July 30th – August 1st, 2013 McCormick Place, Chicago, IL Copyright © HATCH Marketing & Consulting LLC, 2013 Presented by: Michael J. Hatch Hosted Buyer Events
July 30th – August 1st, 2013 McCormick Place, Chicago, IL Copyright © HATCH Marketing & Consulting LLC, 2013 Presented by: Michael J. Hatch.
Dec 15, 2015
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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/
1. International Pow Wow2. AIBTM
3. E2MA Face-to-Face Connections
3 Examples:
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
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
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
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