The sales and marketing environment for congress and convention centres has been going through a period of rapid and profound change due to a number of factors now affecting the market environment, including global security concerns, the "commoditization of the buying process through the adoption of formal procurement policies by many corporations and associations, a concentration of buying power resulting from the emergence of core PCO's and growing expectations of discounts and financial incentives by clients.

In response to these developments, AIPC convenes an annual International Sales and Marketing Summit in cooperation with IMEX to take place just before the opening of the trade show. The object of this full day session is to create a forum in which senior level, venue based, congress centre Sales and Marketing Directors can define key issues from a global perspective, share experiences and develop strategies for response.

Alliances, incentives, procurement policies and the role of intermediaries were amongst the wide variety of topics reviewed and prioritized at AIPC’s first Sales and Marketing Summit in 2006. The second edition in 2007 addressed practical isssues such as a marketing plan development, international bids and the role of environmental practices in marketing a centre. Participants placed a high degree of importance on the insights received from clients outlining the expectations and challenges they face in staging events today along with good advice on how centres should communicate with them to have the greatest effect.

The agenda for the 2008 Summit included a presentation on the Potential of the Internet for Convention Centre Marketing, the Implications of Pharma Codes for Meetings Facilities and Destinations, and a panel presentation on The Role and Success of Marketing Alliances in Convention Centre Marketing.

Highlights of the fourth Summit will include:

• A facilitated workshop with a leading sales training strategist
• Senior level association perspectives on today’s challenges, and
• A panel of experts on the growing role of social network marketing

For this year’s Summit, AIPC has suspended participation fees for the first registrant from each member centre because we understand the concern members are feeling in a year of uncertainty in the global economy and believe everyone will benefit from the broadest possible range of participation as we assess new sales and marketing strategies and opportunities.

Make sure you include the 2009 Summit in your plans and scheduling for IMEX:

Date and time: Sunday May 24, 2009 from 10.30 until 17.00 hrs.
Location: Congress Center Messe Frankfurt
Cost for additional registrations (includes lunch and coffee break): € 110

The forum is a very valuable exercise and the results provide important guidance to convention centre executives as they look forward to competing in one of the most challenging and competitive markets we've ever seen.

Registration: contact Marianne.de.raay@aipc.org