Survival Strategies for Suppliers Presented by Kristi Casey Sanders Editorial Director/Chief...
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rvival Strategies for Suppliers Presented by Kristi Casey Sanders Editorial Director/Chief Storyteller Plan Your Meetings PlanYourMeetings.com
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Transcript of Survival Strategies for Suppliers Presented by Kristi Casey Sanders Editorial Director/Chief...
Survival Strategies for SuppliersPresented by Kristi Casey
SandersEditorial Director/Chief Storyteller
Plan Your Meetings
PlanYourMeetings.com
Before We BeginThis webinar will be broadcast live through your computer speakers. Please turn the volume up so that you are able to hear. If you do not have sound through your computer, dial the number provided in your registration confirmation e-mail
Please use the WebEx chat functionality to send in questions or email them directly to [email protected].
After the webinar, the panel will create a summary FAQ document based on the questions submitted. We will email this document to you when it is complete and will post it on the MPI website.
For Technical Assistance from WebEx: Toll Free 1-866-229-3239 or Toll International 1-408-435-7088
Brought to you by MPI Foundation
Sponsored by Freeman AV
Survival Strategies for SuppliersPresented by Kristi Casey
SandersEditorial Director/Chief Storyteller
Plan Your Meetings
PlanYourMeetings.com
Compared to last year, your company’s predictions of meeting and event-related business is:
Source: MPI Business Barometer, April 2009 http://www.mpiweb.org
State of the Industry
PYM Town Hall site: http://www.planyourmeetings.com/townhall/
Biggest challenges
PerceptionsHelping incentive groups/finding
corporate businessCancellations
Planners’ budgetsDiscounting vs. price integrity
Shorter booking windowsGetting commitments
Turning NOs into YESesMarketing
Developing new revenue streamsAttracting backyard business
Selling strategiesLeveraging technology
Prospecting for new businessDifferentiating yourself from the
competitionMorale
http://www.planyourmeetings.com/townhall/
SolutionsImage by Carf http://www.flickr.com/photos/beija-flor/
Correcting mispercepti
onsIndustry news & action
sites:
www.MeetingsMeanBusiness.com
www.MeetingIndustryinCrisis.org
www.KeepAmericaMeeting.org
www.PlanYourMeetings.com
www.USTravel.org
Incentives & the “luxury”
quandary“Special” experiences
don’t necessarily need to be “luxurious”
Celebrate individual rather than group
achievement
D/B/A
Protect your brand
International travelers
Sources: Site Global Foundation, Public Agenda Forum, Goodyear Tire & Rubber Company
Nurturing the corporate market
What’s “appropriate”?
How do you find the planners?
Flexibility is key
Hard vs. soft dollars
Partnerships & packages
Social responsibility
Sources: Maritz Marketplace Poll
Customer service is
key“It costs less to keep
the customers you have than to find new
ones.”
Cancellations & attrition
Be authentic & listen
What do they need?
Don’t take anything for granted
Go back to basics
Image by NoHoDamon http://www.flickr.com/photos/nohodamon/
There is potential for
growthFinding new markets
3rd parties
Virtual tours
Google ad words
Search engine optimization
Video/Web conferencing
E-mail marketing software /Google Wave
Social networks
Source: MPI Business Barometer, April 2009
A word about morale ...
“It’s hard hearing ‘no’ over and over again. But remember, for every ‘no’ there’s a ‘yes’ somewhere along the line. So keep trying until you get to that.”
See you at WEC!
Two Sessions on Tuesday, July 14
•Change Begins With You: Meeting Responsibly @ 8:30 a.m.
•The Irreplaceable You: Prove Your Worth @ 3:45 p.m. (with Evan Casey)
•Let’s continue this conversation:[email protected] http://www.twitter.com/PYMLive
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Brought to you by MPI Foundation
Sponsored by Freeman AV
