KEY ENTITIES IN BUSINESS EVENTS INDUSTRY
Association Management Companies
(AMCs) (for associations and NGOs)
(act on both demand side / supply side)
(in-house meeting planners)
Government Bodies and NGOs
National Convention Bureau
Venue Providers (hotels, resorts,
and exhibition grounds)
Transportation and Logistics
Support Service Providers
Corporate and Incentive Travel
Networks ➢ Builds business contacts, trade and research links
Exports ➢ Stimulates international markets for locally produced goods and services
Access ➢ Delivers access to new technologies and exchange of ideas
Profile ➢Generates media attention as a place to do business
Knowledge ➢ Strengthens professional expertise
Investment ➢ Provides a world stage – “if they see it, they will invest.”
➢Showcases innovation, products and expertise
➢ Attracts the world’s industry and thought leaders
Identification of Key
Insights and intelligence
sharing on leads and
Conversion of leads
Joint Sales Activities
Sharing of Bids Lost
Meeting Facilities and Technical
Bidding Support Accessibility by Air
Ease of Access
Infrastructure and Support Services
Unique Experience Safety and Security Ease of Access Value for Money
Size of Local Market State of the Economy Ease of Doing Business Trade Relations Exhibit Space Overall Cost
To compete internationally as a Business Events Destination, Key Decision Makers use the following elements to decide on
the suitability of hosting their Meetings, Incentive, Conference or Exhibition in the bidding city or country.
➢ A Convention Bureau is a destination’s marketing body and its primary role is to market and sell the destination it
represents- whether a city, region or country.
➢ The Convention Bureau is the natural starting point for anyone who wants to organize a meeting or a congress in a
➢ It is a ‘one-stop-shop’ for independent information and assistance and will give a planner unbiased and neutral
advice on all aspects of hosting and organising conventions and business events within a particular geographical
➢ A Convention Bureau is actively generating leads through sales calls to the clients local and international hosted
buyers (associations, corporates; incentive houses; exhibitions); signature events; ICCA Database – lead qualification;
sales presentations; industry engagements; relationship marketing; local industry functions; ambassador programme
and marketing platforms.
➢ A Convention Bureau continuously research the Business Events market
➢ Develop and business development strategies and tactics
➢ A Convention Bureau support and work in partnership with the destination’s Business Events stakeholders/industry
C o n v e n t i o n B u r e a u
S e r v i c e
ORGANISER / KEY DECISION MAKER FOCUSSED DELEGATE / CONSUMER FOCUSSED
Support services clients expect from CB’s. Support must be given for both the actual bidding process and in the form of bid enhancements
such as committing support services to the client during the staging of business events
Mining and minerals
Manufacturing sector Travel and Tourism
Agriculture Financial Sector Wholesale and retail trade
Do our sector strengths and knowledge capital guide our bidding?
• The National Association Plan aims to encourage local based Associations, Federations and
• Rotate their National Meetings/Conferences across SA – Spreading the economic impact of
local meetings and conferences to villages, towns and dorpies (VTSD)
• Create bidding opportunities for VTSD with the assistance of the Provincial and City
• Assist VTSD across SA to develop their meeting and conferencing infrastructure by bidding
for National Association Meetings and Conferences.
• Promote tourism experiences (pre and post tour packages for delegates and accompany
persons programme) in VTSD that can be marketed to delegates by local SMME’s,
contributing to domestic tourism.
• Incentivise the procurement of conferencing goods and services from local service providers
• Create opportunities for communities based in VTSD to attend and
participate in National Association Meetings and Conferences as delegates
Member of Regional
Potential to Bid for
Encourage pre and
post tour activities
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