Global Delegate Boosting Strategies “Why” we do what we do is clear: We believe that when people come together, magic happens. And we do it, because we understand that it creates success, for both the business and our own personal and professional lives. We are a different partner because: We understand and leverage the value of human capital and connections to create personal and organizational success. We listen to our clients to better understand their needs and expectations. We aim to inspire thought-provoking dialogue, based on our track record and global experience. We’re committed to mobilizing our collective expertise to create difference and raise performance. 1

DIVYA KIRAN THAPA About Myself Indian, in Dubai for 5 years MCI Dubai, 3 years Sales & Key Account Management for 7 years

Agenda Objectives of Delegate Boosting Delegate Acquisition Process Our Story Going Global Case Studies Wrap up Q & A

Why delegates attend?

Increasing Attendance Objectives Increasing Attendance Increasing Revenue

The Acquisition Process

? Identify the Delegate Market – Business Multipliers Delegate Acquisition ?

Colleges & Universities Targeting Your Ideal Delegate Composition Corporates Associations Colleges & Universities Delegate Acquisition Ministries Individuals Government Entities

Process Implementation Pre-Sales Process : Building an effective Delegate Sales Strategy Process Implementation Sales Know How Establishing our Credibility Market Trends Overview of Sales Cycle Price Relevance Key Motivations & Buying Triggers USP of the Congress Mapping Different Customer Types Sales Team

Tele-calling & Sales Strategy Defining Sub Processes Data Mining Tele-calling & Sales Strategy Delegate Acquisition

Turning Prospects Into Paid Delegates Stage 1 – Delegate Research by Market Stage 2 – Defining Event USPs of the event Stage 3 – Prospective Database Building Stage 4 – Registration Fee Strategy

Turning Prospects Into Paid Delegates Stage 5 – Direct Sales Campaign Stage 6 – Follow up Stage 7 – Negotiating & Packaging the Deal

Value Add Services – Our Secret Hotel Bookings Visas Flights Transfers Tours Dinners Our arrangements is comparable to a concierge service to make the whole event a seamless experience !!

10% - 15% 25% - 35% >50% Delegate revenue comprises of 30% - 50% Delegate Revenue Contribution to Congress Budget 10% - 15% 25% - 35% >50% Delegate revenue comprises of 30% - 50% of overall congress revenue

Our Middle Eastern Story

Progressive Results Delegate Demography Snapshot 2010 - 2013 Attendance Snapshot 2010 - 2013 Delegate Demography Snapshot 2010 - 2013

Going Global

Regional Sales Hubs BEIJING CHINA DUBAI UAE DELHI INDIA ARGENTINA BUENOS AIRES ARGENTINA OUTREACH Indian Market Chinese Market Bahrain Egypt Jordan Lebanon Oman Qatar Saudi Arabia UAE Argentina Chile Colombia Mexico Peru Uruguay Venezuela

Participants World Congress Cardiology 2012, Dubai UAE Success Stories / Case Studies Participants World Congress Cardiology 2012, Dubai UAE

Tracking Conference Metrics & Progress Analysis Outreach to Business Multipliers Email & Tele-marketing Campaign

Tracking Conference Metrics & Progress Analysis Market Feedback Attendance Tracking

Colleges & Universities Revisiting the Ideal Delegate Composition Delegate Acquisition Corporates Colleges & Universities Individuals Government Entities Ministries Associations

Reasons of Success Focused outreach to participants from the region Sales support network in multiple markets with local knowledge, expertise and relationships First-hand feedback and a feel of the market dynamics Consistent Communication with potential participants in their local language Sell to prospects what you have with customization

Keys to Effective Delegate Acquisition Identifying your key audience Outreach to your key audience Communication with your key audience

Divya Kiran Thapa Delegate Sales Manager MCI Middle East divya.thapa@mci-group.com +971 50 5507190