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WORLD TRAVEL MARKET 14-17 NOVEMBER 2005 EXCEL, LONDON DOCKLANDS STAND NO GV6800

Learn how to have a successful exhibiting experience at the World Travel Market. Understand the importance of knowing your objectives, visitors, and role to maximize your impact. Follow up systems and effective presentation techniques will also be discussed. Don't miss out on this valuable information!

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WORLD TRAVEL MARKET 14-17 NOVEMBER 2005 EXCEL, LONDON DOCKLANDS STAND NO GV6800

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  1. WORLD TRAVEL MARKET 14-17 NOVEMBER 2005 EXCEL, LONDON DOCKLANDSSTAND NO GV6800 Guidelines to Good Exhibiting

  2. Steps to Successful Exhibiting • Know your OBJECTIVES • Know your VISITORS • Know your ROLE

  3. Know your Objectives • You must be aware of three factors: • Your Company’s Objectives • Your Personal Targets • Follow Up Systems

  4. Your Company’s Objectives • An exhibition is a far more cost effective way of making contact with clients and potential clients than being out on the road, but only if you make it work in a positive way • So think about some objectives to apply at the forthcoming show, examples:….

  5. Your Company’s Objectives - Examples • To meet existing customers, improve their interest in our products and reinforce existing relationships • To meet potential customers, identify new sales opportunities and prepare the ground for future sales with key potential buyers • To promote the TDS divisions • To launch new products and services including Galileo Leisure • To assess the competition • To target new sales enquiries

  6. Your Personal Targets • You are likely to have 4 key performance measurements: • Making direct sales contact • Making appointments for follow-on sales visits • Logging enquiries and names of visitors for general follow up and measurement • Closing the sale

  7. Follow Up Systems • A planned, co-ordinated, consistent follow up is essential • Ensure enquiry forms are completed and business cards are collated – Cendant Hosts will collate these and place them onto Siebel for follow-up

  8. Know your Visitors • Your purpose in being at the exhibition is to interest, entice and allure potential customers who may want to do business with you, therefore you need to: • Talk to the right audience • Identify potential customers • Arrange to follow up

  9. Identify Potential Customers • Visitors to a show are likely to include: • Buyers • Influencers • The Rest • A show will deliver quantity of audience but you must be able to differentiate between the buyers and influencers and the rest – these are your potential customers • Quantity does not mean quality and your should develop a system to identify those who matter – otherwise you may be wasting your time.

  10. Present Yourself • No matter how good the stand looks – the most important thing on display is you. Make sure you: • Look the part • Employ good body language (make sure you smile, are approachable and friendly) • Look interested – no eating, drinking or using mobile phones on the stand • Address visitors face to face • Don’t leave visitors waiting a long time • Always wear your badge • Have a good stock of business cards • Look busy • Work as a team

  11. Present Your Product • This is ultimately the most important thing of all – to present your products or services as well as you possibly can. • Visitors attend shows: • To find solutions to known problems • To identify new methods • To meet industry experts • To re-sign agreements/contracts They come to find out what the products or services on display can do for them and their business

  12. Present Your Product • All visitors expect from exhibitors apart from courtesy, is good product knowledge – they expect you to know everything! • Listen to the visitors carefully and get information out of them quickly rather than leap into a sales pitch which is inappropriate • Make sure you are fully briefed on all aspects of the business

  13. WTM 2005 – What’s Going On? • Stand briefing 09:30 daily • Cendant Hosts to meet and greet • Press – “Ask the Experts” Monday 16:00 • Enquiry Forms to be completed • Boat Party – invitation only • Gordon Wilson – Captains of Industry lunch • Chris Vukelich – Super GDS Panel • Cloakroom – leave items there at your own risk!

  14. Collateral • Brochure – a new TDS brochure is being produced for WTM and this will be the only collateral on display • Video – a new TDS video is being produced and will be displayed on 4 plasma screens around the stand

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