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SUSTA/SNA IPM Horticultural Trade Show and Mission
January 27 – February 5, 2004
You are cordially invited to participate in the 2004 USA Horticulture Trade Show and
Mission, sponsored by the Southern United States Trade Association (SUSTA) and the Southern
Nursery Association (SNA). The trade mission, scheduled for Tuesday, January 27 through
Thursday, February 5, 2004, includes participation at the Internationale Pflanzen Messe (IPM) in
Essen, Germany on January 29 - February 1, and a subsequent trade mission in Germany on
February 2-4, 2004.
For a minimum cost, the mission offers an excellent opportunity for you and your company to learn more about important horticultural markets, to expose your products to the nursery trade in Europe, and to develop lasting trade relationships with international industry leaders. Producers can exhibit at the IPM trade show in Germany and participate in the subsequent trade tour, or can participate in either mission segment individually. Participants will fly into Dusseldorf, Germany, and travel by train or taxi to Essen to exhibit at the IPM show.
Following the trade show, a trade mission in Germany will provide site visits and personal meetings with wholesale growers and potential importers. Specific destinations will be determined based on participant interests. Participation applications are due to the Activity
Manager by Monday, December 1, 2003.
Hotel rooms have been reserved at the Hotel Girardet in Essen. These rooms can be held only until December 1, 2003.
After that date, participants may be required to find other accommodations. Hotel rooms for the trade tour will be reserved by SUSTA. Early-bird discounts are available for payments received by November 1. Please see the participation fee component below for more details.
SUSTA is a nonprofit agricultural export trade development association of the southern states’ Departments of Agriculture and the high-value food and agricultural exporters of the 15 southern states and Puerto Rico. SUSTA was founded in 1973 and is funded by the U.S.
Department of Agriculture's Foreign Agricultural Service (FAS), SUSTA member states, associate members and area companies.
Some expenses related to this mission may be reimbursable under SUSTA’s MAP
Branded Program, provided funds are still available. For details, contact your local State
Department of Agriculture or visit SUSTA’s website at www.susta.org/branded.
Southern United States Trade Association - 2 Canal St., World Trade Ctr, Suite 2515 - New Orleans, LA 70130-1408
Phone: 504-568-5986 Fax: 504-568-6010 E-mail: susta@susta.org Website: www.susta.org
SUSTA does not discriminate in its programs on the basis of race, color, national origin, gender, religion, age, disability, political beliefs, sexual orientation, or marital or familial status. Persons with disabilities who require alternative means for communication of information (such as Braille, large print, sign language interpreter) should contact SUSTA at 504-568-5986.
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Market Research
The European Union is the largest market for US nursery products outside of North
America. In CY 2002, US exports of $65 million were sold to EU countries, primarily through
German and Dutch wholesalers who then distribute the products in their own countries and throughout Europe. Two-thirds of this amount ($48 million) was shipped through The
Netherlands, primarily for redistribution throughout Europe. An additional $9 million was shipped to directly to Germany. The main category in the import of nursery products to the EU is “outdoor trees and shrubs” both in volume (70%) and in value (50% in 2001).
German consumers comprise the world’s third largest market for plants, following the
USA and Japan. Wholesale turnover of plants including interior varieties, reached $7.2 billion in
1995. The German market for nursery stock is Europe’s largest, with imports exceeding $70 million per year, including $11 million from the US in 2001. Despite a weak economy,
Germany is not a market to be overlooked, and the potential of this vast market is undeniably worthwhile in the long-term.
The Internationale Pflanzen Messe (IPM) in Essen, Germany, attracts major buyers from around the world. It is the largest horticultural trade exhibition in the world, attracting nearly 60,000 trade visitors. A quarter of them came from abroad, 11.9% from outside Europe. In 2003,
1,350 exhibitors from 37 countries participated; 94.6% of the exhibitors reach their most important target groups in the sectors plants, technology, floristry and sales promotion. (See www.ipm-messe.de.) The four-day show, January 29-February 1, 2004, will fill seventeen halls totaling 1.1 million square meters
(more than 25 acres).
SUSTA has reserved a large island pavilion, with shared display areas and a few individual booths. A maximum of fifteen companies will display their products and participate in the US pavilion for a fee of $450 per company. A limited number of booths (about 6 square meters) will be available on a first-come basis for an additional fee of $850 per company. The fee also covers translators.
