INSTALACJE 2002, International Fair for the Facilities, of Poznan (Poland), received, during the 9th to 12 of last April, in a stand of 200 m2, to the Spanish participation formed by seven companies.

The election of Poland to present the companies and Spanish products, took based on the analysis of certain factors, between them: level of development, current situation and expectations of the industry of the air conditioning, candidacy of the country to member of the European Union, etc. The election of INSTALACJE, it was realized bearing in mind the opinions of the initially interested companies in exploring the Polish market, and therefore inclined to take part in the fair. Judging by the initial results the election was guessed right.

The companies that finally took part, in the form of grouped fair, which, being provided with the financial help of the ICEX, Spanish Institute of Exterior Commerce, AFEC organized and coordinated, have been A CLIMATE ROCA YORK, GER, HITECSA, LENNOX REFAC, GENTLE HISSOTTO, SAUNIER DUVAL CLIMA and SISTEVEN.

In the course of a preparatory visit of the fair, realized to Poland in January, it was contacted by the organizers, the International Fair of Poznan, in order to define: the economic conditions of the rent of space, the possibility of design and assembly of the stand, the insertion in the catalogue, the services of press, etc. In the Commercial Office of Spain in Warsaw help was requested for the achievement of the campaign of mailing and of the translators' service, which, later, had out-standing performance in the course of the contest.

The dressmaking of the leaflet of image, in Polish language, was realized translating the abridged texts that every company sent to the affiliation, in that there was offering a brief critique of each of them and of his products, accompanied by some photo representative of the same ones. A whole of 750 leaflets was sent, jointly with a letter of invitation to visit the stand and an entry to the enclosure, to a selection of possible clients between those who were: importers, distributors, fitters, etc. The rest up to a whole of 2.000 between the visitors of the stand were distributed.

To complete the mailing by mail of invitations to visit I show stand an advertising campaign was realized, publishing announcements of the Spanish participation in INSTALACJE 2002, in the two most important Polish magazines of the sector.

The design of the stand, open and functional, with a central zone of reception and store, and the assembly of the same one, they were assigned to the services of the fair that worked to the perfection. The same that happened with the transport and the manipulation of the teams, so much in the laying of the same ones in his place of exhibition, as in the dismantling and packing at the end of the fair.

The quantity and quality of the professional visitors who visited the stand, was deserved by the approval of the technicians who attended to them in the respective stands. For lack of receiving the official reports, which at the end of every participation are delivered to the ICEX, Spanish Institute of Exterior Commerce, in which there are gathered the opinions, contacts and initial results of this activity, can move forward that the satisfaction is the domineering note.

A trip for the pavilion of air conditioning, in which our stand was located, was showing an incipient national industry, especially in the subsections of Treatment and Air diffusion, an important presence of German signatures and of oriental, especially in the field of the domestic teams. Although the Polish economy does not seem to be in his best moment, the general perception of the assistants to the fair is that of that there exist possibilities of future that is convenient to explore.

The amount of the subsidy of the ICEX, Spanish Institute of Exterior Commerce, will reach 55 % of the entire expenses, which supposes a cost brought near for every company of 5.000 €, with a significant reduction opposite to 6.000 € of budget.