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, 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. Theses same themes were reflected in comments by Dr Layth Bunni, CEO of Congrex Holding BV, Jocelyn K. Koole-Krusemeijer, General Manager of ENCP and Luca Favetta, Director Global Events EMEA-APA, SAP SA.

The agenda for the 2008 Summit includes a presentation on the Potential of the Internet for Convention Centre Marketing by Ronnie Overgoor, the Implications of Pharma Codes for Meetings Facilities and Destinations by Richard Bergström (Director General of the Swedish Pharmaceutical Association LIF and Chair of the IFPMA Code Compliance Network) and a panel presentation on The Role and Success of Marketing Alliances in Convention Centre Marketing

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.

Senior, venue based, Sales and Marketing Directors from AIPC member centres who are exhibiting at IMEX are invited to register for this event. As participation in this summit will be limited we are asking to register as soon as possible in order to secure a place. The cost for attendance, including coffee breaks and sandwich lunch is €105 per person.

The 2008 Summit will take place on Sunday April 20 at 11.00 hrs and end at 17.00 hrs.

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