The number one in the market of second hand machines

Two days after the start of the Hannover Fair, the new edition of the fair Resale 2006 opens its doors with a greater area of exposure and great interest from the international public. Five months before, have already signed more exhibitors than in the same period prior to the previous edition. From 26 to 28 April 2006, the exhibition space occupied at the Fairgrounds in Karlsruhe will be even greater than this year. Many of the participating companies have reserved space for booths than last time. In regards to the buyers, increasingly manifest in more advance her interest in Resale.

This time, potential visitors from over 100 countries have already requested information or consultations on second-hand machines have been sent to the organization. In view of these data so promising, the organization expects that to Resale 2006 come at least 550 exhibitors (in 2005 were 567) and more than 10,000 visitors, about 70 percent of them outside Germany (in 2005 attended 10.085 visitors from 118 countries).

Resale 2006 presents machines from 23 areas of supply for all sectors, as well as spare parts and all kinds of services related to the second-hand machinery. "The most important group of bidders are the companies for the sale of second-hand machinery," says Florian Hess from the organization. "Equal to last year, this group represent more than 60 percent of the exhibitors" (in 2005 was 62 per cent). Once again, stand out in Resale machinery for working metals, present in the offer of more than half of the exhibitors. Similarly, will have a strong representation of plastic processing machinery and construction machinery (17 and 13 per cent, respectively), as well as the conveyors and propulsion technology (12 percent). In order of importance will follow the machinery for the food industry and machines of wrapping and packaging (8 per cent in both cases), the machinery of printing and transformation of the role (6 percent) and the telecommunications technology and computer science (5 percent).

In Resale there is always a great interest in the offer outside of Germany, which in the 2005 Edition was represented by 216 exhibitors from 27 countries. In 2006 it is expected that Italy, France, Holland, Switzerland and United Kingdom, go back among other foreign countries. Without a doubt, all of them will benefit from the growth of international demand. At present, Asia, Eastern Europe, Africa, Near East and Middle East are the most interesting markets for the export of used machines. According to a study by the Federal Office for the information of the foreign trade (bfai), in Latin American countries and Eastern Europe, the market share of the used machinery is situated about 20 per cent.

"The general trend observed in recent years remains", confirms Jens Nagel. "The demand for machinery used in the Asian continent does not diminish", says the Manager of the German Association of foreign trade (BDEx), based in Berlin, putting the India and Iran as an example. However, at the moment the greater dynamism is perceived in the Arab countries and in Eastern Europe. In this sense, the BDEx notes a shift in demand towards the East, from the Member countries of the EU to the candidate countries and the countries of the former Soviet Union in Europe. The most sought-after are machines for working metal, plastics processing machines and machines for packaging and packaging. "In the field of packaging, Bulgaria, Romania and Croatia companies have to adapt to the requirements of the European internal market before entering the EU," explains Nagel. This task of adaptation does not refer exclusively to the fulfilment of the formal provisions but also to the preferences of consumers, by which these countries will need technologies that are of the latest generation, or at least recent.

Plastics processing machines have a representation of 17 per cent of the total number of exhibitors

The momentum of international demand is also noted among the companies for the sale of second-hand machinery. "While domestic demand is experiencing a slight setback, exports are at a good pace," valued Hans-Jürgen Geiger. "Less than ten years CNC machines are especially prized in China, the India and Korea", says the Manager of the company H-J.. Geiger Maschinen-Vertrieb GmbH, Metzingen. Geiger is also Chairman of the European Association for the trade of machinery second hand (EAMTM), headquartered in Brussels.

The majority of members of this Association, 265 companies from 20 countries, also has a good volume of business abroad. On average, exports account for more than 50 per cent of the total volume of procurement. And even some of the machines purchased from Germany just abroad. "Many German buyers use the second-hand machinery acquired at the trade fair to build new production centres in other countries".

The EAMTM takes very seriously the problem posed by the transfer of jobs in Western Europe to other countries situated more to the East or even in the far East. However, the reaction to these global changes should not be in the creation of new trade barriers. "In Germany, the approval procedures for the export of second-hand machinery are increasingly more complicated and bureaucratic", complains Hans-Jürgen Geiger. "We would like that the procedures were more agile". Argues the entrepreneur, still has the time in which limitations report a benefit for the economy of a country is coming: "In this way only harms our own competitiveness".

"The sale of machine tools of second hand has undergone an important change in recent years and it is gradually turning into a business internationally," says Kurt Radermacher, Manager of the Association of wholesalers of machinery and tools (FDM), based in Bonn, the members of the section of second hand machines. "The average member companies export share is between 60 and 80 per cent." "Even more: specialized companies, above all, focus almost exclusively on exports".

In the commercial Internet platform with FDM, MachineStock.com, the most important demand item is at the moment of Eastern Europe and far East. "Although sales volume varies greatly from a company to another, of course, generally entrepreneurs are very satisfied with the progress of the business," advises Radermacher. In the business of buying and selling of second hand machine tools, you again have two-digit growth rates. For this reason, the FDM awaits the next edition of Resale full of optimism and is convinced that this fair leader

International will give a boost even more to the market of second hand machines.

The sale of second hand machines also translates into an increase in sales of new machines, purchasers of new computers often offering an old machine as partial payment. In this business, the manufacturer obtains a double benefit. First, it increases its turnover from the sale of the new product at the time to use the machine's revised second-hand in the automotive sector to attract new customers, equal. If, over time, the purchaser of the second-hand equipment improve their economic situation, will usually rely on the brand that has been satisfied. Secondly, the used equipment are the ideal advertising media. If a machine changed hands more than once and it continues to run without breakdowns after several years, as is demonstrated.

