Background
Jaytown is a Dutch software company at the leading edge in a range of secure Instant Messaging technology.
It was participating at CeBIT, Hannover, for the second successive year as part of the Netherlands pavilion, and had received an Export Solutions business matching program as part of the services provided to participating Dutch companies. Interestingly, Jaytown also enrolled in CeBIT's own online Future Match program to see if they could also access another list of target companies. Many trade fair organisers recognise the positive element a matchmaking service brings to an exhibition. Many now have an Online Matchmaking
program included on the fair website and promote this service as a business matching program for exhibitors.

Challenge
Trade fair online programs are primarily for the benefit of visitors, as the Exhibitor has no say in whom they are meeting and why.
Usually profiles of the Exhibitor are posted on the trade fair website and visitors are encouraged to view these profiles and set meetings with the Exhibitors. The results are erratic, as often the profiles don't provide sufficient information with only standardised answers or specific replies allowed.

Solution
Export Solutions' Business Matching provides a full service including consultation over long lists of possible matching companies, and filtering these
down to specific target companies.
The online program could only rely on the possibility that the correct company would view and make a match on the website.
There is a lottery effect with this approach. Jaytown had no idea and no control as to who might possibly see their profile let alone schedule an appointment with them.
Export Solutions' comprehensive approach also provides target companies with details of the exhibitor and vice versa.
When meetings are scheduled discussion points can be ascertained in advance leading to a more productive meeting.
Key benefits

• Jaytown likened the online matching program to a blind date, 'Sure you got to meet some companies at CeBIT but there was no telling who they were going to turn out to be and if it was going to be a waste of time or not'
• The Export Solutions Business Matching service provides a level of confidence to the exhibitor, as its search of target companies is based on the exhibitors objectives

Quote from the client
'The Business Matching by Export Solutions has provided Jaytown with a number of leads that we would not have identified otherwise. They have helped us to find a distinct number of prospects
for future partnerships. We are following up on a handful of concrete business opportunities.'