EIC delegation prepares to showcase industrial innovations at Hannover Messe 2023

A delegation of EIC-funded small and medium enterprises, startups and scaleups will attend Hannover Messe, the world’s largest international trade fair for industrial technology, scheduled for 17 to 21 April 2023 in Hannover, Germany. Ahead of the fair the European Innovation Council organised a virtual preparatory workshop on 22 February 2023 as part of its Overseas Trade Fairs (OTF) Programme 2.0. The workshop aimed to help participating companies sharpen their commercial outreach, networking strategy and on-site preparation.

Who is in the delegation

The EIC Pavilion will host a cross‑section of European innovators. They span multiple industrial domains including digitalisation, artificial intelligence, automation, inspection, materials and sustainable energy concepts. Below is the list of exhibiting EIC-funded companies and their countries of origin as provided by the EIC.

What the preparatory workshop covered

The virtual session organised on 22 February focused on practical topics to increase the chances that participating companies will convert trade fair exposure into business leads and partnerships. The content included an overview of the trade fair environment, networking and partnering opportunities, and first hand tips from an experienced EIC beneficiary who has previously participated in trade fairs.

Technologies and sectors represented

The delegation highlights the breadth of deep tech supported by the EIC. Participating companies will present innovations across several themes. These include industrial digitalisation and connectivity, artificial intelligence and edge computing, advanced inspection and sensing systems, materials and coatings, energy decarbonisation and recovery, robotics and microactuators, and circular economy solutions for industries such as photovoltaics.

Some delegation members have publicly available products or capabilities that illustrate the range. Examples include virtual sensor and contextual intelligence solutions intended for consumer devices, AI powered Wi‑Fi and location analytics for infrastructure, hyperspectral and X‑ray inspection systems for food and pharmaceutical quality control, edge AI platforms for industrial monitoring, advanced recycling processes for solar modules, model compression and quantum software for optimisation, and novel micromotor winding and 3D printing platforms for decentralised manufacturing. These examples reflect a mix of digital and hardware deep tech that trade fairs like Hannover Messe tend to attract.

Why Hannover Messe matters and what to watch for

Hannover Messe is one of the largest international industrial technology trade fairs and can be an important market entry moment for startups and scaleups. Physical presence allows direct demonstrations of hardware, real time conversations with procurement teams and system integrators, and immediate validation of user interest. The EIC Pavilion aims to amplify visibility and to provide logistical and coaching support that smaller companies often lack when entering major trade shows.

At the same time, trade fair participation is not a guaranteed path to contracts. Exhibitors frequently face high costs, a short attention span from visitors, and the need for disciplined follow up after the event. Converting leads into paying customers requires clarity on pricing, technical integration, regulatory compliance and intellectual property protection. The preparatory workshop and the EIC programme offer coaching intended to reduce those risks but outcomes will vary by company readiness and business model.

Practical preparation advice for exhibitors

Based on the workshop content and common best practices for trade fairs, companies should focus on a succinct pitch for non‑technical buyers, a live or video demonstration that reliably shows the value proposition, and a follow up plan that assigns responsibilities for sales outreach. Other important items are market briefings for the target region, documented case studies or pilot results, clear IP status and export compliance checks, and logistics planning for booth materials and staff rotations.

Smaller teams should prioritise a limited number of high quality meetings rather than attempting to speak to every passerby. Use the trade fair matchmaking tools where available, schedule meetings in advance, and plan post‑show outreach within one week after the event while contacts are still fresh.

Further information and where to get help

EIC beneficiaries can find more information about the OTF Programme 2.0 on the EIC website and the EIC Community Platform. The EIC also published an 'Application Dos and DONTs' video to help potential applicants maximise their chances of selection. Questions on the programme can be directed to the EIC Community Helpdesk. When contacting the helpdesk, select the category 'EIC OTF Programme' to ensure a faster reply.

The original announcement included a standard disclaimer that the information is provided for knowledge sharing and should not be interpreted as the official view of the European Commission or other organisations. Readers should treat forecasts and qualitative claims about impact as contingent on market execution and further verification.