Growers who wish to attend the show but not exhibit can secure hotel reservations at a favorable rate, plus show passes and directory for a fee of $150 per company. Suppliers of allied products can reserve an individual booth by contacting Karen Vogelsang at 212-974-8457.
Early-bird discounts are available for payments received by November 1, 2003. Please see the participation fee schedule below for more details.
Germany is the number one grower of nursery stock in Europe, with a high concentration of big nurseries in the North-Western part (federal state of Lower Saxony) and the Northern part
(federal state Scheswig-holstein) of the country, near the borders with the Netherlands and
Denmark respectively. The country is well known for its range of specimen and hedging plants for the landscape market, as well as acid soil plants.
The German landscape market is driven by the requirements that trees/greenery must be used in any public projects such as roads or new buildings. The landscape market, through public agencies and landscapers make up 65% of the outlets for nursery products. Price is an important issue for consumer purchases. Domestic consumption of plant material has remained steady for the last few despite increased environmental awareness and requirements.
The direct sale from the grower to the consumer makes up 28% of the market with the next largest distribution channels being the do-it-yourself style stores and garden centers.
German nurseries are always interested in new items and items that provide the opportunity to purchase licenses to grow.
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The trade mission will introduce US growers to major importers and profitable opportunities in the European marketplace. Detailed itinerary will be determined based on participant interest.
Itinerary (January 27-February 7, 2004)
Jan 26 (Mon) Depart from US for Dusseldorf, Germany.
Jan 27 (Tue)
Jan 28 (Wed)
Arrive in Dusseldorf; take train or taxi to Essen.
Setup for IPM 2004
Jan 29-Feb 1 (Thur-Sun) Trade show
Feb 2-4 (Mon-Wed)
Feb 5 (Thur)
Trade tour in Germany (details to follow)
Return to US from Germany
Shipping and Customs
You should contact your local plant inspection personnel as soon as possible about required shipping certificates. You must secure all required documentation, and deliver samples and documents to your freight forwarder at the designated time. The hall and booth number for the U.S. Pavilion is Hall 2 - Stand 40.
If your products are due to arrive more than two days before the show then send them to the following freight forwarder in Essen:
ALFRED PAAS & CIE GmbH
(Show name, Company name, Hall & Booth #)
Ursulastraße 85
45131 Essen
GERMANY
Tel: 011 49-201- 43 50 40
Fax: 011 49-201- 44 02 39
If your products are due to arrive two or less days before the show then send them directly to:
ALFRED PAAS & CIE GmbH
(Show name, Company name, Hall and Booth #)
Messehaus Ost Norbertstraße
45131 Essen
GERMANY
If you do not already have a freight forwarder, shipping can be handled by Manaco
International Forwarders, Inc., 2550 Eisenhower Blvd Bldg 611, Suite #8, Port Everglades, Fort
Lauderdale, FL 33316 (Phone: 954-463-6910; Fax: 954-463-3509; Website: http://www.mifi.com). By January 10, 2004, you must contact Manaco to confirm details (size, weight, etc.) of your shipment. (Speak with Melvin Cohen at 954-463-6910.) You will need to deliver your shipment with the phytosanitary certificate and any other required documents to
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Manaco no later than January 23, 2004. The cost of shipping and all documentation is the responsibility of each individual company.
Hotel Accommodations and In-Country Travel
For IPM, we have reserved rooms in Essen at Hotel im Girardet Haus , Girardetstrasse
2-38, Essen, Germany D-45131; Phone: 011-49-201-8788-00; Fax: 011-49-201-8788-088. This is a suburban hotel about 10 minutes’ walk from the exhibition center, with small shops and restaurants nearby. The rate is EURO 125.00 single (about US $125) and EURO 149.00 double
(about US $150) including all taxes and breakfast. Participants must fax the booking information (see page 9) to the hotel by December 1, 2003, and also to the activity manager with the application. After that date, SUSTA will provide contact information for other hotels that may have space available.
For the trade tour, SUSTA will arrange hotel reservations and in-country travel by van or bus. Hotel costs are estimated at $135 for singles, slightly more for doubles. The tour participant fees cover in-country bus/van transportation, translators, and related expenses; participants pay for their own meals, lodging and incidentals. Participation Fee and Deadline
To participate in the IPM show and mission, complete and return the attached application with your payment. Early-bird discounts are available for payments received by November 1,
2003. See the participation fee schedule below for more details.
SUSTA will provide booth space and furnishings, and logistical arrangements for incountry land travel and accommodations. Participants will pay their own air travel, room and board and incidental expenses. Be sure to check with the activity manager before booking flights. Companies have a choice of several participation options: Grower/Booth space (about 50 square feet of floor space plus table and chairs if requested), Grower/Display space (about 3x 5 feet of wall space for posters, etc.), or Attend only. See “Terms and Conditions” for more details. If you need a larger space and/or different furnishings, contact the Activity Manager.
