Working for a trade venue has its challenges but persistence pays off.
I work for a trade promotion body in Hong Kong and every year we organise about 30 trade fairs. A big chunk of my time is spent on researching companies and evaluating their suitability for sponsorship to visit our fairs.
Of course, I'm unable to let them know on the onset that we are considering for sponsorship so there is this inherent scepticism from companies whenever I send out an invitation to them.
Sometimes, I have to convince them that we are bona fide while other times, our invitation is never answered.
Every fair has a forum and I'm also responsible for finding someone who is willing to be a speaker. It is quite an uphill task as most buyers are reluctant to do public speaking while others are not authorised to speak on behalf of their companies.
I would say that a business owner would be more inclined to participate as it is also a good platform to promote his business.
Usually, I travel five times a year to Hong Kong to provide onsite assistance to our buyers and I take advantage of this opportunity to learn about our buyers' sourcing plans and difficulties faced by them.
Some may think that it is an easy job and an enviable one but a lot of hard work, follow-up and persistence are behind the scenes.
There are some markets that are small so there is always the challenge of finding new players and for online stores, if a contact number is not available, the daunting task of contacting them to visit our fair is very real.
I'm not a top sales person but I believe that once you deliver what you promised to your buyers, you have forged a relationship with them and they will remember you as someone who takes their requests and interests seriously.
It is also important to be honest with them so as to manage their expectations.
Li Choo is a venue sales professional for a trade venue located in Hong Kong.
Singapore – Nu Skin Japan brought 250 of its regional sales leaders for a well-deserved travel incentive to Singapore(read more)
Direct from IMEX America 2016 in Las Vegas –Timo Kiuru, CEO of The Unthinkable, started the knowledge session with a statement, “Welcome to the death of event experiential marketing.” Kiuru, recognised by Connect Corporate Magazine as...(read more)
You might be doing it wrongly if you have been offering product details that fail to go beyond venue spaces and capabilities. (read more)
What do Malaysia and Singapore have in common in the way they market themselves and stay ahead as business event destinations?
Singapore – Set to open in the second quarter of 2017, the 222-room Sofitel Singapore City Centre has announced the appointment of Freddy See as Director of Sales & Marketing. (read more)
Singapore – October is set to be the busiest business events month as Marina Bay Sands welcomes the highest number of major events in a single month since its opening in 2010.(read more)
Singapore – A new Helsinki-based “hotel without bedrooms” event venue concept has made its way into Singapore. Here’s a sneak peek inside Huone Events Hotel before its February 23 opening and why it is bound to disrupt the local meetings industry.(read more)
Singapore – HotelAsia, one of Food&HotelAsia’s pioneer specialised trade shows will feature an impressive host of brands, showcase new equipment and technology and unveil a Singapore Pavilion for the first time. (read more)
Join our mailing list