Prepare for your CMTS 2021 visit

The Canadian Manufacturing Technology Show (CMTS) is just around the corner, and it can be a very productive use of time if you work to get the most out of the experience.

CMTS, the largest machine tool exhibition show in Canada, will be held Oct. 4-7 at The International Centre, Mississauga, Ont. Considering this show is held every other year, the last time being October 2019, it is amazing that after everything we have been through because of COVID-19, we will end up back at CMTS in 2021 and haven’t missed a beat.

CMTS distinguishes itself as the largest show in Canada from both a venue size and duration standpoint, but this does not mean it is overwhelming.

Easy Conversations

The equipment is strategically placed to showcase some of the newest technologies, which usually is available to be delivered as soon as the show ends. The exhibitors are, for the most part, the local representatives, along with support staff from equipment manufacturers and some of the smartest applications-oriented support staff.

It is exposure to these types of people that makes the trip to CMTS worth the time for anyone interested in learning about and purchasing new technology.

The entire show can be covered in one day. But more important, it is very easy to meet and spend time with all the principals and upper managers of almost every significant seller of machinery in Canada.

This contrasts with larger international shows, which tend to be extremely busy and make having a conversation with anyone of significance a challenge, to say the least.

See Equipment Live

In most cases, the machinery of our industry is manufactured in another part of the world, making a visit not very time- or cost-effective for potential buyers. Then when you add COVID-19 and border restrictions, a visit may be impossible. This means CMTS might provide the only opportunity to see the equipment in person and operational.

Many of these exhibitors will spend hundreds of thousands of dollars on their booth, and with such a large investment, there is enormous pressure to sell product and justify the expense. This means the show offers a unique opportunity to negotiate a great deal or take advantage of a “CMTS Show Special.”

I always tell my clients that if they are even considering making a purchase at the show, go there armed with a financing pre-approval. This shows equipment sellers that money is available for a purchase at the show, where there are opportunities to secure an in-stock machine.

Inventory Problems

One of the biggest issues manufacturers have once they are finally in a position to add a machine to their shop is equipment unavailability. The right machine for the job could be months away if it has to come from the factory.

COVID-19 has complicated this even further because of supply chain disruptions, so CMTS -- this year especially -- could offer machines that literally cannot be found anywhere else.

Don’t Forget to Network

I also find that CMTS provides an excellent opportunity to interact with suppliers and customers, which for obvious reasons has been very difficult in the last year. I always look forward to visiting with people whom I haven’t seen in a while, particularly if they are coming from either Quebec or Western Canada.

When it comes to sales, I have always found manufacturing to be relationship-based. Many of my best clients are ones who originally bought equipment from me when I was working as a distributor.

For sellers, there is no question you must represent good equipment, or in my world, offer a competitive cost of funds, but at the end of the day and all things being equal, if a meaningful relationship has been established, future business will be forthcoming.

I have also found CMTS to be just as good an opportunity to lay the groundwork for new relationships. I have met many people at this show who have ended up as very good clients. I have always found CMTS to be a productive use of my time even in years when the market wasn’t great.

Having spent many hours at this show, first as a machine seller and the last seven shows as part of the leasing industry, I have found over the years that most attendees come with a specific purpose in mind. Manufacturers are not attending just for the experience. So be ready to talk business.

This industry is its own little world, and if you have been in it long enough, you will run into some old friends. That said, it is very important to have a plan in place and be ready to take advantage of any opportunity that may arise.

Ken Hurwitz is vice-president, Equilease Corp., 416-499-2449, ken@equilease.com, www.equilease.com.