Hello Star Delegates! This is our second newsletter dedicated to you, our first-time attendees. If you missed the first newsletter, check it out at in the communcations archive.
The objective of these newsletters is to provide you with succinct and timely information, and to refer you to appropriate places for more detail. So let's plunge ahead! .
Marketplace is coming sooner than you might think! There is plenty of time to plan and be well prepared for the Capital Region. At the risk of re-stating the obvious, a good place to start is to know your product! Everyone you meet at Marketplace will be eager to hear all about what you have to offer. It is in your best interest to be fully prepared, and be knowledgeable about your product and destination. You must follow up after Marketplace with answers to buyers' questions, and even referrals to other products. You will win loyalty if you solve a buyer's problem for them during or after Marketplace!
Many Star Delegates may think that Marketplace is only about a few meetings, appointments, and introductions. Oh Boy!
When you arrive in the Capital Region, you will be met at Washington National Airport (DCA) by ABA representatives and directed to shuttles to our host hotel. Here is where the real value begins-- at the airport, on the shuttle bus, in the check in line at the hotel, at the convention center, and throughout the entire week, you will have a tremendous opportunity to meet people from all aspects of the travel industry, and to make valuable contacts. Many industry veterans have made close friends and business contacts at Marketplace, which have lasted decades, and have been beneficial to their careers and employers. Here is your chance to follow in their footsteps.
Marketplace is your opportunity to represent your company, and to sell yourself and your product. Use your time wisely, and don't forget to use every opportunity to meet with fellow travel professionals. There are countless opportunities to meet potential buyers and sellers at seminars, meals, evening events, and in the open areas at the convention center. Marketplace is well known for the many business and social opportunities that exist for buyers and sellers to meet. You won't be disappointed!
Quality Appointment: Profile Sheet
A profile sheet is a one page summary (front and back may be used) of your product and area. This short summary may be your first introduction to a potential buyer.
Your profile sheet should be distinctive and make a good first impression. Do include what is most attractive about your product and destination, what is distinctive, and perhaps most importantly, direct your profile sheet to your target markets. It may be safe to assume that if you are an upscale casino resort property, your profile sheet will not include items about how student friendly you may be. Know your product! Do not include fine print; exclusions, and rate information that can best be discussed in further detail in follow up meetings.
Remember that your profile sheet is a marketing tool. It is there to attract the buyers' interest, and to make it easier for you to sell. It should be attractive and easy to read, but does not have to be printed in the latest full color technology with maximum resolution. Sometimes a low-key approach works best, especially if you do not swamp a potential buyer with information.
Don't forget that the deadline for appointments has been extended to November 30th. You should review and modify your appointments on-line often prior to this date. Use your time wisely to make your appointments and Marketplace productive!
Finally, you will find that attending Marketplace is truly a unique and rewarding experience. There are so many activities and opportunities to network, sell and learn that it might seem challenging at first. Please be assured that the Orientation Center industry veterans will make sure you get started on the right foot! Be sure to stop in as soon as you register (or as often as you like) and your week will be rewarding and memorable!
We have created a part of our website just for you, our STAR delegate. There you will find the STAR Packet, Frequently Asked Questions and Appointment Session Information. If you can't find the answer to your questions, don't hesitate to call ABA at 800-283-2877. Orientation Subcommittee members have also been calling all of the STAR delegates so use all of the resources we have available to make your business at Marketplace easier!
See you in 2010!