100,000 visitors from 174 countries are expected in Las Vegas from 5 to 8 January 2023 for CES. Among the 2,200 exhibitors, France should have around 200 startups, according to calculations by Fabrice Marsella, CEO of Village by CA, who will be on site with four startups and a delegation of around fifteen representatives of large groups.
While the fair still attracts technology and innovation enthusiasts from all over the world – with the exception of the Chinese, who are still limited in their travels – it is far from returning to pre-pandemic figures. In 2020, CES welcomed 170,000 visitors, even as concerns over the health situation were already pointing to China.
“Business First”
The economic situation has also changed this year, with inflation and less abundant capital on the side of startups, encouraged by their investors to adopt more parsimonious approaches: “The startups that will go to Las Vegas this year are more ROI oriented: if they go there it is because they have no other choice and the show is essential for their development”observes Fabrice Marsella, who also underlines the increase in ecological issues, which invite more and more entrepreneurs to question this type of travel.
Benoit Rivollet, Director of Innovation and Technologies at In Extenso Innovation Croissance,
a company that supports companies in their financing and in their innovation and sustainable development strategies makes a similar observation: this year the goal of start-ups is above all commercial. Among its clients and partners, it has identified a dozen startups that will make the trip to Las Vegas: “the first motivation that emerges is the search for local partners, to do business quickly or to start the first contacts that will allow you to do business later”.
«The main spin-offs, when there are any, are business ones, but on condition that the start-up is well integrated in the editorial line of the event. And this does not mean that the order forms are signed on the spot: CES allows you to establish a first contact”however tempera Fabrice Marsella.
A first contact with US funds
This “business-first” approach contrasts with the pre-covid years, during which presence at the fair was above all synonymous with visibility and communication, even with the French market. For Benoit Rivollet, this is still an issue for startups that make the journey, but it’s relegated to the background: “We will also go to Las Vegas to be visible in France. But it is also because we have easier access to the interesting contacts of French companies on site”.
This is the paradox: on the other side of the world, journalists, open-innovation managers and decision-makers of large groups are sometimes more accessible than in France. And the investors, French or foreign? For the Village by CA manager, the show doesn’t seem conducive to seeking funding, but Benoit Rivollet intends nonetheless
take the opportunity to contact the North American funds: “On tickets of 5 to 10 million euros, it might be easier for French startups to appeal to American funds. Being present at CES allows you to take your temperature before a subsequent roadshow »He believes.
Maximize the impact of your on-site presence
To take full advantage of the fair, Fabrice Marsella also advises entrepreneurs not to limit themselves to just the role of exhibitor. Indeed, CES is also a great place to track or identify vendors for “hardware” companies. “The best thing is to be three on site, being able to take turns on the stand and take advantage of everything around”she explains, particularly citing the morning field contests and networking events after the show.
His last tip? “Don’t wait for people to come to your stand: being passive is the best way to make your investment unprofitable. One trick is to hire American students: they are very good at attracting people and presenting a first pitch”.