July 30th – August 1st, 2013McCormick Place, Chicago, IL

Copyright © HATCH Marketing & Consulting LLC, 2013

Presented by: Michael J. Hatch

Hosted Buyer Events

2

Different Than Trade Shows?

1. Appointment-based event2. No standing around3. Minimal exhibit expense4. Only qualified buyers5. Set appointment times6. Every visitor is qualified7. Saves Time for both

buyers and seller8. Saves costs

Different than Trade Shows

1. Show organizer invites guest buyers

How it Works:

1. Show organizer invites guest buyers

2. Buyers must qualifya) Business in-handb) A certain $$$ amount

How it Works:

1. Show organizer invites guest buyers

2. Buyers must qualifya) Business in-handb) A certain $$$ amount

3. A near term buying requirement

How it Works:

1. Show organizer invites guest buyers

2. Buyers must qualifya) Business in-handb) A certain $$$ amount

3. A near term buying requirement

4. Buyer’s expenses are paid

How it Works:

1. Show organizer invites guest buyers

2. Buyers must qualifya) Business in-handb) A certain $$$ amount

3. A near term buying requirement4. Buyer’s expenses are paid

5. Set appointment times with sellers

How it Works:

1. International Pow Wow2. AIBTM3. E2MA Face-to-Face Connections

3 Examples:

10

35/40

1. International Pow Wow

3 Examples:

International Pow Wow

http://www.ustravel.org/events/international-pow-wow

http://vimeo.com/48956219

International Pow Wow

http://www.ustravel.org/events/international-pow-wow

http://vimeo.com/48956219

International Pow Wow

http://www.ustravel.org/events/international-pow-wow

http://vimeo.com/48956219

1. International Pow Wow

2. AIBTM / EIBTM

3 Examples:

Five Star Hosted Buyer Program

http://www.aibtm.com/Hosted-Buyers/

Exhibiting

http://www.aibtm.com/Hosted-Buyers/

How do I qualify ?

http://www.aibtm.com/Hosted-Buyers/

Appointments – Steps 1 & 2

http://www.aibtm.com/Hosted-Buyers/

Appointments – Steps 3 & 4

http://www.aibtm.com/Hosted-Buyers/

1. International Pow Wow2. AIBTM

3. E2MA Face-to-Face Connections

3 Examples:

What is F2F ?

http://www.e2ma.org/?page=F2FInfo

How do I qualify ?

http://www.e2ma.org/?page=F2FInfo

1. Complete Comprehensive Application

2. Must come with one or more RFPs or purchase projects

Face-to-Face (F2F)

http://www.e2ma.org/?page=F2FInfo

Face-to-Face (F2F)

http://www.e2ma.org/?page=F2FInfo

Face-to-Face (F2F)

http://www.e2ma.org/?page=F2FInfo

Face-to-Face (F2F)

http://www.e2ma.org/?page=F2FInfo

Exhibits in an average of 41 trade shows annually

Guest/Buyer Profile

Exhibits in an average of 41 trade shows annually

They produce and manage 6 of their own corporate events

Guest/Buyer Profile

Exhibits in an average of 41 trade shows annually

They produce and manage 9 of their own corporate events

Have an annual budget of $1.3M, compared to $728K in 2012

Guest/Buyer Profile

Exhibits in an average of 41 trade shows annually

They produce and manage 6 of their own corporate events

Have an annual budget of $1.3M, compared to $728K in 2012

Purchases almost every conceivable type of exhibit, graphics, trade show and event product and services

Guest/Buyer Profile

Value Propositions for Buyers

32

No budget-barriers to participate

Regional locations Quicker, faster than trade

shows Save money Only meet with qualified

vendors and service providers

Value Propositions for Suppliers

33

Less expensive than trade shows No 15/85 Rule: Meet only pre-

qualified guest/buyers Save money: $5K to $50K Regional locations Save time Not will they purchase, but when. Quick ROI

Q A&Michael J. Hatch

Mike@HatchMarketingLLC.com240-603-6044

www.HatchMarketingLLC.comCopyright © HATCH Marketing & Consulting LLC, 2012

July 30th – August 1st, 2013McCormick Place, Chicago, IL

Copyright © HATCH Marketing & Consulting LLC, 2013

Presented by: Michael J. Hatch

Hosted Buyer Events