Since 2007, ISDEF has catered to the needs of the military, police, special forces, and HLS organisations by exposing them to products, systems, and solutions provided by innovative defence and security companies. Harte Feldman, Managing Director ISDEF stood her ground while being interviewed by MT, in view of ISDEF 2015, 2-4 June 2015 at the Israel Trade Fairs and Convention Center, Tel-Aviv.
MT: What is it about ISDEF's key capabilities that make it interesting for today's military customer and/or industry?
H. Feldman: Israel's status as a leading provider of defence and security systems in the global market, coupled with ISDEF's position as the premier international exhibition in Israel, provides exhibitors with the ability to enter the Israeli market, maintain local relationships, form joint-ventures and create third market opportunities. Israeli companies are important end-users are involved in 100’s of projects throughout the world. This makes ISDEF’s international market opportunity a very effective business platform, no less than the domestic market. Companies that participate at ISDEF are more likely to be considered for projects and win compared to companies that do not make a presence. Exhibitors are granted access to end-users and key decision makers that would otherwise be nearly impossible to reach. These benefits are further enhanced for SMEs [international and local]- whom generally do not have the means to travel abroad promoting their products - giving them the advantage to generate business, increase exports and establish presence in the global market.
MT: With dwindling defence budgets, do you still see defence exhibitions as sustainable?
H. Feldman: Yes. I do. Especially in light of dwindling defence budgets. Security challenges don’t disappear because of economic downturn, and financial difficulties. Coping with constant threats and adapting to changing security challenges are vital and demand the contribution of the defence and security industry in order to acquire the capabilities needed to meet new challenges. Despite the decline of global defence spending, the number of defence exhibitions taking place around the world has risen. Asia and the Middle East have experienced a rise in defence budgets and Israel’s defence budget has increased annually over the past decade. Expanded defence spending has given way to the organization of exhibitions in countries where there is market potential and development opportunity for companies. This has forced companies to evolve and seek potential opportunities outside of their usual domestic markets. Many smaller companies have benefited who are using more of this commercial logic and being more active in the global market.
MT: Please tell us about ISDEF 2015 and where it is going.
H. Feldman: The 7th edition of ISDEF is to take place 2-4 June 2015. With an expected 250 exhibiting companies, among them small to medium size enterprises as well as major contractors from the defence and HLS sector and 12,000 visitors from more than 90 nations, ISDEF will maintain its position as the largest defence and security exhibition in Israel and the only international trade show for the defence and security industry. Foreign companies will constitute nearly 50% of the exhibitors and more than 85% of attendees have buying power. Decision makers from around the world; including Ministers of Defence, Chiefs of Staff, Chiefs of Police, Ministers of Interior and technical officers who are responsible for testing products attend ISDEF. ISDEF 2015 will include National Pavilions, an SME zone, industry workshops, and live demonstrations. Interoperability will be among the focuses at next year’s event. Due to the complexity of the region, the sharing of expertise and knowledge is imperative in addressing future threats on a global level. Participation of civil and military officials at the decision-making level is essential as the strategic environment at ISDEF depends on strong cooperation with allies and partners.
MT: In terms of future growth, what would your priority goals be?
H. Feldman: The size of an exhibition is not a sufficient indicator for measuring its importance and or success. Quality over quantity seems to be the inherent theme in recent years, which I believe to be an advantage. ISDEF’s growth is based on the success of the exhibiting companies. We are a business oriented event and have been since the first edition in 2007, in which four out of five (foreign) exhibitors won significant contracts in Israel and the expo only included dozen exhibitors. In terms of future growth, our priority goals would be to maintain ISDEF’s effectivity as a business platform, a strategic environment for international cooperation and dialogue and to ensure that end users are exposed to more of the latest technological innovations, products and systems that could be implemented and used in an operational capacity.
MT: Are there some key messages to our readership that you would like to address?
H. Feldman: Yes, Israel is OPEN for business. Great opportunities exist for international suppliers within this huge market and last but not least, the weather in Tel-Aviv is fantastic in June.
MT: Thank you.
