加载中…SPONSORSHIPEXHIBITION
(2019-08-02 17:34:55)
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micepco |
分类： 英文学习 |
Who?
•Building
relationships
•Upselling
•Cementing
relationships
Creating the packages –basic benefits
What goes in the prospectus?
Technical Meeting on Site
•building
relationships
•upselling
•cementing
relationships
•Sales Team
•Organising Team
How?
Make your time schedule
•your project plan
•follow logical steps in time with your conference
planning
•timing for sales
Timelines
in months before the congress
Where do you start?
Start with research and analysis
•History
•Attendance(buying power)
•Influence(committee)
•Competition
•Location
•Legislation
More research
•Target
•History –sponsorship
•History –exhibition
•Programme
Source
•Preparation of relevant database
•Previous Events
•Exhibition catalogues similar discipline
•Advertisements from journals
•Committee Contacts
•Internet
•Be observant, read news papers
What next?
99% of Prospectuses fail….. Why?
•You focus on YOUR needs, not those of the company
•You make the sponsor do the work, trying to figure out what
it is you are selling
•You offer the same old benefits (gold/silver/bronze -logos
-tickets etc)
•You make it too hard to follow, with poor structure,
insufficient information
•Exhibition layout is boring and difficult for the
delegates
Create your packages
Divide into categories that fit your event and your sponsors
needs
Working with the client
•Who is your contact person?
•Who can open doors?
•Board / Committeemembers
•KOLs
•Sponsorshipcommittee
Creating the packages –basic benefits
•Exclusivity
•Naming rights
•Signage/logoexposure
•Complimentary registrations/social tickets/ exhibition
space
•Media/marketing exposure
•Corporate hospitality
•Mailing list ?Problematic
•Industry symposia
What goes in the prospectus?
General Introduction/BackgroundInformation
Messages from KeyPersonnel
Attendees Profile
Key Figures from Previous Years
ScientificProgramme
Key Topics
Packages–A la Carte
Packages-Pre-Defined
Where do you start?
IT'S ALL IN THE FLOORPLAN –INCREASING TRAFFIC
ADMINISTRATION –HOW TO DELIVER
Technical Manual is Key
Personal content is Essential
Be involved
Technical Meeting on Site
•When: 2-3 months prior
•Who for: all exhibitors and sponsors invited
•To Meet:all contractors
•Why:for a site visit
to update companies on the event
to make the feel important
•Format:1 hour meeting and presentation
Walk-round
Lunch
Meet the contractors 1:2:1
Who? MANAGEMENT ON SITE?
•Sales Team
•Organising Team
Sponsors -Pre-EventManagement
•Check, check and check again what has been promised to the
sponsors
•Ensure accurate branding
•Ensure all acknowledgements are being delivered
•Re-confirm all arrangements to the sponsor
•Liaise with the registration team ref group registration
arrangements
•Talk to your contacts
Sponsors -On-SiteManagement
Dedicated member of staff
Staff to be in attendance atall satellites
Handling of groupregistration
Distribution of group registration briefcases
Sponsors' deskat registration
You as a manager, talk to the companies during the event
MAKING IT FUN –WHERE YOU WANT TO BE
THE GRAND OPENING
LIVEN UP THAT OPENING
TIME TO REGISTER
NO POINT IN QUEUING
FIND YOU WAY AROUND
LEARN IN THE MINI THEATRE
INNOVATIVE STAND COMPETITION
BACK TO WORK –e-POSTERS
LET’S HAVE A BITE TO EAT
NEED TO FIND OUT WHAT’S GOING ON
AND A SIT DOWN –TIRED FEET
BACK ON THE GO –POSTERS
I NEED A MASSAGE RIGHT NOW
SHOW TIME –ON-SITE
MANAGEMENT –POST-EVENT
Thank you letter
Final Report and Statistics including finance
information
Follow up meeting or conversation or questionnaire
React to any complaint or suggestion
Update personal industry records with all information gathered
–the psychographics
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