marketplace 2017 star tales issue #1 sta… · fun! fun! fun! …but also, business! business!...

MARKETPLACE 2017 STAR TALES ISSUE #1 Welcome to the American Bus Association Marketplace, the travel industry’s premier business event; network, sell and, learn all at the same time! This is the first of four newletters (three pre-Marketplace and one post-Marketplace,) which you, as a first-timer, our STAR Delegate, will receive.

IN THIS ISSUE:

What is ABA’s Marketplace Orientation Center?

Important dates and deadlines.

Where to get additional pre-Marketplace help

ABA’S MARKETPLACE ORIENTATION CENTER:Located next door to the Registration Desk, The Orientation Center can be of tremendous help for you! Marketplace behind the scenes tours and tips, one-on-one mentoring and, general “help you get started” assistance is available to (and FOR) you. Industry veterans will be available and ready to answer all your questions, and get you started on a productive week. Try to come a day early in order to take advantage of this opportunity. Many STAR delegates are apprehensive about what to do, who to see, as well as who to ask questions and how to begin. First, don’t worry! The Orientation Center staff will be there to put your mind at ease, and help you achieve the greatest success from your first Marketplace.

IMPORTANT DATES AND DEADLINES:Marketplace Registration opened on April 22 and 23 If you have other partners in your organization or city who are planning to attend Marketplace, they need to get registered as quickly as possible. September 8:Housing reservations opened at Noon ETResearch Databases OpenedMake sure your online membership profile is up-to-dateSignup for volunteeringThis is a good way to network and meet people from outside your areaSeptember 15 at Noon ET: Appointment Requests began December 16 at Noon ET: Marketplace Appointment Schedules will be available

PLANNING FOR MARKETPLACE:

Pre-Marketplace STAR WebinarsOctober 11: 2 PM ET December 20: 2 PM ET

On-site DatesFRIDAY, JAN. 13: Arrivals, Complimentary Airport Transportation SATURDAY, JAN. 14: Sightseeing, Networking and Education SUNDAY, JAN. 15: Appointments and Education MONDAY, JAN. 16: Appointments and Education TUESDAY, JAN. 17: Appointments and Education WED., JAN. 18: Departures, Complimentary Airport Transportation

TIP: www.buses.org is available to you 24/7. Just click on “Marketplace 2017” at the top right of the screen. Topics covering pretty much everything can be found on the left side of the Marketplace page. If your question isn’t answered there, do not hesitate to contact your personal mentor.

COMING NEXT MONTH:Networking OpportunitiesSightseeing ToursThe Importance of Volunteering

WWW.BUSES.ORG/MARKETPLACE

SPONSORED BY NATIONAL INTERSTATE INSURANCE COMPANY

MARKETPLACE 2017 STAR TALES ISSUE #2


Welcome to the American Bus Association Marketplace, the travel industry’s premier business event; network, sell, and learn all at the same time! This is the second of four newsletters, which you, as a first-timer “STAR Delegate” you will receive.

IN THIS ISSUE

Where to get additional pre-Marketplace help

Tips on making the most of appointment scheduling

Tips on making the most of networking, sightseeing and volunteering

Snapshot of Marketplace for planning

WHERE TO GET ADDITIONAL PRE-MARKETPLACE HELP

Located to the right of the Registration Desk, is ABA’s Marketplace Orientation Center… you can’t miss it! The Orientation Center can be of tremendous help for you! We urge you to stop by!

Marketplace behind the scenes tours and tips, one-on-one mentoring and general “help you get started” assistance is available just for you.

Industry veterans will be available and ready to answer all your questions and get you started on a productive week. The Orientation Center staff will be there to put your mind at ease, and help you

achieve the greatest success from your first Marketplace.

Try to come a day early in order to take advantage of this opportunity.

MAKING THE MOST OF APPOINTMENT REQUESTS AND SCHEDULING

APPOINTMENT REQUESTS ARE AVAILABLE NOW!! Please contact your Star Delegate Mentor with any questions you may have.

The Research Databases are available. Make certain your company’s on-line profiles are up to date to ensure the best research results.

Appointments are scheduled based on your company registration date, priority of request and type of request.

ABA’s appointment scheduling program schedules nearly 90% of mutually requested appointments (meaning both the Buyer and Seller requested to meet with each other)

Requesting the maximum appointments allowed increases your chances of getting those mutual requests.

If you did not receive an appointment you requested, you may contact the delegate directly to inquire if the two of you have an open spot to meet.

MAKING THE MOST OF NETWORKING, SIGHTSEEING AND VOLUNTEERING

FUN! FUN! FUN! …But also, BUSINESS! BUSINESS! BUSINESS!

Please make every effort to attend all the great off-the-tradeshow-floor activities that have been planned for you. This includes EVENING EVENTS and EDUCATIONAL SESSIONS.

It’s a perfect time to make new friends, begin new relationships and very possibly, grab a bit of unexpected business in an informal, relaxed atmosphere.

Have you signed up for a SIGHTSEEING TOUR? Our partners in Cleveland have put together some exciting things for us to see and do. You are invited to join them as they showcase their destination. Go to “Marketplace 2017” on the website, click on “Registration/Optional Activities/Sightseeing Tours”.

There are still plenty of VOLUNTEER opportunities available. An hour (or an afternoon) of your time is all it takes to begin new relationships. Not to mention learn more about how ABA is put together. It takes a lot of hands to put a show this size in place.

