WORLD TRAVEL MARKET NOVEMBER 2005 EXCEL, LONDON DOCKLANDS STAND NO GV6800 Guidelines to Good Exhibiting

Steps to Successful Exhibiting  Know your OBJECTIVES  Know your VISITORS  Know your ROLE

Know your Objectives You must be aware of three factors:  Your Company’s Objectives  Your Personal Targets  Follow Up Systems

Your Company’s Objectives  An exhibition is a far more cost effective way of making contact with clients and potential clients than being out on the road, but only if you make it work in a positive way  So think about some objectives to apply at the forthcoming show, examples:….

Your Company’s Objectives - Examples  To promote the TDS divisions  To launch new products and services including Galileo Leisure  To assess the competition  To target new sales enquiries  To meet existing customers, improve their interest in our products and reinforce existing relationships  To meet potential customers, identify new sales opportunities and prepare the ground for future sales with key potential buyers

Your Personal Targets You are likely to have 4 key performance measurements:  Making direct sales contact  Making appointments for follow-on sales visits  Logging enquiries and names of visitors for general follow up and measurement  Closing the sale

Follow Up Systems  A planned, co-ordinated, consistent follow up is essential  Ensure enquiry forms are completed and business cards are collated – Cendant Hosts will collate these and place them onto Siebel for follow-up

Know your Visitors  Your purpose in being at the exhibition is to interest, entice and allure potential customers who may want to do business with you, therefore you need to:  Talk to the right audience  Identify potential customers  Arrange to follow up

Identify Potential Customers  Visitors to a show are likely to include:  Buyers  Influencers  The Rest  A show will deliver quantity of audience but you must be able to differentiate between the buyers and influencers and the rest – these are your potential customers  Quantity does not mean quality and your should develop a system to identify those who matter – otherwise you may be wasting your time.

Present Yourself  No matter how good the stand looks – the most important thing on display is you. Make sure you:  Look the part  Employ good body language (make sure you smile, are approachable and friendly)  Look interested – no eating, drinking or using mobile phones on the stand  Address visitors face to face  Don’t leave visitors waiting a long time  Always wear your badge  Have a good stock of business cards  Look busy  Work as a team

Present Your Product  This is ultimately the most important thing of all – to present your products or services as well as you possibly can.  Visitors attend shows:  To find solutions to known problems  To identify new methods  To meet industry experts  To re-sign agreements/contracts They come to find out what the products or services on display can do for them and their business

Present Your Product  All visitors expect from exhibitors apart from courtesy, is good product knowledge – they expect you to know everything!  Listen to the visitors carefully and get information out of them quickly rather than leap into a sales pitch which is inappropriate  Make sure you are fully briefed on all aspects of the business

WTM 2005 – What’s Going On?  Stand briefing 09:30 daily  Cendant Hosts to meet and greet  Press – “Ask the Experts” Monday 16:00  Enquiry Forms to be completed  Boat Party – invitation only  Gordon Wilson – Captains of Industry lunch  Chris Vukelich – Super GDS Panel  Cloakroom – leave items there at your own risk!

Collateral  Brochure – a new TDS brochure is being produced for WTM and this will be the only collateral on display  Video – a new TDS video is being produced and will be displayed on 4 plasma screens around the stand