.1 proved to be a very good move.”

Rolf Schifferens, Chairman of the Working Group of Brand Name Companies in the Paper, Office Supplies and Stationery Industry (Altenaer Kreis), Germany
“Quality is an extremely important criterion for consumers. Following a flood of cheap products from Asia, customers have seen the quality differences and returned to branded products, which have therefore been able to gain ground significantly. I am confident that quality will continue to be the decisive criterion and that the future lies in networked production in Europe and Asia.”

Statements by Paperworld exhibitors:

Dr. Rüdiger Kress, Proprietor, ARTEBENE, Lüdinghausen, Germany:
“Business at the fair is running at last year’s level. The trade has survived the crisis well so far and seems to be fairly resistant in the wake of 2008. The good Christmas business is an important factor for this fair and there has been no decline. At present, although many consumers are postponing big purchases, they do not want to go without some small treats.”

Frank Stöppel, CEO, Authentics GmbH, Gütersloh, Germany:
“The number of visitors has been good. The Christmas business did not have any adverse effects on orders and customers are looking forward to the coming year. The crisis is irrelevant for our sales discussions. On the contrary, there is a counter-trend in the air. People are very optimistic. We need Paperworld as much as ever to present our complete range of products and attract new customers.”

Karl-Heinz Dächert, Managing Partner, Braun + Company Papierwaren GmbH, Hochheim am Main, Germany:
“The course of business at the fair has been very good with sufficient customers having made their way to Frankfurt. Except in the newspapers, there is no sign of a crisis in Germany. On the contrary, consumers are buying more than normal. Hence, stationers’ are not in difficulties and the outlook is very good.  Although there are fewer exhibitors here, Paperworld has not lost out in the stationery sector. It is the only international trade fair where all major manufacturers are to be found.”

Franco Alicanti, CEO, Star Pennsylvania New Flower s.p.a., Maddalena, Italy:
“We are pleased with the number of visitors. We have made some good contacts and the atmosphere is positive. Prices are not of primary importance in the discussions. The emphasis is more on subjects such as product individualisation.”

Eliane Kitter, Product Manager, Clairefontaine Rhodia, Ottmarsheim, France:
“We had slightly more visitors than last year and made a striking number of new contacts. Paperworld in Frankfurt is important for us and permits us to present our new products every year. Taking part is also important to maintain the quality of the event and the brand.”

Torsten Schnutz, Deputy General Manager, Despec Supplies GmbH, Meerbusch, Germany:
“We are pleased with the number of visitors and the positive echo. There are enough exhibitors here to make it interesting for customers to visit the fair. We haven’t noticed any particular reluctance to place orders. In many cases, the discussions focus on supplementary assortments and solutions.”

Nicola Perl, Vice President International Marketing, Edding International GmbH, Ahrensburg, Germany:
“The Edding stand was always busy and sales have been very satisfactory. The mood can be described as cautiously optimistic. Therefore, we have an optimistic view of the future. New impulses open up new ways. Paperworld is resilient as always – you know what to expect and that business will be good.”

Gabriela F. de Wernhart, Marketing & Sales Manager, Embatex AG, Feldkirchen, Austria:
“The course of business at the fair has been good. The number of visitors to our stand is also good although the flow of visitors has been somewhat down on last year. The demand for original suppliers is not a determining factor when it comes to visitor numbers. The trade knows that alternative products are good. At present, the market is more difficult and restrained.”

Andrea Cantong, Trade Marketing Manager, Fellowes GmbH, Garbsen, Germany:
“Returning to Paperworld has been worthwhile. We had more appointments than last time. And the number of visitors without an appointment was also good. Of particular importance is the export sector. The crisis has not been a topic of discussion – the focus is on quality. Trading-up is a success if innovations are integrated into higher-grade products, which gives the trade a foundation for successful sales arguments. The trade and customers want new products and innovations.”


Alexandra Mancin, Sales, Grafik Werkstatt Bielefeld, Gütersloh, Germany:
“A large number of our international visitors came from East Europe. Altogether, the market has become significantly more international. The crisis is a thing of the past and visitors are open to new ideas. In the last analysis, it is all a question of the right product.”

Kira Dicke, Board Member, Grätz Verlag, Witzenhausen, Germany:
“There are many visitors who simply like to look. Nevertheless, we are pleased with the orders taken. Customers are restrained when it comes to ordering – smaller orders and no interest in taking risks are on the agenda. And this despite the fact that consumers are willing to buy attractive things – many of them save when it comes to larger purchases but use smaller things to distract them from the hassle of everyday life.”

