when site selectors come to visit: 8 tips for a memorable fam tour
DESCRIPTION
There's no substitute for seeing a community firsthand - especially for site selectors who live and breathe business location decisions every day. And since it's estimated that site selection consultants advise mid-sized to Fortune 500 companies on up to 40 percent of all business location decisions, it's critical for economic developers to get their communities on the radar of this key audience. Bringing site selectors into your community for a hosted familiarization (FAM) tour is one of the most effective ways to do just this, allowing you to directly communicate and showcase your region's assets and advantages.TRANSCRIPT
When Site Selectors Come to Visit8 Tips for a Memorable FAM Tour
December 10, 2013
@aboutdci, #econdev, #DCIFAMTips
Presenters
Rachel DeloffreSenior Account
Executive
Susie WebbSenior Coordinator Occupier Services
Elisabeth KulinskiSenior Associate
Indirect Tax Credits & Incentives
About DCI
• Development Counsellors International (DCI) is the only firm in the world to specialize exclusively in marketing places.
• Since 1960, we have worked with 400+ cities, regions, states and countries, helping them attract both investors and visitors.
• DCI has planned and executed dozens of FAM tours and site selection consultant events across North America.
• DCI’s database, LocationAdvisors.net, houses information on some of the most influential site selection professionals.
Why FAM Tours?
• Form relationships with the local economic development organization.
• Meet face-to-face with political and business leaders.
• Gain invaluable knowledge of a city/region by seeing it in person.
8 Tips from
2 Site Selectors
1. Send an Enticing Invitation
Invitation Tips
Include sample schedule
Catch attention with a fun activityMention high-level
government or company officials
Send 2-3 monthsin advance
Send a “Save the Date” teaser
2. First Impressions Count
Select Stellar Food and Accommodations
• Location, location, location
• Communicate with hotel to make check in seamless
• Eat somewhere unique to your region
• Ask about dietary restrictions/give options
3. A Warm Welcome
Welcome Packet FAM tour schedule Articles about your region Maps Brochures Welcome letter from mayor or governor
FAM(tastic) Welcome orThank You Gift
• Gifts help site selectors remember you
• Consider giving something iconic that’s made in your area
• Be sure the gift relates to your location
• Consider shipping something after the trip, depending on size
4. Arrange High-Caliber Meetings
1. Politicians 2. Business Leaders 3. Members of your EDO
Meetings with Civic Leaders
Do This: Not That:
Meetings to Consider:• Mayor• Governor• Other high level politicians
Corporate Executives
• Leaders from your business community
• Spokespeople who know their industry
• CEOs from your biggest industry clusters
• One of your biggest employers
Members of Your Organization
• Help host the group
• Chance to form relationships with site selectors
• Be a resource/tour guide
5. Show off Your Key Assets
1. Research facilities 3. Manufacturing operations
2. Biggest employers
More specifically…
• Choose companies with something special or new (i.e. recent expansion, unique technology, etc.)
• Show a diverse range of companies/industries
• Don’t necessarily need tours of educational assets
• Consider looking at real estate
6. Incorporate Quality of Life
The quality of life aspects of your city/region are often key differentiators
Tourism Attractions & Quality of Life
• Quality of life assets allow site selectors to explain more than just numbers to their clients
• For some site selectors, the fun activities are a big draw, for others, they’re not as important
• Make the trip more flexible and appealing by scheduling fun activities towards the end
7. Find a Good Pace
Itinerary and Scheduling Tips
• Make weekends an add-on option, but not key part of the FAM
• Pack in as much as possible, but allow a little downtime
• Be accommodating and flexible
• Stick to your schedule
• Add an element of fun
Sample Schedule
Element of fun
Short break
Biggest employer
City officials
8. Stay in Touch
• Consider a short survey to get candid feedback
• Send out a contact list or load V-Cards onto branded USB stick
• Add SSCs to your newsletter list
• Send updates/a phone call once in awhile
8 Tips from 2 Site Selectors
1. Send an Enticing Invitation2. Make Your First Impression Count3. Extend a Warm Welcome4. Arrange High-Caliber Meetings5. Show off Your Key Assets6. Incorporate Quality of Life7. Find a Good Pace8. Stay in Touch
Thank You!
• Presentation will be posted on a blog tomorrow at www.aboutdci.com/blog
• Contact information: