Hello again Star Delegates! Marketplace is just around the corner and here is our third newsletter dedicated to you, the first-time attendee. This is the last newsletter before Marketplace, but don't worry, the ABA veterans at the Orientation Center will be available to answer all of your last minute questions. We will also be sending you another newsletter after Marketplace about how to make the most of your investment with business follow-up strategies. For those who missed all the valuable information in our first two issues, check them out at our communications archive.
Earlier newsletters discussed the importance of knowing your product, advance research, and networking. Here are some interesting thoughts from a buyer's perspective.
Buyers look forward to many days of productive appointments and meetings at Marketplace. In addition, buyers attend Marketplace to develop relationships with new destinations, attractions, hotels and restaurants. It will be a productive and exciting week for buyers and sellers.
Buyers should make sure that their profile sheet is updated prior to Marketplace, so that sellers can make informed choices when selecting appointments. And buyers should of course have plenty of profile sheets (approximately 200) and business cards (we suggest at least 300) at Marketplace to distribute to those contacts that represent the components of their tour product.
Sellers should never forget to research the needs of the buyer, and be most respectful of her/his time. A buyer has literally hundreds of appointments and meetings with sellers, and it a good return on investment to meet with a buyer who obviously will never go to your destination, property or attraction. Similarly, buyers have a responsibility to only meet with sellers that are truly of interest to their tour product. Mutual respect of everyone's time pays off in creating more business for everyone!
Also a final word about punctuality, buyers and sellers should be on time for all appointments, and be respectful of those who have appointments either just before, or just after you. If a seller's product is of such serious interest that more meeting time is required, agree to meet at a future time. Similarly, if it appears that your appointment is not mutually beneficial; the appointment can be ended by mutual agreement earlier than most. In this case, buyers and sellers can be professional and agree to keep the lines of communication open for possible business in future years.
By now, you have been researching buyers or sellers who meet your needs and are requesting appointments through your Marketplace passport.
Although you will obtain your final appointments on November 21st, there is a process to obtain further appointments through the Mating and Networking Sessions at Marketplace. This is a scheduled time for sellers to obtain appointments on site from buyers who have available appointment times.
Following are dates/times of each Mating and Networking Session:
DMO Mating and Networking Session: Thursday, January 8: 2:10 am - 2:30 am.
Lodging Mating and Networking Session: Saturday, January 10: 9:10 am - 9:30 am
Attraction/LRO/Other Mating and Networking Session: Sunday, January 11: 9:10 am - 9:30 am
Once you obtain your final appointment schedule, study it thoroughly and develop a targeted list of buyers or sellers who were not scheduled by the appointment computer. These would be the most important buyers or sellers to meet with at your Mating and Networking Session. The ABA veterans at the Orientation Center will be happy to explain all the insider strategies so that you can maximize your sales efforts.
The American Bus Association, together with Indiana University Purdue University Indianapolis, offers a terrific continuing education program called the Certified Travel Industry Specialist (CTIS) program. These courses are designed exclusively for the motorcoach and group tour industry, and are offered on line. Seminars on current industry issues are offered at Marketplace as well. Stop by the CTIS booth (part of the Member Services area) at Marketplace for more information and a discounted enrollment fee. By the end of Marketplace week, you will be an industry veteran!
This year at Marketplace, for the first time ever, get involved with other young professionals in the new ABA YP (Young Professionals ages 21-39) program. The ABA YP program intends to provide the perfect atmosphere for professional social exchange between new and experienced young tourism professionals. The program aims to serve ABA's young adult members by welcoming newcomers, fostering involvement in the industry, offering opportunity for networking & development, and increasing awareness of their contributions to the association.
At this year's Marketplace the ABA YP will contribute by raising money for the Marketplace Gives Back "Strike Out Breast Cancer" event Thursday evening. The YP will have YP bowling teams for anyone who is interested in raising money for a great cause and socializing with fellow young professionals. If you're interested, register for the YP bowling team on the Marketplace website here: http://aba.teameventmanagement.com/2009/strikeoutbreastcancerregistrationform.pdf and check the box for YP bowler.
There will also be a YP After Hours Networking/Meet and Greet event. After the Pure Carolina event, experience Charlotte nightlife with your fellow young professional colleagues at Cosmos Café! From 10:00 p.m. until 12:00 a.m. Cosmos is hosting an exclusive event for the ABA YPs. Unwind over a cocktail in the private Gallery Room and get to know your peers in the industry better. Whether you're a Marketplace veteran or brand-new to the industry, come to Cosmos Friday night to network with your peers and meet new people! Or, hit up the dance floor and meet some of the locals! Then really make it a night on the town and head over to the Forum. Cosmos has partnered with the Forum nightclub next door to offer free admission for ABA YPs until 11:30 p.m.
If interested in getting involved with the ABA YPs, please contact ABA.
Be sure to attend the entire Marketplace! Business is not only conducted by means of appointments but during all social and networking events as well. Don't miss out on every available opportunity.
Bring plenty of business cards, and profile sheets. Don't forget to 3-hole punch your profile sheet for easy filing by buyers and sellers.
Cell phones are terrific, but they do have their place. When you are meeting with business contacts at Marketplace, set your cell phone on vibrate/silent ring.
Business attire is recommended for appointments, but not required for all activities. Your official program from the Orientation Center will have more information regarding appropriate dress at each activity.
Finally, we look forward to seeing all of you at the Orientation Center and getting you started on a productive and exciting week!