Material flow: What has happened over the turn of the year? Are you now more sold out than sold out?

Peter Kazander: You could define it like that. In contrast to LogiMAT 2016, we were able to realize even more exhibition space in the East Entrance and occupied the gallery in the transition from Hall 1 to Hall 3 with 21 very strong exhibitors. This meant that we were already sold out last year and in 2017, with plus 3,000 net square meters, we were more sold out than sold out (laughs).

MFL: What visitor numbers do you expect? Kazander: Last year there were 43,466 visitors and of course I'm dreaming of a top 5. But I may have to be patient until 2018 for that. But any figure over 47,000 would make me happy. At some point, the market will be completely sold out in Stuttgart.

MFL: What "news" can trade fair visitors expect as far as the trade fair organization is concerned? Kazander: In terms of organization, we are relying on the tried and tested. But we are noticing that it is becoming increasingly difficult to categorize exhibitors by sector. Many are now defining themselves as complete suppliers, and the product ranges are becoming ever broader.

MFL: What does that mean in concrete terms? Kazander: Ideally, the exhibition areas on the tour should build on each other. From pure hall construction and pure conveyor technology to the general suppliers and later the software, that would be an example of such a sequence. That is possible and we try to implement it in the interests of the visitors.

MFL: So you've become a master of Tetris? Kazander: Of course I am (laughs). On my cell phone and also on the trade fair plan.

MFL: How do you compensate for all the praise you've been receiving for months? How do you deal with it? Kazander: You should never forget that it comes from hard work alone. My team is still manageable, we are all all-rounders. I enjoy the praise, but ultimately the exhibitors deserve it. They exhibit the exciting things that make the trade fair what it is. I can't generate happy visitors, only the exhibitors do that.

MFL: How do you organize the run on the trade fair? The times when you personally reached for a screwdriver when a trade fair exhibitor had a problem are probably over ... Kazander: We've made a few additions to the back office and have two more great employees on board. But I still like to grab the screwdriver and ladder myself and not just watch the others at work. Exactly 222 exhibitors have been at the trade fair year after year for more than fifteen years - that simplifies the process. People know and trust each other.

MFL: Everyone is talking about digitalization - why is personal contact at the trade fair still so important, given the success of the trade fair? Kazander: It's the only place where you can see and touch solutions. What's more, in intralogistics we usually talk about expensive capital goods and large projects. To do this, people have to look each other in the eye. That will always be the case. That the Internet will replace trade fairs - this discussion has long been off the table. What is noticeable, however, is that visitors' preparations for trade fairs are much more thorough thanks to the Internet. This means that companies are also more challenged, because the times when every visitor passed every stand during their visit are over. The trade fair has become too big for that.

MFL: Germany is a classic trade fair country? Why is that? Aren't Germans in general rather uncommunicative compared to the Dutch, for example? Kazander: As a Dutchman, I can't confirm that. The trade fair itself has a long tradition in Germany and has always been accepted as a marketing tool. But again: success comes from the preparation of the companies in the run-up to the trade fair. Just standing at the stand and waiting to see who comes, unfortunately that doesn't work.

Intra says: Hup peter Hup!

Let's put it this way: I don't know much about football, but even I know that Holland hasn't done much in this strange game in recent years. So it's a good thing that Peter Kazander has become an exhibition manager and not a footballer. Because if Nederlands Voetbalelftal played as well as the smart Dutchman does at the fair, the World Cup would have a permanent winner.

MFL: How is the trade fair progressing in 2018? How is the construction of the new hall progressing, is the schedule still intact?

Kazander: The roof is on, but unfortunately the hall won't be ready in March 2017, which I would have liked very much for obvious reasons (laughs). But it will be ready in 2018, and the West Entrance will also be fully developed and equipped with all facilities. We will then have 115,000 square meters at our disposal. I'm looking forward to it.

MFL: Are you disappointed that we didn't ask you about CeMAT? Kazander: No, but I've got to the point where I'm open about the fact that a trade fair that has 400 fewer exhibitors than LogiMAT shouldn't call itself the world's leading trade fair. We are proud of what we have achieved and find it dubious when others adorn themselves with feathers that have long since fallen out. I have never liked the word leading trade fair because it is not defined. But I have noticed that international exhibitors in particular attach great importance to it. So I have to talk about it and can't ignore it, because LogiMAT is clearly the leader.

MFL: Thank you very much for the interview, Mr. Kazander.