02 ICCA RSMP 2012 - Finding your potential clients

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Presentation given at the ICCA Research, Sales & Marketing Programme 2012

The ICCA RSMP took place from 13 - 16 June 2012 at the Festival Spieler Hauze in Bregenz, Austria.

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  • ICCA Middle East Research, Sales & Marketing Programme 2008 Dubai
  • You are our main source.
  • ICCA Middle East Research, Sales & Marketing Programme 2008 Dubai
  • 02 ICCA RSMP 2012 - Finding your potential clients

    1. 1. ICCA Research, Sales & Marketing ProgrammeICCA Association DatabasetrainingInternational Congress and Convention Association.www.iccaworld.com | icca.mobi | #irsmp12
    2. 2. Association DatabaseCriteriaOur leads in the database must:• have at least 50 participants• be organised on a regular basis• move between at least 3 countries International Congress and Convention Association . www.iccaworld.com | icca.mobi
    3. 3. Association DatabaseNumber of Leads• 10,886 Online International Associations• 16,654 Online Series• 165,800 Online EventsAs at 31 May 2012International Congress and Convention Association.www.iccaworld.com | icca.mobi
    4. 4. Association DatabaseSources• ICCA members• International Associations• Internet• Local organisers• Suppliers• Other publications International Congress and Convention Association . www.iccaworld.com | icca.mobi
    5. 5. Series/Events?International organiser: ICCA, Amsterdam HOSeries (1): ICCA Research, Sales & MarketingProgrammeEvent: 6th: 14-16 June 2012, Bregenz, AustriaSeries (2): ICCA Congress & ExhibitionEvent: 51st: 20-24 October 2012, San Juan, Puerto RicoSeries = potentialEvent = confirmedInternational Congress and Convention Association.www.iccaworld.com | icca.mobi
    6. 6. Difference series/events International Organiser ICCA Series Series 1 2Event Event Event Event Event Event7-9 July 13-16 June 13-16 June 22-26 Oct 20-24 Oct 2-6 Nov 2011 2012 2013 2011 2012 2013Gdansk Bregenz Amsterdam Leipzig San Juan Antalya International Congress and Convention Association . www.iccaworld.com | icca.mobi
    7. 7. Series: ICCA Congress Leipzig 2011 E San Juan 2012 V E Shanghai 2013 N T Antalya 2014 S Buenos Aires 2015International Congress and Convention Association. 2016?www.iccaworld.com | icca.mobi
    8. 8. 1a. How many series are organized byInternational Organisations (associations)based in Vienna?1b. Where can you find the names of theseries?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    9. 9. 2a. For the Business Exchange at the ICCA2010 Congress in Hyderabad, Mr. Jens Bungardtprovided additional information on the WorldCongress of the International Union of FoodScience and Technology –IUFoST-. Where can youfind this info?2b. You would like to know more about theexhibition attached to this meeting. We have thisavailable for the 2010 edition which took place inCape Town. Where can you find this information?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    10. 10. Rotation area examples• World/International: the conference rotates between all continents• Europe: the conference rotates only within Europe• Scandinavia: the conference rotates only between Scandinavian countries Remember to: choose your continent AND World/InternationalInternational Congress and Convention Association.www.iccaworld.com | icca.mobi
    11. 11. 3a. Please have a look at series #6004176. Does Austria stand a chance of becoming a future destination?3b. Do you think the organization will consider Austria for the 2nd open year?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    12. 12. 4a. Please look for potential business forAustria, with a max. of 1,200 attendants andwith a commercial exhibition attached.4b. Please save your search.4c. Look at your result. You decide toimmediately follow up on the first lead. Let yourcolleagues know this by attaching anote.4d. Open the selection and check how many series make use of a conference centre.International Congress and Convention Association.www.iccaworld.com | icca.mobi
    13. 13. Mail merge!Steps to generate direct mail:1. Make a selection on-line2. Export the profiles3. View and check them in MS Excel, filter your result if necessary (on preferred venue, first open year, city, etc).4. Save the file in MS Excel Workbook Database format5. Connect this Database to MS Word (Mail Merge)6. Insert the fields needed in the letter7. Mail merge!International Congress and Convention Association.www.iccaworld.com | icca.mobi
    14. 14. 5a. You are working for a congress centre based in Vienna and want to check if there are any events in the ICCA Database taking place in that city as of 1 June 2013 without a venue.5b. Are any of these events with commercialexhibition?5c. What do you do when you notice there isinformation missing in one of the event profiles?5d. What can you do if you know a lot about an event and you would not mind other ICCAmembers contacting you about it?International Congress and Convention Association.www.iccaworld.com | icca.mobi
    15. 15. Event insiders (new feature)International Congress and Convention Association.www.iccaworld.com | icca.mobi
    16. 16. International Congress and Convention Association.www.iccaworld.com | icca.mobi
    17. 17. Core PCO (new feature)International Congress and Convention Association.www.iccaworld.com | icca.mobi
    18. 18. Remember- ICCA criteria- Target your search: Series or Events? - Series: - Search for potential business - Report an update - Decision information - Additional scanned information - BE extra information - Remarks - UIA - Events: - Search for confirmed business - Report an update - I’m an insider - Exhibition link- Database online: - Research Corner - User Manual Association DatabaseInternational Congress and Convention Association.www.iccaworld.com | icca.mobi
    19. 19. ICCA Research, Sales & Marketing ProgrammeThank you!International Congress and Convention Association.www.iccaworld.com | icca.mobi | #irsmp12

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