Cancellation Policy
All cancellations should be made in writing to the SUSTA office by December 1, 2003.
No refunds will be given after that date.
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2004 IPM HORTICULTURE TRADE SHOW AND SALES MISSION TO EUROPE
TERMS AND CONDITIONS
SUSTA AGREES TO:
1. Provide the opportunity for up to fifteen horticulture companies to participate in this activity on a first come, first served basis. To qualify, a prospective company must send the completed application and participation fee to Paul
Nordstrom, Activity Manager, by December 1, 2003. Positions will be filled in the order that payments are received. Participation fees are as follows:
IPM Show:
Attend only:
Paid by Nov. 1
$ 150/company
After Nov. 1
$200/company
Grower/Display space(1 x 2.5 meters high) :
Grower/Booth space (6 sq meters):
$ 450/company
$ 850/company
$550/company
$950 /company
All participants receive hotel reservations at special rates (until December 1), show passes, directory (one per company), and a pre-show introductory meeting. Display and Booth space participants also receive full use of shared areas, furnishings, and translators in the US pavilion.
Horticultural Trade Mission: $ 300/person $ 400/person
Hotel reservations at government rates, bus/van transportation, pre-qualified appointments, translators
(Note: Hotel space must be reserved by December 1, 2003. Later registrants will be provided with contact information regarding alternate accommodations, and must make their own arrangements.)
2. Provide show exhibitors with
- booth space, furnishings, and translators at the IPM Trade Show
- assigned space for display of specimen plant(s) and related materials
- individual name tags, group signage, and promotional information on participating exhibitors
- logistical arrangements and assistance with hotel reservations (participants pay own lodging and air travel)
- in-country transportation for travel to site visits and appointments with potential buyers
3. Refund the participation fee if the activity is canceled.
PARTICIPANT AGREES TO:
1. By December 1, 2003, pay the participation fee with the application.
2. Make own flight reservations to Dusseldorf, Germany (arriving in time for set up beginning at 10:00 am on
Wednesday, January 28, 2004), and returning to the US. Pay own airfare and all personal expenses including meals and lodging. Those participating in the trade tour/mission should contact the activity manager for return flight information.
3. By December 1, fax your hotel reservation booking form to the Hotel Girardet and to the SUSTA Activity
Manager. (Note: SUSTA will make reservations for the trade tour.)
4. Provide samples of plant material for exhibit at the show. Provide all necessary documents required for export of plant material (e.g., phytosanitary certificate). Have sufficient quantities of plants for export.
5. Arrange for shipping samples and promotional materials to IPM. If you want to use Manaco International
Freight Forwarder: By January 10, contact Manaco with details of your shipment. By January 23, deliver all products, company brochures, and required documentation (packed and ready for shipping) to Manaco. (See
“Shipping and Customs” above for contact information.) Each exhibitor will be responsible for paying their own shipping costs and custom fees.
6. On January 28, participate in booth set-up and a pre-show meeting of all exhibitors. Provide a qualified sales representative during the entire show who is able to quote prices and conduct sales. Share rotating booth coverage assignments.
7. Release SUSTA or any state SUSTA representative from any liability for any losses as a result of this trade mission. This includes late product shipment or in-transit damage or loss.
8. Complete an exit survey after the sales mission and provide six month follow-up sales information to SUSTA.
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9. Submit any cancellations in writing to SUSTA by December 1, 2003 No refunds will be given after this date.
