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Xander van der Zande, DanDutcH on the importance of exhibitions in Asia

"Gaining new clients is a challenge these days"

The horticultural industry is developing well in China. Over the last years, many large projects have been completed and even during the pandemic, the sector continues to develop. With established clients, more and more is being arranged and assisted online. However, gaining new clients is a challenge during these times as personal contact remains essential to build up a relationship. Therefore, companies like DanDutcH are very pleased that they are able to attend the Hortiflorexpo IPM Shanghai this year, which will be held from April 15-17. "We have had a very good year and also this year is already a record year for us, but the personal touch and showing that we are still there is what us made decide to attend."


Xander van der Zande at the HortiChina Qingdao 2019

Importance of in-person contact
DanDutcH is a Danish-Dutch company that supplies greenhouse (mainly irrigation) equipment to local installers in Asia. It was established 4 years ago and owned by Xander van der Zande, who has over 20 years of experience in doing business in Asia. According to him, personal contact is essential and thanks to their relationships that they've established over the last years, they have had and are still having a very good year. "The first quarter has been excellent, also because we've advised our clients to order earlier as it is expected that the costs of the raw materials will increase even further this year. The current costs of raw materials have never been increasing this rapidly, when looking back at the last 40 years."  

Importance of an exhibition
Gaining trust in Asian countries takes several years and even though almost all communication shifted to online, via WeChat, gaining new clients will be a challenge in these times, van der Zande explains. "The first step in the establishment of the relationship is the in-person contact and that is often being made at an exhibition. Then, it will take several years to gain trust. However, also to maintain trust and relationships, exhibitions are of high importance in many countries, but particularly in Asia. Mainly for this reason, we are participating in the Hortiflorexpo this year."


Mengyao Pan, who will be present at the exhibition for DanDutcH.

Offline exhibition with an online touch
This year, 700 companies will participate at the Hortiflorexpo, but attending or visiting the exhibition as a foreigner is still quite a challenge, due to some travel restrictions, but particularly due to the two-week quarantine period when arriving in China. For this reason, many international companies decide to participate with a booth and with their Chinese local team. For particular questions, the foreign team will be present online. Also, van der Zande will be available online during the show hours. "In this way, we can still be present at the exhibition, see our existing clients and even meet some new clients. Our local team can make the first introduction and can give the visitors more general information. Then, I can answer all specific questions and do the 'sales talk'." The booth of DanDutcH will be at the Dutch pavilion.


The booth of DanDutcH at the Hortiflorexpo IPM Shanghai 2021.

Hubei Roadshow
And more is being done to promote the Dutch companies in China. On April 18, a Facility Horticultural Mission to Hubei is organized by the Netherlands Business Support Office (NBSO). DanDutcH and several other companies are participating in this event. 

For more information:
DanDutcH
Xander van der Zande
+31 (0)6 50277510
Email: xander@dandutch.com
www.dandutch.com


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