What Makes Buyers Tick

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What Makes Buyers Tick?
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• Exhibition Organisers

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I Plan, Therefore I am.

• Qualification Process
• Adequate Exhibition facilities
• Trade customer base
• Necessary services
• Decision Process
• Gets me sellers
• Gets my sellers in front of buyers
• Profitability

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The Ideal Destination

• Magnet for Trade Buyers
• Good facility
• Reasonable costs

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What Makes an Exhibition Organizer Tick?

• Will I be a hero?
• Will I meet my budget?
• Will everyone be happy?
• Buyers (looking for ROI)
• Exhibitors (looking for ROI)
• Company (looking for )
• Will I have improved my exhibitions brand?

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Psychoanalysis Exhibition Organiser

• Fear No Buyers
• Need Reassurance from Exhibitors
• Motivator Demonstrated Success
• Love Making Money

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• Incentive Planners

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I Plan, Therefore I am.

• Qualification Process
• Wow factor
• Strong hotel offering
• Exotic and experiential
• Aspirational
• Decision Process
• Itinerary
• Sizzle
• How different and memorable?
• Likely word of mouth.

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The Ideal Destination

• New and different
• Reputation
• Hot everybodys talking about

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What Makes an Incentive Planner Tick?

• Will I be a hero?
• Will I meet my budget?
• Will everyone be happy?
• Attendees (looking for the experience of their
  life)
• CEO or Department Head (looking for attendee
  motivation)
• Will I have made next years incentive even more
  compelling?

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Psychoanalysis Incentive Planner

• Fear Theyll be bored!
• Need Demonstrated destination success.
• Motivator An amazing package.
• Love Really excited participants.

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• Corporate Meeting Planners

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I Plan, Therefore I am.

• Qualification Process
• Do we have business there?
• Decision Process
• Will they be impressed by the hotel?
• Will the service make them feel important?
• Will we be proud of our interaction with clients?

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The Ideal Destination

• Corporate HQ and/or lots of customers
• High quality services
• Sophisticated delivery

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What Makes a Corporate Meeting Planner Tick?

• Will I be a hero?
• Will I meet my budget?
• Will everyone be happy?
• Attendees (looking for planning outcomes,
  business relationships and FUN)
• CEO or Department Head (looking for efficiency,
  quality and success)
• Will I have improved my corporations brand?

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Psychoanalysis Corporate Meeting Planner

• Fear Unhappy boss
• Need Happy meeting participants
• Motivator People saying they are looking forward
  to going to the meeting.
• Love Being promoted.

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• Associations

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I Plan, Therefore I am.

• Qualification Process
• Adequate convention facilities
• Strong hotel offering
• Adequate air access
• Efficient ground transportation
• Decision Process
• Total facility package
• Quality services
• Delegate draw
• Cost
• Intangibles (politics, social, political and
  economic issues, etc.)

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The Ideal Destination

• New Product
• Reputation
• Quality
• Value
• Safety
• Political stability
• Economic stability
• Hot everybodys talking about

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Trends in the Meetings Industry

• Cost consciousness
• Government assistance
• Developing nations / social consciousness /
  making a difference
• Promotion of regional membership
• Shorter lead times
• New experiences

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What Makes a Convention Planner Tick?

• Will I be a hero?
• Will I meet my budget?
• Will everyone be happy?
• Delegates (looking for ROI)
• Exhibitors (looking for ROI)
• Board (looking for success)
• Will I have improved my associations brand?

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Psychoanalysis Convention Planner

• Fear Griping delegates or exhibitors.
• Need To prove the associations value.
• Motivator Chairman and board want it to be
  there.
• Love This was the best convention ever.

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Conclusion What Makes Buyers Tick?

• Same as everyone in the room
• Respect
• Recognition
• Reward
• Fulfillment
• No hassles
• Risk adverse
• Happiness
• Success