11/1/03
12/1/03
12/1/03
1/10/04
1/23/04
1/27/04
Last day for early-bird discounts (see page 5)
Last day for application and payment to be submitted (see page 7)
Last day for reservations at Hotel Girardet (see page 8)
Last day to reserve shipping space with Manaco (see page 3)
Last day to deliver freight package to Manaco (see page 3)
Last day to leave the US for Dusseldorf, Germany
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APPLICATION
IPM Horticultural Trade Show and Mission
(Germany - January 27 - February 5, 2004)
This application must be typed or printed, and postmarked by December1, 2003
COMPANY NAME
CONTACT
STREET ADDRESS
CITY, STATE, ZIP
PHONE FAX
E-MAIL WEBSITE
PREVIOUS EXPORT EXPERIENCE? YES NO
PRODUCTS TO BE EXHIBITED
PRODUCT/COMPANY INFORMATION FOR PROMOTIONAL BROCHURE:
NAME(S) OF PARTICIPANTS:
NUMBER OF HOTEL ROOMS: Twin___ Single ____ Double ____ Smoking _____ Non-smoking _____
(Note: Complete the attached reservation form and fax it to the hotel and to the SUSTA Activity Manager. Rooms at
Hotel Girardet must be reserved by December 1, 2003!. Single is EU 125; double @ EU 149. Later registrants will be provided with contact information regarding alternate accommodations, and must make their own arrangements. SUSTA will reserve hotels for the subsequent trade tour in Germany.)
Paid by Nov. 1 After Nov. 1 Amount Due
IPM Show: Attend only: $ 150/company $ 200/company =
Grower/Display space
Trade Tour:
Grower/Booth space:
: $ 450/company
$ 850/company
$ 550/company
$ 950/company
=
=
Persons x >> $ 300/person $400/person =
Total due SUSTA =
CONTRACTUAL AGREEMENT: I HAVE READ AND WILL COMPLY WITH ALL PROVISIONS OF THE “TERMS AND
CONDITIONS” FOR PARTICIPATION IN THE MISSION. I HAVE INCLUDED THE FULL PAYMENT WITH MY APPLICATION,
WITH THE CHECK MADE PAYABLE TO SUSTA. I UNDERSTAND THAT PARTICIPATION IN THIS ACTIVITY IS ON A FIRST-
COME, FIRST SERVED BASIS. AFTER ALL COMPANY POSITIONS ARE FILLED FOR THE TRADE ACTIVITY, ADDITIONAL
APPLICANTS WILL BE PLACED ON A WAITING LIST.
SIGNATURE: DATE:
TITLE:
SUSTA does not discriminate in its programs on the basis of race, color, national origin, gender, religion, age, disability, political beliefs, sexual orientation, or marital or familial status. Persons with disabilities who require alternative means for communication of information (such as Braille, large print, sign language interpreter) should contact SUSTA at 504-568-5986.
Mail your application and check (payable to SUSTA) to:
Tennessee Dept of Agriculture
Attn: Paul Nordstrom, PO Box 40627,
Nashville, TN 37204
For information, phone or e-mail the Activity Managers :
Jane Storrs: 410-841-5770; storrsjm@mda.state.md.us
Paul Nordstrom: 615-837-5384; Paul.Nordstrom@state.tn.us
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**Important: Rooms will be held at Hotel Girardet only until December 1, 2003.
Hotel im Girardet Haus is a suburban hotel about 10 minutes walk to the exhibition center. Small shops and restaurants are nearby. Our rates: EURO 125.00 (about US $140) for a single; EURO 149.00 (about US $167) for a double; this includes all taxes and breakfast. Hotel reservations are subject to availability. Participants who register after December 1 will be provided with contact information regarding alternate accommodations, and must make their own arrangements. SUSTA will make the reservations for the trade tour following the show.)
Complete this form and fax it by December 1, 2003, to 011-49-201-8788-088 and to 615 837 5194.
FIRST NAME: __________________________ LAST NAME:______________________________________
COMPANY NAME:___________________________________________________________________________
MAILING ADDRESS:_________________________________________________________________________
CITY:__________________________________ STATE:____________________ ZIP:___________________
PHONE:_______________________________ FAX:_____________________________________________
E-MAIL___________________________________________
ARRIVAL DATE: _____________ DEPARTURE DATE: ____________
ROOM TYPE: TWIN _____ (2 beds) DOUBLE ____ SINGLE _____
PREFER NON-SMOKING ROOM IF AVAILABLE: YES____ NO_____
PLEASE GUARANTEE THE ABOVE RESERVATION TO:
AMERICAN EXPRESS _____ VISA _____ MASTERCARD ________
CARD NUMBER:___________________________________ EXPIRATION DATE:_________________
NAME AS PRINTED ON CARD_________________________________________________________________
SIGNATURE:________________________________________________________________________________
PAYMENT INSTRUCTIONS: ALL RESERVATIONS MUST BE GUARANTEED WITH AMERICAN
EXPRESS, VISA OR MASTERCARD. CANCELED RESERVATIONS MAY BE CHARGED IN FULL.
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