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The quest of DMC’s for good contact does not end when the trade show closes its doors at 5 PM. It can continue well into the evening and the opportunities are plenty thanks to the hospitality of different destinations.
You will often hear exhibitors saying at the end of the day, “I am tired, I will have a quiet dinner and go early to bed.” This is natural after a hard day’s work but again these sales persons might be missing excellent opportunities to make some very good contacts in a more relaxed ambiance than the stress of the show.
Many of the important buyers you did not get to see at the show most probably will be in one of the evening functions where you could get good opportunity to meet with them socially. When you see them at the show the next day you will have much better chances to talk business with them.
So do not shy away or take the easy way out. Your company is investing a lot of money for a trade show and a few more agreeable hours of work will not hurt you. In the contrary, it will make you more known. Try to be informed of what parties are going on, and be invited by the organisers unless the function does not require invitation.
Attending parties of other destinations is delicate and one should behave correctly. You should not try to sell your destination in someone else’s party and you should not monopolise conversations with the invited buyers.
If you see one of your clients in the party it is always a good gesture to present him to a hosting supplier who might not know him (networking). You should be discreet and not disturb your hosts by your attitude. Soon you will find out that a correct and ethical behaviour will open the doors in parties even of your competing destinations.
Experienced sales persons prefer buffet cocktails where one can freely circulate instead of sit down dinners. In the later you might find yourself in a table full of other suppliers and your chances for making sales contacts will be limited.
At the next issue: Whom you should meet at Trade Shows?
© 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 https://sites.google.com/site/tassopappasconsultancy/
Contact: tassopappas@otenet.gr.
