@MPIGNY- Fall 2013 - (Page 6)

#feature THE RISE OF HOSTED-BUYER PROGRAMS For qualified planners and suppliers, the programs create targeted business opportunities and offer a win-win solution on both sides of the table BY WILL TROKEY, CMP VISIT CHARLOTTE IMMEDIATE PAST PRESIDENT, MPI POTOMAC CHAPTER 6 @MPIGNY FALL 2013 E veryone seems to have a hosted-buyer program at their tradeshow or convention nowadays. There is AIBTM (American Incentive, Business Travel and Meetings Exhibition), IMEX America, Collaborate, Connect, and now MPI is using this model at the World Education Congress. Even many local MPI chapters are using this model during their conferences – Dallas/Fort Worth, Southern California and my own chapter, Potomac, have seen success with their own programs. What is a hosted-buyer program you may ask? The programs can vary from conference to conference, trade show to trade show, as Michael Lyons, executive director for AIBTM notes, “it is still widely misunderstood. A hostedbuyer program or tradeshow creates business opportunities for suppliers to meet with qualified planners who fit specified criteria. Qualified buyers are able to take advantage of ‘hosted’ accommodation, travel expenses and registration in exchange for scheduling and attending a pre-set number of appointments with exhibitors.” As a supplier, this model alleviates a lot of the uncertainty at a tradeshow about who and how many planners will stop by the booth to do business. In addition, some shows provide detailed profiles of the planners’ meetings or business opportunities. This additional information can save time on both sides and allow for more in-depth conversations. For planners, your time is respected, allowing you to meet with suppliers that you truly have business for. Planners can save time and money by seeing multiple suppliers in a short period of time, while the expenses are covered by the show organizer. Plus, most shows recognize the importance of education as additional incentive for the planners to participate. Everyone gets a win! This format seems to be the wave of the future, but actually the model has been in existence much longer than many realize. The hosted-buyer model as we see it now began at EIBTM (European Incentive, Business Travel and Meetings Exhibition) in 1988, while the show was located in Geneva, Switzerland. Ray Bloom, founder of EIBTM and now IMEX Group, saw the need for a guarantee of qualified buyers and launched the program. EIBTM was later sold to Reed Exhibitions, who have continued to use the model to great success. In 2011, show organizers saw the need for a European-

Table of Contents for the Digital Edition of @MPIGNY- Fall 2013

ASK THE BOARD
HAPPENINGS
PRESIDENT’S MESSAGE
T HE RISE OF HOSTED-BUYER PROGRAMS
CRISIS MANAGEMENT FOR MEETINGS
A PITCH, A PUTT AND A PERFECT DAY
MPIGNY @ WEC
MEMBER SPOTLIGHT
MOBILE SOCIAL NETWORKING IMPROVING THE ATTENDEE EXPERIENCE
ACROSS THE POND – AN MPI UK AND IRELAND CHAPTER MEMBER VISITS MPIGNY
NOTES FROM THE FIELD
GOLF + MEETINGS = GREAT BUSINESS
DESTINATION: THE CATSKILLS
NEW MEMBERS
ADVERTISER’S INDEX

@MPIGNY- Fall 2013

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