Maria Joao Lourenco, Marketing, Grupo Portucel Soporcel, Figueira Foz, Portugal:
“Although times are difficult, the focus of our discussions has been on business, not the crisis. We are satisfied with the results of the fair, especially with regard to the number of international visitors. The emphasis of the discussions is on quality and price. Today, the environment and resource conservation are regarded by customers as standard product features.”

Karl Kallinger, Member of the Board, KMP PrintTechnik AG, Eggenfelden, Germany:
“We welcomed significantly more customers than last year, especially customers from outside Germany. East Europe and Southeast Europe were particularly well represented. The crisis has not even been mentioned and the focus is on business. Today, controllers want alternative accessories, despite the fact that the IT department has doubts. However, the qualitative differences are no longer as big – and both users and the trade know that. Every sector needs its leading trade fair and, for us, it is undoubtedly Paperworld!”

Hubert Haizmann, CEO, Krug + Priester GmbH & Co. KG, Balingen, Germany:
“We are very pleased with the course of business at the fair, particularly in the export sphere. This is the right trend because Paperworld must become more international.”

Mark van den Bergh, Sales, Marketing, Design, Nouveau GmbH, Spittal, Austria:
“If you want to meet international buyers, you have to come to Paperworld!”

Frank Indenkämpen, CEO, Marketing & Sales, Novus GmbH & Co. KG, Lingen / Marketing & Sales Manager, Dahle Bürotechnik GmbH, Rödental, Germany:
“It is unnecessary to discuss whether fairs are still relevant today because nowhere else can you make so many contacts and present the entire range of products in such as short space of time.”

Dirk Hünselar, Sales Manager, OCP GmbH, Bochum, Germany:
“The first days were somewhat quieter than last year. This is not a problem because it takes time to conduct good discussions. Thus, although the throughput is down, the efficiency is up. This suits us very well as a company oriented towards quality and not quantity. Hence, we are very pleased overall. The incorporation of Remanexpo into Paperworld is a blessing because some of our customers are also Remanexpo exhibitors and this represents an enormous increase in efficiency.”

Alexandra Batsch, CEO, ONLINE Schreibgeräte GmbH, Neumarkt, Germany:
“It is always a special experience to work on both a national and international plane during the four days of the fair. However, it is becoming significantly more difficult to motivate sales partners to attend. This is probably connected with the current economic situation. Paperworld is discussed and well known internationally. It is important to grasp this opportunity. At the moment, we are optimistic and the fair has been good for us.”

Peter Rössler, Rössler Papier GmbH & Co. KG, Düren, Germany:
“There have been fewer visitors than last year. However, the basic attitude of visitors is undoubtedly positive. The crisis has been forgotten and there is money for products in the premium segment. Paperworld is declining in significance. However, it is good to have the leading trade fair for the sector here in Germany.”

Christian Halbig, CEO, Semikolon GmbH, Rastatt, Germany:
“We are very pleased with our results, especially with international customers. There are fewer visitors from the German retail trade. Paperworld is still the leading fair. However, the market is changing. The number of stationers’ is declining and we are expanding our clientele to include, for example, book dealers. Consumers demand high quality. However, the price must be fair.”

Norbert Bucheli, CEO, Stewo International AG, Wolhusen, Switzerland:
“Business has been good for us at Paperworld and we have had slightly more visitors than last year. In particular, contact quality is good and great interest has been shown in our new products and innovations. The trade wants to be sure about its purchasing decisions and, therefore, banks on brands and quality. The mood of the dealers who came to our exhibition stand has been good.”

Stefan Hermann, CEO, Taurus-Kunstkarten GmbH, Brackenheim, Germany:
“Thanks to the Insider programme, the number of visitors to the fair has been satisfactory.  Customers are looking for an overview of the sector. However, there are relatively few new products. In some cases, visitors are not even interested in anything new.”

Stephan Weinberg, Head of the Retail Trade Department, UHU GmbH & Co. KG, Bühl, Germany:
“The course of business at the fair has been very good. The level of demand has been high throughout and we welcomed both key accounts and smaller retailers. Particularly striking has been the intensity of the discussions, during which extremely specific activities and measures were agreed. We even carried out the annual discussions in the international sphere. Therefore, it is essential that we show the flag at Paperworld.”