Sales and Marketing in the MICE Industry

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• Sales and Marketing in the MICE Industry
• A possible career for you ?
• Martin Kinna
• Managing Director
• The Convention Partnership Ltd, London, UK

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Sales and Marketing

• Are you a PEOPLE Person ?
• Are you Shy ?
• Do you enjoy a challenge ?
• Do you like getting results ?
• Do you like to win ?
• Are you target orientated ?
• Then maybe this is for you !

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Who needs sales and marketing staff ?

• Hotels
• Congress centres
• Exhibition venues
• Travel agents
• Destination Management Companies
• Ground handlers
• Exhibition organisers etc

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Why do meetings happen ?

• Promote ideas
• Create Peace
• Sell products
• Exchange Information
• To worship
• To approve administration ( AGMs etc )
• Obtain change
• Reward etc etc

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Types of Meetings

• Seminars
• Congresses
• Medical
• Trade
• Religious
• Political
• Legal etc etc

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Types of Meetings

• Local (Bangkok Doctors)
• Regional (North Thai Doctors)
• National (Thai Doctors)
• Regional (Asia Pacific Doctors)
• International ( World Doctors)

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What Business are we in ?

• Hospitality ?
• Meetings ?
• Exhibitions ?
• Catering ?
• Tourism ?
• Travel ?
• Conventions ?

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The Business we are in is

• Helping our clients to communicate !

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Why Meetings are important

• Knowledge transfer
• Showcase your destination
• Showcase your specialities
• Revenue

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Meetings Revenue

• Trickle down throughout the local economy
• Hotels
• Congress and Exhibition Centres
• Transport Companies airlines, coaches
• Stand Constructors
• Caterers

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Meetings Revenue

• BUT ALSO
• Florists
• Designers
• Printers
• Hostesses
• Interpreters
• Taxis
• Restaurants etc

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International Association Meetings

• More resistant to crisis
• Move in a pattern
• Bring prestige
• Highlight speciality to your Government
• Highlight speciality world wide
• Book further ahead
• International delegates spend between three and
  nine times what a tourist spends

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Marketing to attract Meetings

• How do we try to get clients ?
• Advertising
• Attending Trade Shows ( ITCMA, IMEX )
• Mailings
• Personal Contact
• DVDs
• Promotional literature

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All these things are Marketing

• MARKETING is -
• making it easier for your client to do business
  with you !

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To make it easier for your client

• You must know his Objectives
• Your must know about his requirements
• You must know if his meeting can come to your
  destination
• You must know if you can deliver
• You must know if you can get local/national
  support
• Your must know who makes the decisions

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How do you get this information ?

• Internet
• Industry colleagues
• Trade Press
• National Press
• Asking Questions..and listening to the answers !
  ( One mouth and two ears !!)

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Sales and Marketing People

• Charming
• Honest
• Direct
• Private detectives
• Diplomats
• Result Driven

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A career for you ?

• Excitement
• Sense of Achievement
• Useful Service
• Learning experience each time
• Good rewards
• Possible travel opportunities
• Rich network of friends

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You are the Future Leaders

• Good luck !!!