It appears to me that all of these exhibitions have one characteristic in common: namely that visitor numbers are down. Now, before organisers start sending me lists of statistics arguing that theirs was ‘the best show ever', I admit that this is just a perception I have formed - but it is one that seems to be shared by many other exhibitors. Furthermore, I get the feeling that, whereas in recent years companies would send a plethora of people, in 2008 they sent only decision- makers. This shift in emphasis presents two challenges: that of luring buyers onto your stand, (particularly if you are a new player), and the necessity subsequently of delivering a pitch quickly, before the potential customer is forced to move on due to time constraints. We have had some great leads from trade shows but, my word, we have had to work for them!

There are, of course, differences between the shows. If the target audience is the out-of-home market, particularly restaurants, cafes and pubs, there is still the feeling of something new. Although there are ‘only' about 5,000 branded coffee shops in the UK, they have had an influence on society in general, particularly in the cities. The general public is still learning about bean-to-cup coffee, lattes, macchiatos and so on. The first question we are asked at this type of show is ‘how good is the coffee?' whereas at a vending show, the first question is invariably ‘how much?'

There is another difference. I have noticed that at the HoReCa shows, the buzzword is ‘sustainability', whereas at vending and facility shows it is ‘the environment'. A subtle difference, I agree; but again, I suspect, one being driven by product differentiation and cost.

The subject of environmental issues brings me onto another feature of my calendar in 2008. On average, I have delivered a talk about environmental issues at least twice a month. These can be centred around the industry, in general, and how we are going to meet the challenges of the future; but on other occasions, they can be more specific, detailing the particular benefits of N&W equipment and how they can be exploited by operators, for the good of themselves, the client and - ultimately - the environment.

I am struck by how much confusion there is regarding issues related to energy usage and vending machinery. This has not been helped by major players publishing erroneous information that is both misleading and factually wrong. Not only can this bring the industry into disrepute, but also it can cause individual operators embarrassment when pitching to companies that have become very environmentally ‘savvy'.

As for 2009, I am sure I will spend even more time discussing environmental issues. Some of these will be centred upon altruistic concerns, but for the most part, end-users will be looking at energy costs and they will want to be assured that they have in place the most efficient vending solution possible.

However, the overriding concern for the next year, of course, will be the recession. Operators with whom I have spoken are adjusting their cost structures to ensure that they can continue to trade with their existing operating base, and they anticipate making fewer sales of new equipment. In my view, these are sensible concerns, although I believe that there is still some cause for optimism for capital equipment suppliers, because this recession is centred upon the financial and retail sectors. It is surprising how many SMEs are still trading well; and it is these businesses that will be the first to invest in new equipment as soon as confidence returns to the UK economy. When that might be is anybody's guess...

I leave you with a story that sums up the source of this present turmoil: An architect, a surgeon and an economist are discussing The Creation. The surgeon says: "We surgeons are the most important. God must be a surgeon because the first thing he did was to clone a rib from Eve to create Adam" . The architect says: "Hang on a mo, God must be an architect. After all, he made the world in seven days out of chaos". The economist smiles and says: "Ah, but who made the chaos?"

I wish you all a happy and prosperous 2009.

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