02 icca rsmp 2012 - finding your potential clients

International Congress and Convention Association.

www.iccaworld.com | icca.mobi

ICCA Association Database training

ICCA Research, Sales & Marketing Programme

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Association Database Criteria

Our leads in the database must:

• have at least 50 participants• be organised on a regular basis• move between at least 3 countries



• 10,886 Online International Associations

• 16,654 Online Series

• 165,800 Online Events

As at 31 May 2012

Association DatabaseNumber of Leads



Association DatabaseSources

• ICCA members• International Associations• Internet• Local organisers• Suppliers• Other publications



International organiser: ICCA, Amsterdam HO

Series (1): ICCA Research, Sales & Marketing ProgrammeEvent: 6th: 14-16 June 2012, Bregenz, Austria

Series (2): ICCA Congress & ExhibitionEvent: 51st: 20-24 October 2012, San Juan, Puerto Rico

Series = potentialEvent = confirmed

Series/Events?



Difference series/events

Series

1

Event7-9 July2011

Gdansk

Event 13-16 June

2012Bregenz

Event13-16 June

2013Amsterdam

International Organiser

ICCA

Series

2

Event22-26 Oct

2011Leipzig

Event20-24 Oct

2012San Juan

Event2-6 Nov

2013Antalya



Series: ICCA Congress

Leipzig 2011

San Juan 2012

Shanghai 2013

Antalya 2014

Buenos Aires 2015

EVENTS

2016?



1a. How many series are organized by International Organisations (associations) based in Vienna?1b. Where can you find the names of the series?



2a. For the Business Exchange at the ICCA 2010 Congress in Hyderabad, Mr. Jens Bungardt provided additional information on the World Congress of the International Union of Food Science and Technology –IUFoST-. Where can you find this info? 2b. You would like to know more about the exhibition attached to this meeting. We have this available for the 2010 edition which took place in Cape Town. Where can you find

this information?



• World/International: the conference rotates between all continents

• Europe:the conference rotates only within Europe

• Scandinavia:the conference rotates only between Scandinavian countries

Rotation area examples

Remember to: choose your continent AND World/International



3a. Please have a look at series #6004176. Does Austria stand a chance of becoming a future destination?

3b. Do you think the organization will consider Austria for the 2nd open year?



4a. Please look for potential business for Austria, with a max. of 1,200 attendants and with a commercial exhibition attached.4b. Please save your search.4c. Look at your result. You decide to immediately follow up on the first lead. Let your colleagues know this by attaching a note.4d. Open the selection and check how many

series make use of a conference centre.



Mail merge!Steps to generate direct mail:

1. Make a selection on-line2. Export the profiles3. View and check them in MS Excel, filter your result if

necessary (on preferred venue, first open year, city, etc).

4. Save the file in MS Excel Workbook Database format5. Connect this Database to MS Word (Mail Merge)6. Insert the fields needed in the letter7. Mail merge!



5a. You are working for a congress centre based in Vienna and want to check if there are any events in the ICCA Database taking place in that city as of 1 June 2013 without a venue.

5b. Are any of these events with commercial exhibition?5c. What do you do when you notice there is information missing in one of the event profiles?5d. What can you do if you know a lot about an

event and you would not mind other ICCA members contacting you about it?



Event insiders (new feature)



Core PCO (new feature)



Remember

- ICCA criteria- Target your search: Series or Events? - Series: - Search for potential business - Report an update - Decision information - Additional scanned information - BE extra information - Remarks - UIA - Events: - Search for confirmed business - Report an update - I’m an insider - Exhibition link- Database online: - Research Corner - User Manual Association Database



Thank you!

ICCA Research, Sales & Marketing Programme

| #irsmp12