The teams from Austria and France are happy about the 1st place in 2018. Both foreign representatives (AV) of NürnbergMesse achieved 91 of 100 possible points each in the annual AV partner evaluation. The doubles from Great Britain and Italy are just one point behind them. In total, NürnbergMesse evaluates around 20 of its "AVs" each year.
The exhibition company, which ranks among the top 15 in the world, has a worldwide network of subsidiaries in China, North America, Brazil, Italy and India as well as around 50 foreign representatives who are active in over 100 countries. They all contribute to the fact that more than 35,000 exhibitors and up to 1.5 million visitors come together at the approximately 120 national and international trade fairs and congresses in Nuremberg and worldwide.
The annual AV partner evaluation has been carried out by NürnbergMesse for nine years in order to optimise cooperation between employees and sales partners around the globe. The exhibition company uses the "SC-Evaluator" software from Simmeth for this purpose.
The evaluation process is largely automatic: NürnbergMesse employees who are to evaluate the AVs are informed of an upcoming evaluation by e-mail. A link takes them to a web-based questionnaire. By answering ten questions, the employees can assess the performance and skills of the respective AVs. Criteria include market and industry knowledge, innovative ability/ideas, sales orientation and reliability.
The SC evaluator from Simmeth then evaluates the answers. Using a weighted scorecard, the software automatically calculates the results of the AVs. After completion and evaluation, the evaluating NürnbergMesse employees receive information about the top rankings. In addition, the sales partners are informed in detail about their results in the individual disciplines.
The identified improvement potentials are used by the responsible NürnbergMesse employees for the annual discussions with the foreign representatives in order to further improve cooperation and performance. All results also flow into a database, where they are systematically stored. In this way, the responsible employees at NürnbergMesse can access an evaluation history - an important prerequisite for the continuous improvement process. "Based on the results of the sales partner evaluation, we have been able to continuously improve our sales processes over the past nine years," says Katrin Lederer, Head of International Sales & Business Management at NürnbergMesse.
The three best sales partners receive an annual award from the exhibition company, which also includes a bonus. "The SC evaluator points out potential for improvement in cooperation with our international sales partners and suppliers. The procedure is very transparent and is appreciated by our partners," says Heiko Menn, Senior Manager in Central Purchasing at NürnbergMesse.