EIBTM WORK WITH EXHIBITORS TO MAKE SIGNIFICANT IMPROVEMENTS TO THE HOSTED BUYER PROGRAMME

Last year was Reed Travel Exhibition's first year of operational management of EIBTM and once again the unique Hosted Buyer programme was the corner stone of the event. However, following an unprecedented consultation programme undertaken by EIBTM with both exhibitors and visitors, improvements will be made to ensure all exhibitors gain even greater benefit from the Hosted Buyer Programme.

Debbie Jackson, Exhibition Director of EIBTM commented, "The Hosted Buyer programme was set up by the previous management and there is no doubt that it was, and still is, a brilliant, guaranteed means of connecting exhibitors with quality buyers from all over the world. However, it is clear to us that the programme requires a number of changes and improvements and I am extremely grateful to the many exhibitors who have taken time and effort to discuss this with us to enhance the following areas."

They are:

* Delivery of new buyers

* Prevention of non-attendance by Hosted Buyers on Exhibitor Stands

* Closer scrutiny of existing buyers

* Greater attention paid to matching needs of the exhibitor with needs of the Hosted Buyer

* More time for Hosted Buyers to make their own appointments As a result for EIBTM 2001

* All main exhibitors are entitled to a description on the new EIBTM website, allowing individual Hosted Buyers to request pre-scheduled appointments with them. In addition, each stand sharer is entitled to a listing of their name for buyers to request appointments with them.

* The aim of pre-scheduled appointments is to facilitate contacts between exhibitors and buyers, giving exhibitors the unique opportunity to present their destinations/products to key hosted prospects with purchasing power on a one-to-one basis.

* Exhibitors will be asked to specify three regions and up to six specific countries along with a profile of the buyers they wish to see. This will then be matched with the buyers specification of which destinations/products they are interested in seeing.

* Exhibitors will be given 25 minute pre-scheduled appointments throughout the day with individual Hosted Buyers who request to see them. Destination Stands will be scheduled Group Appointments between 10.00am and 2.00pm. Plus all buyers will be given sufficient free time to make additional appointments through exhibitors' on-line diaries available on the new EIBTM website shortly before the event.

* Exhibitors are entitled to nominate one buyer for EIBTM Hosted Buyer Status for each square metre of booked stand space. The more clients and prospects exhibitors nominate for Hosted Buyer status, the more pre-scheduled appointments they are likely to receive if these buyers meet the criteria to be hosted.

* The first two exhibitors to nominate any one accepted buyer will be guaranteed a one-to-one appointment with them and will be named on the invitation letter as the exhibitor nominating that buyer for Hosted status.

* All nominations that do not meet the Hosted Buyer status criteria will be considered for annual Meridian Club membership*. Those who do not qualify will automatically be pre-registered to visit EIBTM as a trade visitor.

* A number of Hosted Buyers attend EIBTM as part of a group and follow a group appointment schedule with "Destination" standholders only. These groups are being reduced in size to allow exhibitors greater access to the buyers.

* All destination stands over 18 sq. m. are entitled to group pre-scheduled appointments with key Hosted Buyers. These Group appointments will be matched by the business interest specification from exhibitors and buyers and the Hosted Buyer team will endeavour to ensure each exhibitor sees buyers who are most interested in their products.

* The number of Group pre-scheduled appointments will be determined by the size of the stand and additional appointments will be dependent on buyers making individual appointments through each exhibitor's on-line diary

* The eligibility of all buyers will be closely scrutinised to ensure there are only genuine executives who have the authority to conduct serious business. To ensure this, all hosted buyers will have to confirm their commitment and authority by signing contracts that include penalties for non-appearance and late changes to itineraries.

* To encourage new buyers to EIBTM, greater emphasis is being placed on inviting additional individual buyers who will have appointments made for them throughout their stay.

* Attendance of all buyers will be closely monitored throughout the show.

Hosted Buyers are responsible for organising, planning, recommending, researching, influencing or making final decisions for incentive travel, meetings, congresses and conferences, business travel and special events. In addition to working with Group intermediaries from industry publications, associations, airlines, hotel chains and various other suppliers, EIBTM will utilise the successful Meridian Club * to identify key buyers within the industry. As in previous years the Hosted Buyer team are working closely with supporting airlines to offer complimentary European flights. In addition all accommodation (where applicable), transfers and appointments with exhibitors will be made by the EIBTM team.

The Hosted Buyer Programme has a dedicated team of 5 people, headed by Joy Brabyn who work 12 months of the year to ensure that all arrangements are made and adhered to. This is vital to ensure that the stricter quality control and more effective appointments system to match the needs of the exhibitors are effectively managed.

Joy Brabyn, Relationship Marketing Director of EIBTM commented, "We are determined to build on the past success of the Hosted Buyer Programme by improving quality standards and introducing stricter guidelines and management control to ensure that we can deliver exactly what we promise to both the exhibitor and the Hosted Buyer. Whilst the Hosted Buyer Programme is still envied by many other exhibitions because of its strong business focus on connecting the right audiences, the additional skill and experience of Reed Travel Exhibitions will draw in new buyers and provide fresh ideas and methods to make this programme even more effective".

Note

Meridian Club is a new addition to EIBTM for 2001. Originally launched for the Reed Travel Exhibitions 'World Travel Market' exhibition in 1992, Meridian Club membership provides visitors with VIP status at all Reed Travel Exhibitions. In addition, membership provides a range of discounts with hotels, car hire companies, business publications and other supporting organisations throughout the year.