"The ILM is the marketplace of the world!"

That's a powerful statement - but how does a trade fair from Offenbach manage to become a global stage for bags and accessories? CEO Arnd Hinrich Kappe talks about clear concepts, a loyal community and why a down-to-earth approach can be more effective than any glamor.

Interview: Nicoletta Schaper. Photos: ILM Offenbach

Arnd, how does ILM manage to be so successful in Offenbach of all places?

Arnd Hinrich Kappe, CEO of ILM Offenbach: First of all, Offenbach is anything but provincial! We are part of the vibrant Rhine-Main region with creative potential and internationality. ILM was founded 75 years ago by leather goods manufacturers as their own platform. We are continuing this legacy consistently: not as an event show, but as an order fair.

So success through reliability?

Exactly. While other trade fairs are constantly changing their concept, we remain predictable. This creates trust, which is why 70 percent of visitors come again and again.

But is that still enough today, especially as the relevance of trade fairs is hotly debated?

We are already developing further. With supporting programs that have practical relevance, ILM is becoming a platform for community exchange. We are also carefully expanding the portfolio to include sunglasses, scarves and jewelry. This requires persuasion, because the industry is sometimes slow to react. But we keep at it, patiently and persistently.

And what about fashion buyers, for whom the ILM is likely to be of increasing interest: Is the timing right for them?

Honest? Not perfect. For textiles, mid-January and July would be better. But we are committed to mid-February and August as a compromise between the order cycles.

What plans do you have for the future?

We are further expanding our international presence, cooperating with trade fairs in Hong Kong and New York. And in July, we are launching Barefoot, an exciting growth area. In our small team of twelve, everyone is pulling in the same direction, and our partners can feel that too. That's why Offenbach is no coincidence, but a strong piece of trade fair history that is not yet finished.