Do not be a “jack in a box,” anxious to obtain immediate results, running up and down the show corridors trying to catch anybody’s attention and present him your company. This a wrong tactic which does not bring many results.

A serious buyer on his way to an appointment does not want to be stopped hear how good we are. By staying your booth you might not see as many prospects but at least you will see those buyers who are interested in your destination.

However, occasionally running around the show corridors can be productive for the following reasons.

1. For social reason, to say just a “Hello” to buyers you know and let know that you are at the show and you at your.
2. For networking, greed your of other destinations, that you are present. Networking is an important part in this business.
3. For intelligence reasons, to find out from the other suppliers how the show is going for them.
4. Find out what are the trend destinations?
5. See who are the important buyers present at the show?
6. Find out what important changes in personnel have been in the major Incentive Houses?
7. etc etc

During the show one should be patient. There is no need to get excited because you did not sign the “big contract” the first morning of the show, the second day, or even at the end of the show. Rarely do DMC’s leave the show with concrete business. What they mostly get in the shows are leads and contacts which they might turn in to business, months later.

So do not get disappointed if you did not get all the groups you were expecting to find in the show. For a DMC the main objective at shows should be to sell his destination and make useful contacts which will provide him with business later.

At your stand it is advisable to establish strategic alliances with the other suppliers and work in teams. You can do this with hotels, cruise lines, airlines and venues. You can make an agreement before the show to mutually present to each other the important buyers, exchange business cards, leads etc. Having a good relation with the suppliers of your destination is always a winning strategy.

Experienced DMC’s are not “business card collectors” and usually they do nonstop everybody passing near the booth to get his business card. Instead they prefer to be selective and make contact only with buyers who are known to be serious and have interest in the destination.

At the next issue: AT THE TRADE SHOW

© Tasso Pappas CITE
Tasso Pappas is President of the SITE Greek Chapter and served as President of SITE Intl. in 2000. This article is an extract from his book “To be or not to be a DMC” which he wrote in 1996 as his thesis for the certification CITE (Certified Incentive Travel Executive). More information about Tasso Pappas you can find at http://sites.google.com/site/tassopappasconsultancy/
Contact: tassopappas@otenet.gr