With GIBTM coming up in Abu Dhabi, ATN finds out why agents should attend and offers tips on selling meetings. With GIBTM coming up in Abu Dhabi, ATN finds out why agents should attend and offers tips on selling meetings.

Why should agents attend?
This year GIBTM has run a dedicated campaign to attract agents to the show, informing them of the opportunities to increase business, provide clients with added value services and to remain competitive.

“Those that visit GIBTM will find everything that they need to organise and plan their next meeting, conference, incentive trip or event on behalf of their clients,” said Barnett.

“Additionally, professional education features highly with a programme of seminars and workshops presented by international professionals who will debate and tackle key issues and give practical advice.”

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He said the role of the travel agent had become increasingly important within the MICE sector as clients look to them to book their business travel.

“There is also a great opportunity for travel agents to get involved in offering a wider service that could lead to planning and creating events and incentives,” Barnett added.

The future of MICE
GIBTM exhibition director Graeme Barnett: “I am looking to the next 12 months with optimism and excitement.

The enthusiasm of governments [across the region] to recognise the increasing economic benefits and potential of business tourism shows no sign of abating.

A strong and clear vision, significant investment allied to private enterprise and constantly improving facilities and access for international business travellers have made the region highly competitive in a very short time.

After all, it is predicted that 300,000 jobs will be created in the next two years in the hospitality sector alone — 20% within the meetings and events sector. That’s 60,000 meeting professionals. So recruitment and training will continue to be a major influence on performance.”

Tips to make MICE work

TIP 1: Product knowledge is key to be able to effectively sell. We encourage our travel agents to visit the properties, meet with the teams, and experience the service.
Christian Pertl, director of sales & marketing, IHG Dubai Festival City

TIP 2: It is imperative that travel agents have an in-depth knowledge of the destination to understand the opportunities and value for money that it offers to buyers. They can only really do that by visiting the destination and talking to the tourism bodies and hotels based there.
Sean Cullen, director of sales & marketing, Mövenpick Resort & Spa Dead Sea

TIP 3: Know your client and what their requirements are — are they a young, funky group or perhaps one that is more interested in cultural elements? These factors will influence what destinations appeal to the client. Look for unique selling points in the destinations you are proposing.
Robin Mcleod, sales & marketing manager, Dragonfly Africa

TIP 4: It is important to be creative with the product you are offering your client and one of the most important elements of this is to promote venues, activities and services that reflect the culture of the destination. As the saying goes, “When in Rome, do as the Romans do”, and here in Dubai, the emphasis should be on providing a true Arabian experience for the guests.
Carl Palmlund, director of sales — groups, Jumeirah Group

TIP 5: Explore new and interesting destinations and work closer with the hotels to achieve the best results.
Selim El Zyr, CEO, Rotana Hotels & Resorts

MICE incentives for travel agents
 

The Jumeirah Group offers travel agents the following benefits when booking MICE:

  • 15% commission on rooms
  • 10% discount on the master bill (excluding rooms)
  • 5% commission on food and beverage (Dubai only)
  • Up to 50% attrition 30 days prior to group arrival
  • One free room for every 25 rooms that are booked
  • One free suite for every 50 rooms that are booked

Rotana Hotels & Resorts: offers tailormade packages for travel agents and MICE organiser to suit the specific requirements of their clients.

Movenpick Resort & Spa Dead Sea: offers fam trips to Jordan and the Dead Sea so agents can experience the product and speak to MICE and F&B specialists.

New format for the GIBTM education programme
For the first time, GIBTM’S education programme, which is targeted at associations, corporates and agencies, will be divided into three distinct themes — The Event Planning Day on Monday March 29; The Big Industry Research Day on Tuesday March 30; and the Industry Trends Day on Wednesday March 31.

Event Planning Day: will feature four sessions — Graham Keene, CEO, World Events, on implementing CSR policies; Ali Al Saloom, president, Embrace Arabia, will tackle the key cultural considerations when planning events in the Middle East; Adrian Bell, founder, Action Impact, will look at the future of the special events industry.

The day will end with a panel discussion.

The Big Industry Research Day: will start with the presentation of the GIBTM/meetme Middle East Trends Report. This will be followed by Sean Mahoney, president, SITE 2010, looking at the current climate for motivational events, who will share insights from the International Site Index and IRF Incentive Industry Trends Outlook.

Session three presented by Didier Scaillet, chief development officer, MPI, will highlight key findings from FutureWatch 2010 while the final session will bring the presenters together to discuss how the research findings impact the future of the industry.

For more on GIBTM visit www.gibtm.com