dealing with stakeholders on a global basis
TRANSCRIPT
Jo-Anne Kelleway, CEO, InfoSalons Group Jo-Anne Kelleway, CEO, InfoSalons Group Claudia Maurer, CEM vice president, Claudia Maurer, CEM vice president,
Strategic Accounts, IMN SolutionsStrategic Accounts, IMN SolutionsStephanie Selesnick, CEM, president, Stephanie Selesnick, CEM, president,
International Trade Information, Inc International Trade Information, Inc..
Dealing Dealing with Stakeholders with Stakeholders on a Global Basison a Global Basis
Jo-Anne: @JKInfosalonsClaudia: @ClaudiaMaurerStephanie: @StephSelesnick
Thursday, December 8, 2016
International Stakeholder International Stakeholder JeopardyJeopardy
$100
Govt Assns Cultural Growing Shows Misc
$200
$300
$400 $400
$300
$200
$100
$400
$300
$200
$100
$400
$300
$200
$100
$400
$300
$200
$100
Final JeopardyFinal Jeopardy
Government - $100Government - $100 What is the US government agency that is What is the US government agency that is
set up to help export and sell US products set up to help export and sell US products and services abroad?and services abroad?
The US Department of Commerce. Some US The US Department of Commerce. Some US States and regions also have Export States and regions also have Export Promotional Agencies that may or may not Promotional Agencies that may or may not subsidize. The IBP (International Buyer subsidize. The IBP (International Buyer Program) is under this agency.Program) is under this agency.
Government - $200Government - $200 What is the function of non-US What is the function of non-US
government export agencies? government export agencies?
To help their own companies sell offshore. To help their own companies sell offshore. Examples include ProMexico, JETRO, Examples include ProMexico, JETRO, TAITRA.TAITRA.
Government - $300Government - $300 What is the name of the government
department that grants licenses for trade shows & helps introduce you to local suppliers/venues throughout China?
CCPIT
Government - $400Government - $400 What is the name of the government
department that grants licenses for trade shows in UAE?
DTCM. DTCM. You also need to make sure your event is DTCM compliant for data & attendee tax.
Associations - $100Associations - $100 Name some of the best Exhibition Industry
Associations who can assist US organizers meet locally-based organizers throughout the world.
IAEE, UFI and SISO
Associations - $200Associations - $200 In China, are associations set up by not-for In China, are associations set up by not-for
profit organizations, or are they profit organizations, or are they government owned? government owned?
Government owned
Associations - $300Associations - $300 What are non-governmental organizations What are non-governmental organizations
called? called?
NGO’s. This includes all trade NGO’s. This includes all trade associations. associations.
Associations - $400Associations - $400 In Germany, who offers The Foreign Trade Fair Participation Program along with the Federal Ministry for Economic Affairs and Energy (BMWi) and the Federal Ministry of Food and Agriculture (BMEL)? AUMA (The German Exhibition Industry
Association). They can help subsidize pavilions too.
Cultural - $100Cultural - $100 What is the number one thing U.S. What is the number one thing U.S.
organizers should have when building organizers should have when building relations with foreign organizationsrelations with foreign organizations? ?
Patience. Just because you meet with Patience. Just because you meet with someone doesn’t mean you got the someone doesn’t mean you got the deal!deal!
Cultural - $200Cultural - $200 What coffee breaks are called in Asia and What coffee breaks are called in Asia and
the Middle East?the Middle East?
Tea BreaksTea Breaks
Cultural - $300Cultural - $300 What do many international exhibitions What do many international exhibitions
hold that most in the US do not? They may hold that most in the US do not? They may include Heads of State and other include Heads of State and other government, association and industry government, association and industry dignitaries. dignitaries.
Formal Opening CeremoniesFormal Opening Ceremonies
Cultural - $400Cultural - $400 What word may not mean what you think What word may not mean what you think
it means in many countries around the it means in many countries around the world?world?
Yes. Many times it is an Yes. Many times it is an acknowledgement that you have been acknowledgement that you have been heard, not reached an accord.heard, not reached an accord.
Growing Shows - $100Growing Shows - $100 What is one of the keys to success to
taking your event abroad?
Having a local partner
Growing Shows - $200Growing Shows - $200 Who can you use to recruit a country
pavilion in your show?
International Sales Consultants, In-International Sales Consultants, In-Country Agents, Other AssociationsCountry Agents, Other Associations
Growing Shows - $300Growing Shows - $300 What stakeholder group is one of the least What stakeholder group is one of the least
used, but best resource for growing your used, but best resource for growing your expo’s international visitors and expo’s international visitors and exhibitors?exhibitors?
Exhibitors. They are involved on a Exhibitors. They are involved on a day-to-day basis with colleagues, day-to-day basis with colleagues, clients, competitors and local trade clients, competitors and local trade press.press.
Growing Shows - $400Growing Shows - $400 What are 3 ways you can find and develop
international media relations?
1. Use tools like BusinessWire, Cision or Google to find trade media in your target countries 2. Involve your most important stakeholders (i.e. partner associations, exhibitors) to see what int’l outlets they use3. Go to local industry events, trade shows to meet with regional media – personal touch is important!
MISCELLANEOUS - $100MISCELLANEOUS - $100 How many times zones are there in China,
a country the width of USA?
One.
MISCELLANEOUS - $200MISCELLANEOUS - $200 Which continent has more languages than Which continent has more languages than
nations? nations?
Europe (100+ languages including regional variations, with 44 countries)
MISCELLANEOUS - $300MISCELLANEOUS - $300 What two countries must never have What two countries must never have
pavilions next to each other in exhibitions? pavilions next to each other in exhibitions?
China and TaiwanChina and Taiwan
MISCELLANEOUS - $400MISCELLANEOUS - $400 What countries fit by size (geographically)
into the continent of Africa?
USA 9.8M km2 (3.78M m2) + China 9.6M km2 (3.7M m2) + Australia 7.7M km2 (2.97M m2) + Middle East 3.2M km2 (1.24M m2) = Africa 30.5M km2 (11.78M m2)
Final JeopardyFinal Jeopardy How many countries are there in the How many countries are there in the
world?world?
196 if you include Taiwan. 195 if you 196 if you include Taiwan. 195 if you don’t.don’t.
Jo-Anne Kelleway, CEO, InfoSalons GroupJo-Anne Kelleway, CEO, InfoSalons [email protected]@infosalons.com.au
Claudia Maurer, CEM vice president, Strategic Claudia Maurer, CEM vice president, Strategic Accounts, IMN Solutions Accounts, IMN Solutions
[email protected]@imnsolutions.comStephanieStephanie Selesnick, CEM, president,Selesnick, CEM, president, International Trade Information, Inc.International Trade Information, Inc.
[email protected] [email protected]
Dealing with Dealing with Stakeholders on Stakeholders on a Global Basisa Global Basis
Thursday, December 8, 2016