08 ICCA RSMP 2012 - What turns a high quality search into a genuine sales lead
02 ICCA RSMP 2012 - Finding your potential clients
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Transcript of 02 ICCA RSMP 2012 - Finding your potential clients
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
ICCA Association Database training
ICCA Research, Sales & Marketing Programme
| #irsmp12
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Association Database Criteria
Our leads in the database must:
• have at least 50 participants• be organised on a regular basis• move between at least 3 countries
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
• 10,886 Online International Associations
• 16,654 Online Series
• 165,800 Online Events
As at 31 May 2012
Association DatabaseNumber of Leads
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Association DatabaseSources
• ICCA members• International Associations• Internet• Local organisers• Suppliers• Other publications
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
International organiser: ICCA, Amsterdam HO
Series (1): ICCA Research, Sales & Marketing ProgrammeEvent: 6th: 14-16 June 2012, Bregenz, Austria
Series (2): ICCA Congress & ExhibitionEvent: 51st: 20-24 October 2012, San Juan, Puerto Rico
Series = potentialEvent = confirmed
Series/Events?
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Difference series/events
Series
1
Event7-9 July2011
Gdansk
Event 13-16 June
2012Bregenz
Event13-16 June
2013Amsterdam
International Organiser
ICCA
Series
2
Event22-26 Oct
2011Leipzig
Event20-24 Oct
2012San Juan
Event2-6 Nov
2013Antalya
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Series: ICCA Congress
Leipzig 2011
San Juan 2012
Shanghai 2013
Antalya 2014
Buenos Aires 2015
EVENTS
2016?
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
1a. How many series are organized by International Organisations (associations) based in Vienna?1b. Where can you find the names of the series?
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
2a. For the Business Exchange at the ICCA 2010 Congress in Hyderabad, Mr. Jens Bungardt provided additional information on the World Congress of the International Union of Food Science and Technology –IUFoST-. Where can you find this info? 2b. You would like to know more about the exhibition attached to this meeting. We have this available for the 2010 edition which took place in Cape Town. Where can you find
this information?
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
• World/International: the conference rotates between all continents
• Europe:the conference rotates only within Europe
• Scandinavia:the conference rotates only between Scandinavian countries
Rotation area examples
Remember to: choose your continent AND World/International
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
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?
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
4a. Please look for potential business for Austria, with a max. of 1,200 attendants and with a commercial exhibition attached.4b. Please save your search.4c. Look at your result. You decide to immediately follow up on the first lead. Let your colleagues know this by attaching a note.4d. Open the selection and check how many
series make use of a conference centre.
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
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!
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
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 commercial exhibition?5c. What do you do when you notice there is information 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 ICCA members contacting you about it?
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Event insiders (new feature)
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Core PCO (new feature)
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
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 Database
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International Congress and Convention Association.
www.iccaworld.com | icca.mobi
Thank you!
ICCA Research, Sales & Marketing Programme
| #irsmp12