SNAPSHOT OF MARKETPLACE FOR PLANNINGFRIDAY, JANUARY 13: Arrivals and Complimentary Airport Transportation

SATURDAY, JANUARY 14: Sightseeing, Networking and Education

SUNDAY, JANUARY 15: Appointments, Education and Evening Networking Event

MONDAY, JANUARY 16: Appointments, Education and Evening Networking Events

TUESDAY, JANUARY 17: Appointments, Education and Evening Networking Event

IMPORTANT DATES/DEADLINESSeptember 8

Sign-Up Opened for Housing, Research Databases, Volunteer Sign Up

September 15

Appointment Requests Began

December 2

Appointment Requests Due

December 16

Appointment Schedules Sent/Manual Scheduling Begins

December 22

Manual Scheduling Ends




Marketplace is just around the corner! This is the last STAR newsletter before Marketplace, but if you have further questions the ABA Veterans will answer them at the Orientation Center on the Marketplace floor. You will receive one more newsletter after marketplace to help you navigate follow up strategies and making the most of your investment! If you have missed an issue, please check them out at the STAR communications archive.

IN THIS ISSUE:• Marketplace: A Buyer’s

Perspective• Dress Code• CTIS and Seminars• Last Minute Reminders• Marketplace Gives Back

MARKETPLACE A BUYER’S PERSPECTIVE• Buyers attend Marketplace

to develop relationships with new destinations, attractions, hotels and restaurants.

• Buyers should be sure that their profile sheet is updated prior to marketplace. Sellers use this to make their appointment selections.

• Buyers should have at least 200 profile sheets and 300 business cards at Marketplace for distribution.

• Sellers must research the needs of the buyer. It is not a good return on investment meeting with a buyer who

may never go to your destination, attraction, or property.

• Buyers should only meet with sellers that are truly of interest to their tour product.

• Mutual respect of everyone’s time is important. End the appointment early if it is not a good match.

• Buyers and sellers should be on time for all appointments.

• Please be respectful of the appointment just before or just after.

• If more time is needed to finish the conversation, please make arrangements to meet at a future time.

• If the appointment does not seem mutually beneficial, the appointment can be ended early by mutual agreement.

• In the case of an early ending, agree to keep the line of communications open for possible future business.

TIP: MARKETPLACE DRESS CODE• Business Floor: Formal

business professional dress required. No jeans, no costumes, no uniforms. Professional logo wear is acceptable.

• Networking Floor/Educational Seminars: Business casual dress. No jeans.

• Evening Events: Casual dress.

• Sightseeing Tours: Casual dress.

CTIS AND SEMINARS• The American Bus

Association, together with Indiana University Purdue University Indianapolis offers a continuing education called the Certified Travel Industry Specialist (CTIS) program.

• Courses are designed exclusively for the motorcoach and group tour industry.

• These courses are offered online.

• Visit the CTIS booth at marketplace for more information and a discount.

TIP: EDUCATION SEMINARS • Seminars on current

industry issues are offered at Marketplace.

• Check out the education seminar schedule on the Marketplace website to see what topics professional speakers will present.

• Marketplace seminars are designed for immediate application.

LAST MINUTE REMINDERS/ARE YOU FULLY PREPARED?• Be sure to attend the entire

Marketplace.• Business is conducted

during appointments as well as during all social and networking events.

• Bring plenty of business cards and profile sheets.

• Please 3-hole punch your profile sheets.

• Check out profile sheet samples and checklists available on-line.

• Please put cell phones on vibrate/silent ring during appointments.

• Volunteer – it is a great way to meet and get to know delegates and behind the scenes at Marketplace.

• Dine-Around – If you don’t have plans stop by the Orientation Centerand sign up to go with a group of STAR delegates and Orientation Center volunteers.

We look forward to seeing all of you at the Orientation Center and getting you started on a productive and exciting week!




ABA Marketplace 2017 in Cleveland was an incredible experience.

Special thanks to all of the STAR delegates whose attendance helped make this Marketplace the best ever.

As first-time delegates, you represent the future of ABA and everyone at ABA hopes that you will continue the limitless networking opportunities with us next year in Charlotte, NC.

Here in our final issue of STAR Tales, we will focus on follow-up how to maximize the potential business from all of those great contacts that you made in Cleveland.

MAKE THE MOST OF YOUR INVESTMENT IN MARKETPLACE

We promised you quality appointments and limitless networking.

Now how can you maximize the potential business from

all of those great contacts that you just made at Marketplace in Cleveland?

Focus right now on those leads and contacts that are the highest priority and most time sensitive.

Did you meet a buyer who needs those hotel rooms at a peak time that only you can offer?

Is there a buyer who is considering your area in an upcoming itinerary, but needs just a little bit more information to make a final decision? If so act now to close the deal! And here is a useful tip - don’t swamp this hot lead with reams of brochures or pictures. Sometimes you can close this hot deal with a simple phone call.

You will find that follow up is most productive if you use a targeted approach.

Put together a narrowly focused follow-up message for each of your contacts

with the exact product or service that was discussed in Cleveland. Include your attractive group prices and packages to maximize your sales chances and win clients.

TIP

The clock is ticking. Timely follow-up is important. Use the correct salutation. Personally sign each letter you send.

WIN-WIN SITUATION

During this time of year many of our travel members have to justify their Marketplace registration and membership in ABA.

Many times they use an operator’s ABA affiliation to prove the value of membership in growing their business. It is easy to do. Identify yourself as an ABA-member operator when booking your business and you may be eligible for special offers and incentives. Reference their profile sheet when booking your business

and it can be a win-win situation.

TIP

Business is done year-round. Keep your on-line membership profile updated with your contact information,description, and other searchable information.

Make it easy for members and the public to find you!

SAVE THE DATE ABA’S ANNUAL MEETING & MARKETPLACECHARLOTTE, NCJANUARY 27-30, 2018


marketplace 2017 star tales issue #1 sta… · fun! fun! fun! …but also, business! business!...

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