There has been mixed industry response after CeMAT announced last month that for the first time, the leading European intralogistics show is opening up floor space to select used truck dealers.

According to organiser Deutsche Messe AG, after consulting with manufacturers, it will give selected industrial truck dealers "a prominent space on the open-air site, where they can display a selection of used vehicles".

"This is an important and fast-growing market in itself, and as the world's leading trade fair in this sector, we think we should be giving it a platform at CeMAT. In a world where sustainability matters, used vehicles have an important part to play," says Wolfgang Pech, Deutsche Messe's senior vice president.

So far, over 1,100 exhibitors have signed up to present at the intralogistics show held on 19-23 May 2014 to showcase industrial trucks, cranes and hoisting gear, access platforms, shelving systems, factory equipment, pallets, containers, loading equipment, as well as complete plant installations at the Hannover Exhibition Center in Germany.

The inclusion of used forklift dealers has surprised some industry members Forkliftaction.com News contacted this week.

Bolzoni SpA's stand at CeMAT 2011.

"That's absolutely something new and will affect the type of visitors in the exhibition," says Carlo Fallarini, marketing and sales director of Italian forklift attachment maker Bolzoni SpA.

"I believe that it (may) attract more visitors and, of course, this is always a positive thing for an exhibition. From our side, we will ... only show new and updated products," he adds.

Antonio Martinez, a former Mecano Continental engineer who founded new rough-terrain forklift specialist Bomaq Industries in Murcia, Spain, says "it's not a good thing from the manufacturers' point of view". "I think that used equipment does not make the economy grow. The fact that now CeMAT is offering used machinery might be good for the business of the trade show, but not for the global market.

Former editor of dhf-intralogistik Wolfgang Degenhard, who has attended many editions of CeMAT, wants CeMAT to remain as a showcase of new technology. "I wonder what the organisers want to achieve. This action is unnecessary, because there are already fairs for second-hand equipment, for example the Usetec in Cologne, Germany, on 5-7 May 2014. I think the organisers are hoping to earn even more money, and I think there will be no effects of this change on the industry in general."

David Cooper

David Cooper, managing director of Cooper SH, the UK distributor for Konecranes port and terminal equipment, heard it first from Forkliftaction.com News.
"I was not aware of this arrangement ... Being a new equipment supplier, we have a biased opinion of this and would prefer the exhibition remained new equipment and new technology - after all, aren't the new developments and technology what visitors are visiting for?"

Cooper also thinks the new move can devalue the exhibition as a whole. "The used dealers would fairly argue that it is a free market and they have every right, given they are paying the same rates as everyone else.

"A sensible compromise between the two extremes would be to keep all of the used equipment in its own clearly identified and separated area.

"This way, visitors will know they are in the used area, it will not devalue or embarrass the company exhibiting new machines on neighbouring stands and will allow visitors to compare used equipment with used equipment in close proximity."

Marco Riewe, head of the used vehicle division of STILL GmbH, welcomes the move: "The used vehicle business is becoming more and more important. Today, more than 50% of vehicles are on leasing or rental contracts, and that figure is growing.

"These vehicles are returned after the contractual leasing or rental term and then put onto the second-hand market. Once our used forklifts have had a complete workshop overhaul, they are indistinguishable from a new vehicle, both visually and mechanically - the only difference is the number of hours on the clock."

Fred Märtsoo

Fred Märtsoo, managing director of Estonian forklift dealer Laadur, thinks the inclusion of used trucks is a "significant change" in CeMAT and takes used equipment to a "more important status than what it is today".

"It is really difficult to predict the outcome of used trucks on display. On one hand, used trucks and new ones are normally bought by different customers; but on the other hand, dealers are usually the same ones."

UK Fork Lift Truck Association chief executive Peter Harvey is not so upbeat about the announcement. "It's an interesting move by CeMAT, but the devil's in the detail. By far the safest way to buy a used industrial truck is still from a well-established dealer, with local service personnel, who works to an agreed set of best practice standards (something we at the association insist upon). Can the arrangements at CeMAT really deliver confidence, safety and value for money?"

Harvey cautions buyers: "Used equipment is an important part of the industrial truck market -but there are several reasons to be very cautious about buying a forklift from an exhibition stand, or anywhere for that matter. As an employer, you are responsible for ensuring that the truck is fit for purpose and in safe condition ... and it is you who will be prosecuted if something goes wrong."

Deutsche Messe maintains that buying a used forklift is an "affordable and safe alternative" for many customers. "In southern and eastern Europe especially, more and more businesses are choosing to buy used vehicles. There is also a growing demand for used vehicles in the fast-growing markets of the BRIC countries. [We] also stage regional CeMAT shows in these countries."

The most recent CeMAT (2011) featured more than 1,000 exhibitors from 39 countries and attracted about 53,500 trade visitors from around the world. Half of the exhibitors and a third of the visitors were from outside Germany. Deutsche Messe has launched CeMAT spin-offs in four of the world's fastest-growing regions: CeMAT INDIA (17 to 20 December 2013 in Delhi), CeMAT RUSSIA (September 2014 in Moscow), CeMAT ASIA (27 to 30 October 2014 in Shanghai) and CeMAT SOUTH AMERICA (30 June to 3 July 2015 in São Paulo).

Separately, Deutsche Messe AG has reported its highest sales revenue in 10 years. Revenues for 2013 are predicted to rise to EUR317 million (USD431 million) and the company's annual earnings will be in the region of EUR11.5 million (USD15.6 million). The managing board presented a corresponding preview at the meeting of the supervisory board in Hannover last Thursday.

"The year 2013 demonstrates impressively that our company is achieving dynamic and stable growth. The provisional accounts for 2013 confirm that, according to all the relevant indicators, Deutsche Messe has grown for the third year in succession," says Deutsche Messe board chairman Dr Wolfram von Fritsch.