Raymond Siliakus: The matchmaker of Europort
“It’s not about selling space. In fact, sometimes it can be a little like being a marriage broker, says Europort exhibition manager Raymond Siliakus.
“No matter how good the show looks, fundamentally we are judged on our ability to provide new leads or strengthened relationships.”
Mr Siliakus had been involved with other types of event before joining Europort organisers Ahoy in 2007, but he explains he was immediately attracted to the commercial maritime sector’s potential: “There’s a lot of variety. Not only do you have everything from patrol boats to dredgers, it’s crossed by influences that run from class societies through to finance. And then you have the people, you have to admit they are ‘diverse’ in the extreme.”
Despite the initial rosy glow, soon after taking on the bi-annual event the global downturn hit everyone hard. The obvious question is, considering the economic background, how has Europort grown from the 700 or 800 exhibitors of 2007 to over 1,000 exhibiting companies and more than 30,000 professional visitors it has now?
Mr Siliakus says: “Part of the answer is staying very strict about the focus. It’s about sophisticated vessels and special purpose ships, whether subsea or other support craft, plus their advanced technology. In these sectors the market is doing pretty well, much better in fact than the rest of the shipping industry.”
Secondly, the downturn had a somewhat counter-intuitive effect. “When everything was going well, quite a few exhibitors would admit that they really had enough business. Now companies aren’t laying back and waiting for the phone to ring, they have to get out there and look for opportunities.” He adds that limited budgets are also forcing people to make the most of their choices, so it’s to Europort’s advantage that it’s “big enough to have the world turning up on its doorstep”, with sister shows in Turkey and Asia feeding back into the main Rotterdam event.
“One of the most popular Europort slots is something of a speed dating process where companies seeking joint ventures can find a partner,” says Mr Siliakus. “People are always looking for synergy. But now it is gathering pace because quite a few maritime players are expanding their markets, either geographically or through diversification. Of course this widening of horizons means people need to meet, to seek information, to look for connections.”
The old ‘compete or cooperate’ question isn’t black or white, he points out, and partnerships often benefit everyone, including the sector as a whole. “For example there are a number of Asian yards which are now seeking a way into the LNG and offshore market. Europe of course has a big lead in this area, but offshore construction, including the windfarm and alternative energy fields, has a huge potential so it’s attracting new players all the time. Many are interested in getting together with more established companies to develop specialised items to support the new technology that’s springing up.”
By Stevie Knight