The manufacturer Carl Zeiss, Oberkochen, comes to Resale for many years. "We put ourselves in contact with buyers and offer practically new precision aircraft", explains Michael Lücke. "Through this dialogue can also sell a new product to some companies interested in used machines", says the director of fairs and exhibitions of Carl Zeiss. In its forecasts for 2006 is very optimistic: "for the coming year, we anticipate a positive development, and in Resale 2006 hope to establish contact with many potential customers". The same believe other manufacturers amounting in total to almost a quarter of the exhibitors of Resale, including DMG, Jungheinrich, Liebherr, Putzmeister and SKF, a producer of bearings and solutions provider.

"The sale of machine tools of second hand has undergone an important change in recent years and is slowly turning into a business internationally"

Visitors come to the fair of Karlsruhe with very different goals. Users of machinery in all industrial sectors are often appropriate at an attractive price. For distributors of machines, go to Resale is a great way to find good used machines to their subsequent resale. Development assistance agencies and the newly established firms find the solution in the second-hand machinery to make more efficient use of financial resources, often quite meagre. Just like last year, the majority of the buyers will come from Eastern Europe (in 2005 were 35 per cent). Visitors and groups from more than 100 countries, especially the India, Iran, Ukraine, Russia, Romania, Belarus, Serbia, China, Pakistan, Sri Lanka, Bangladesh, Egypt, Syria and Nigeria have already announced their participation.

The majority of visitors (more than 70 percent in Resale 2005) want to buy for their own use second-hand machinery.

He is expected to increase the number of visitors coming from Arab countries thanks to the support provided by Ghorfa, a árabe-alemana partnership for trade and industry with headquarters in Berlin which is in charge of Chambers of Commerce of 22 Arab countries in 2006. Ghorfa is partner of the fair and is doing much publicity of Resale 2006. He also hoped that many visitors from the African continent by the work of promotion are made by the representatives of Resale in Cameroon, Côte d'Ivoire and the Republic of the Congo come. After several contacts with the Ministry of economy of Ramallah and the "Centre of meeting international de Belén", the German Association Deutscher Wirtschafts-Klub, headquartered in Neutraubling, Bavaria, has announced the visit of a group of Palestinians.

The growing demand for Arab countries has resulted in a large number of consultations to the organizing team of Resale. The Algerian market need machines for the production of mozzarella, and Mohammad r. Khader of Al - Mohannad, in Jordan, wants to buy two production lines, one for the production of mineral water and one for soft drinks. These companies, and also the rest of the visitors of the fair, can make use of the new mediation service online for the purchase of second-hand machinery. This service, offered for the first time in Resale 2006, is having a good reception. Through him, the exhibitors and visitors can be prepared optimally its participation in the fair. From address www.resale-germany.com can send directly to the corresponding exhibitors of Resale all kinds of consultations relating to second-hand machinery.

Most of the query received so far with this new service of mediation come from countries of Eastern Europe as Ukraine, Belarus, Russia, Poland, Lithuania or Serbia. Queries from outside Europe comes from India, Pakistan, United Arab Emirates, Bangladeshi, Iran, Egypt,

Syria, Algeria, Morocco, Nigeria and Uganda, and also United States and Latin America. "We are a commercial representation offices in Ecuador and Chile," says Sven Hasenjaeger of Otto Seidlitz representations, with headquarters in Quito, Ecuador. "One of our clients wants to expand its business and for this reason need to buy a second-hand German machine to make PE containers".

Resale 2006 offers a varied international programme of events: SES (senior expert service) from Bonn, a foundation of the German industry for the autonomy of developing countries, organized a seminar on the second day of the fair (April 27, 2006) to inform about its services and its initiatives in all the world. The SES provides experts working in selfless way in exchange costs and a few small subsistence. These experts are responsible for commissioning and maintenance of older installations or second hand, and also the training of staff in the field.

Also on April 27, 2006 takes place the "business meeting indo-franco - Germanic", involving the India in Germany, Meera Shankar, Ambassador and the Ambassador of the India in France, Tirumalai Cannavakum Anandanpillai Rangachari. India is always one of the countries who bring more visitors to Resale, with a total of 635 in the latest edition. Finally, Resale once again count on the presence of INTEX, a partnership for the creation of enterprises and integration, with headquarters in Engelskirchen, near Cologne. The third day of the fair this Association organizes the "Business Forum of Russia", an information event on newly established firms and business contacts in Russia and in the CIS countries.

The sale of second hand machines also translates into an increase in sales of new machines

On April 25, 2005, Ghorfa, árabe-alemana partnership for trade and industry, in cooperation with the BDI and Land Niedersachsen in Hanover organizes an information event on "Cooperation with the countries of the Gulf." The next day, the first of Resale, Ghorfa offers another act infomativo on "cooperation and communication with Arab trading partners" in Karlsruhe. This is possible because Resale 2006 will be held from 26 to 28 April 2006, two days after starting the fair of Hannover. The dates of celebration of Resale has been very well received by employers, so visitors can lead both Karlsruhe and Hanover. After spending two or three-day visit at the fair in Hannover, customers can go directly to Resale without having to wait several days. For this movement, you can use the excellent connections by train from Hanover to Karlsruhe: the train arrives at its destination in three hours and a half.