International shows such as ISDEF are about doing business – not simply about generating noise with multiple product launches, press releases or contract announcements. There was not a great deal of noise at ISDEF 2019 in Tel Aviv – but there was certainly a good deal of business being discussed and agreed. Placing quality over quantity and enabling a pleasant environment conducive to conversation enables fruitful meetings.
A case in point is the Czech national pavilion. The same companies present at ISDEF were also present at IDET in Brno last week (and were covered on MON as well as in print in Military Technology 6/2019) - but it is worth understanding why they are here and what they hope to accomplish.
• Mesit Defence, makers tactical communications equipment for mounted and dismounted operations, was able to catch up with current customers and meet and sign a new customer.
• Richard Sysala, Managing Director of ESC Aerospace - a software and hardware manufacturer/developer of satellite support systems - found ISDEF to be an ideal platform to meet new partners and strengthen his company’s offering in its defence and aerospace markets.
• Richard Preissler from lubrication company, Anker Technology, came to find a distributor partner for Israel and was able to meet with suitable candidates.
• While Tatra is a popular rugged vehicle supplier in Israel and was at ISDEF to support its local partner, a Czech university-based critical infrastructure protection R&D incubator S.A.W.Y.E.R. came looking for potential investors and technical partners.
• PBS Velka Bites, a very successful aero-engine company for a variety of airframes, unmanned platforms and rockets was able to meet with existing clients (on and off site) during ISDEF and conduct lead generation activities.