Renovotec covers a very broad spectrum. We work across logistics, manufacturing and retail, and that can include everything from handheld devices and fixed industrial scanners through to wireless infrastructure, networking, switching and software. We also have our own development capability and support a range of third-party software solutions as well. 

Because the scope is so broad, we focus heavily on making sure customers are properly guided towards the right solution, rather than just being sold a product. That means combining technical expertise, pre-sales support, software knowledge and long-term service. 

My role is really about connecting what the customer needs with what we’re capable of delivering, while making sure we’re working with the right suppliers, manufacturers and technology partners. 

Personally, it’s been more than 20 years. 

Throughout my career, IMHX has been a constant. It has always been the go-to event in the sector, the one you wanted to be at if you cared about visibility, reputation and reaching the right audience. It had that status when it ran every three years, and that has stayed with it. 

There’s a real sense that if you’re serious about the market, you show up at IMHX. 

The biggest reason is footfall, but not just volume. It’s the quality of the people you meet and the level of the conversations you can have. 

We know that if we are at IMHX, we will meet the right types of visitors. They are usually people with genuine influence in their operations: logistics managers, general managers, continuous improvement teams and other decision shapers. Those are exactly the people we want to speak to. 

It is also about brand visibility. Sometimes simply being there matters. Customers expect to see you, competitors are there, partners are there, and the event becomes a focal point for the whole market. 

Exhibiting has changed a lot. 

You can’t just turn up with a device on a stand and talk about specs anymore. That may have worked in the past, but now you have to bring solutions to life. Visitors want to understand the outcome, not just the hardware. 

For us, that means: 
- Live demonstrations 
- Clear use cases 
- Open, welcoming stand design 
- On-screen content and visual storytelling 
- Hands-on interaction with products and solutions 

Because Renovotec does so many different things, we have to make the stand work harder. It needs to show people quickly what we do, where we add value, and why that matters to their business. 

One of the biggest benefits is that IMHX opens up conversations that go far beyond the obvious first discussion. 

We’ve had opportunities with major grocery retailers begin at IMHX, and in some cases those conversations have led us into parts of the business we were not originally targeting. A good example is the work we now do around recycling activity for grocery retailers through third-party logistics providers. That grew out of conversations that started at the show. 

There have also been occasions where the speed from first conversation to delivery has been remarkable. We had one voice solution customer where the discussion started at IMHX and the implementation happened within eight weeks. That’s unusual in this industry, but it shows what can happen when the need is clear, the budget is already aligned, and the right people meet at the right time. 

It’s not as simple as counting leads and applying a conversion percentage. 

Of course, we look at lead volumes and follow-up activity, but for us the real measure is commercial value. One strong opportunity from IMHX can pay for the show and more. That is the reality. 

The longer-term value matters too. We tend to retain customers well, so a deal that starts relatively small can grow significantly over time. That changes the ROI conversation. 

There’s also the value of visibility. If customers are attending and talking to our competitors, we need to be part of that picture. The event gives us a chance to reinforce who we are, what we do, and where we differentiate. 

Transport and logistics is our sweet spot. That’s where we are strongest and where we are best known. 

We also engage with retail and other adjacent sectors, but IMHX is especially well aligned with the types of transport, warehouse and logistics operators we want to reach. 

The most valuable conversations are usually with people who are looking at operational improvement, efficiency, resilience and future readiness. We want to talk solutions, not just products. If someone comes to us asking for a specific device, that often becomes a race to the bottom. The better conversation is around what they are trying to achieve and how different technologies could help them get there. 

We’re investing heavily in AI because you have to. It’s moving incredibly quickly, and if you stand still, you’ll be left behind. 

In logistics and warehouse environments, I think we are still early in terms of real, tangible AI-led decision-making on the ground. The potential is absolutely there, but many businesses are still in the enablement phase rather than full adoption. 

Our view is that as much intelligence as possible should happen at device level. If every decision has to travel back to a server or data centre and then return, that adds time and cost. There is a big opportunity in making devices smarter at the edge. 

We are also investing in AI internally. One of the most practical use cases for us is knowledge capture. In businesses like ours, expertise often lives in people’s heads or in old email threads. We’re building internal tools and a smaller language-model-led knowledge base so our teams can surface known issues, past fixes and relevant support information much more quickly. 

That helps us scale expertise across a very broad portfolio, which is a real advantage. 

One important factor is that IMHX allows us to collaborate visibly with our partners. 

We work closely with major manufacturers and technology providers such as Brady, Zebra, Honeywell, Extreme Networks and Ruckus. Being able to bring those relationships onto the stand is valuable because customers can see that we work hand in glove with the wider ecosystem. 

That matters. It shows we are not operating in isolation and that we can support an integrated solution. For customers, that creates confidence. 

We also try to differentiate through the stand experience itself. We focus on design, accessibility and demonstrations that make people stop, engage and remember us. 

Be different. 

That doesn’t just mean having a nice-looking stand. It means thinking carefully about how you make your presence visible, interactive and memorable. 

A few principles matter: 
- Make your stand easy to enter from multiple angles
- Avoid a static, one-dimensional layout 
- Demonstrate your solution rather than just describing it
- Use interaction to create conversation starters 
- Give visitors a reason to stop 

In the past, we’ve used interactive features like a racing simulator linked to one of our partners’ Formula 1 involvement, and we’ve created light-hearted demo games using industrial scanners. Those ideas are fun, but they also serve a purpose. They show the technology working in a way that people remember. 

I think there is an opportunity to create more interactive presentation spaces. 

The traditional format of someone standing behind a lectern and talking to rows of seated people is not always the most effective. More circular or immersive auditorium-style spaces could work really well, particularly for solution-led demonstrations where audience interaction matters. 

I also think the future of exhibitions in this sector is more three-dimensional. As automation grows, and as technologies like drones, robotics and more dynamic warehouse systems become more common, events will need to think beyond a simple front-facing display model. Giving exhibitors ways to demonstrate solutions in a more realistic spatial setting could be very powerful. 

It has adapted well, particularly by allowing space for larger and more ambitious automation displays. 

That matters, because automation is one of the most visually compelling and commercially important developments in the market. If visitors can see systems in action, that creates a much stronger impression than static messaging ever could. 

The next step is continuing to evolve around interaction, immersion and practical demonstration, especially as digital transformation, AI-enabled operations and more advanced automation all become more central to the sector. 

Renovotec’s decision to rebook for IMHX 2027 says a lot about how the business views the event. For Mottershead, IMHX remains the show where market presence, meaningful engagement and commercial opportunity come together. 

It is not just a place to exhibit products. It is a place to demonstrate solutions, strengthen partnerships, spark new conversations and stay visible in a competitive market. 

As the logistics and materials handling landscape continues to evolve, Renovotec is returning to IMHX 2027 with a clear focus: show what good looks like, bring technology to life, and meet the people shaping the future of the industry.