ISDEF at a Glance
ISDEF provides a platform for foreign companies to enter the Israeli market and form alliances defined by joint ventures and industrial cooperation that fulfil the demands of end users in Israel. This enables third market opportunities for foreign companies and increased exports for SMEs. ISDEF presents an inside look at the capabilities and strategic developments of the region and highlights the defence and security industry's ability to adapt to new challenges and provide effective solutions that meet the requirements of end users. Significant opportunities exist for manufactures to interact with potential clients, generate business and form relationships with key decision makers.
MT: What is it about ISDEF's key capabilities that make it interesting for today's military customer and/or industry?
H. Feldman: Israel's status as a leading provider of defence and security systems in the global market, coupled with ISDEF's position as the premier international exhibition in Israel, provides exhibitors with the ability to enter the Israeli market, maintain local relationships, form joint-ventures and create third market opportunities. Israeli companies are important end-users are involved in 100’s of projects throughout the world. This makes ISDEF’s international market opportunity a very effective business platform, no less than the domestic market. Companies that participate at ISDEF are more likely to be considered for projects and win compared to companies that do not make a presence. Exhibitors are granted access to end-users and key decision makers that would otherwise be nearly impossible to reach. These benefits are further enhanced for SMEs [international and local]- whom generally do not have the means to travel abroad promoting their products - giving them the advantage to generate business, increase exports and establish presence in the global market.
MT: With dwindling defence budgets, do you still see defence exhibitions as sustainable?
H. Feldman: Yes. I do. Especially in light of dwindling defence budgets. Security challenges don’t disappear because of economic downturn, and financial difficulties. Coping with constant threats and adapting to changing security challenges are vital and demand the contribution of the defence and security industry in order to acquire the capabilities needed to meet new challenges. Despite the decline of global defence spending, the number of defence exhibitions taking place around the world has risen. Asia and the Middle East have experienced a rise in defence budgets and Israel’s defence budget has increased annually over the past decade. Expanded defence spending has given way to the organization of exhibitions in countries where there is market potential and development opportunity for companies. This has forced companies to evolve and seek potential opportunities outside of their usual domestic markets. Many smaller companies have benefited who are using more of this commercial logic and being more active in the global market.
MT: Please tell us about ISDEF 2015 and where it is going.
H. Feldman: The 7th edition of ISDEF is to take place 2-4 June 2015. With an expected 250 exhibiting companies, among them small to medium size enterprises as well as major contractors from the defence and HLS sector and 12,000 visitors from more than 90 nations, ISDEF will maintain its position as the largest defence and security exhibition in Israel and the only international trade show for the defence and security industry. Foreign companies will constitute nearly 50% of the exhibitors and more than 85% of attendees have buying power. Decision makers from around the world; including Ministers of Defence, Chiefs of Staff, Chiefs of Police, Ministers of Interior and technical officers who are responsible for testing products attend ISDEF. ISDEF 2015 will include National Pavilions, an SME zone, industry workshops, and live demonstrations. Interoperability will be among the focuses at next year’s event. Due to the complexity of the region, the sharing of expertise and knowledge is imperative in addressing future threats on a global level. Participation of civil and military officials at the decision-making level is essential as the strategic environment at ISDEF depends on strong cooperation with allies and partners.
MT: In terms of future growth, what would your priority goals be?
H. Feldman: The size of an exhibition is not a sufficient indicator for measuring its importance and or success. Quality over quantity seems to be the inherent theme in recent years, which I believe to be an advantage. ISDEF’s growth is based on the success of the exhibiting companies. We are a business oriented event and have been since the first edition in 2007, in which four out of five (foreign) exhibitors won significant contracts in Israel and the expo only included dozen exhibitors. In terms of future growth, our priority goals would be to maintain ISDEF’s effectivity as a business platform, a strategic environment for international cooperation and dialogue and to ensure that end users are exposed to more of the latest technological innovations, products and systems that could be implemented and used in an operational capacity.
MT: Are there some key messages to our readership that you would like to address?
H. Feldman: Yes, Israel is OPEN for business. Great opportunities exist for international suppliers within this huge market and last but not least, the weather in Tel-Aviv is fantastic in June.
MT: Thank you.
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