1. Survival Strategies for Suppliers Presented by Kristi Casey Sanders Editorial Director/Chief Storyteller Plan Your Meetings PlanYourMeetings.com

2. Before We Begin This webinar will be broadcast live through your computer speakers. Please turn the volume up so that you are able to hear. If you do not have sound through your computer, dial the number provided in your registration confirmation e-mail Please use the WebEx chat functionality to send in questions or email them directly to conversations@mpiweb.org. conversations@mpiweb.org After the webinar, the panel will create a summary FAQ document based on the questions submitted. We will email this document to you when it is complete and will post it on the MPI website. For Technical Assistance from WebEx: Toll Free 1-866-229-3239 or Toll International 1-408-435-7088

3. Brought to you by MPI Foundation Sponsored by Freeman AV

4. Survival Strategies for Suppliers Presented by Kristi Casey Sanders Editorial Director/Chief Storyteller Plan Your Meetings PlanYourMeetings.com

5. Compared to last year, your company’s predictions of meeting and event- related business is: Source: MPI Business Barometer, April 2009 http://www.mpiweb.orghttp://www.mpiweb.org

6. State of the Industry PYM Town Hall site: http://www.planyourmeetings.com/townhall/http://www.planyourmeetings.com/townhall/

7. Biggest challenges Perceptions Helping incentive groups/finding corporate business Cancellations Planners’ budgets Discounting vs. price integrity Shorter booking windows Getting commitments Turning NOs into YESes Marketing Developing new revenue streams Attracting backyard business Selling strategies Leveraging technology Prospecting for new business Differentiating yourself from the competition Morale http://www.planyourmeetings.com/townhall/

8. Solutions Image by Carf http://www.flickr.com/photos/beija-flor/http://www.flickr.com/photos/beija-flor/

9. Correcting misperceptions Industry news & action sites: www.MeetingsMeanBusiness.com www.MeetingIndustryinCrisis.org www.KeepAmericaMeeting.org www.PlanYourMeetings.com www.USTravel.org

10. Incentives & the “luxury” quandary “Special” experiences don’t necessarily need to be “luxurious” Celebrate individual rather than group achievement D/B/A Protect your brand International travelers Sources: Site Global Foundation, Public Agenda Forum, Goodyear Tire & Rubber Company

11. Nurturing the corporate market What’s “appropriate”? How do you find the planners? Flexibility is key Hard vs. soft dollars Partnerships & packages Social responsibility Sources: Maritz Marketplace Poll

12. Customer service is key “It costs less to keep the customers you have than to find new ones.” Cancellations & attrition Be authentic & listen What do they need? Don’t take anything for granted Go back to basics Image by NoHoDamon http://www.flickr.com/photos/nohodamon/http://www.flickr.com/photos/nohodamon/

13. There is potential for growth Finding new markets 3rd parties Virtual tours Google ad words Search engine optimization Video/Web conferencing E-mail marketing software /Google Wave Social networks Source: MPI Business Barometer, April 2009

14. A word about morale... “It’s hard hearing ‘no’ over and over again. But remember, for every ‘no’ there’s a ‘yes’ somewhere along the line. So keep trying until you get to that.”

15. See you at WEC! Two Sessions on Tuesday, July 14 Change Begins With You: Meeting Responsibly @ 8:30 a.m. The Irreplaceable You: Prove Your Worth @ 3:45 p.m. (with Evan Casey) Let’s continue this conversation: kristi@planyourmeetings.com http://www.twitter.com/PYMLive kristi@planyourmeetings.com http://www.twitter.com/PYMLive

16. Not a Member of MPI? Visit MPIWeb.org to join and get connected to over 24,000 meeting and event professionals across the globe. MPI is the essential knowledge, networks and marketplaces you need to be successful in your career.

17. Brought to you by MPI Foundation Sponsored by Freeman AV