Impact Publications : MICEBTN_66
MICEBTN - MARCH-MAY 2017 • Page 43 ITE Hong Kong goes from strength to strength and promises more business opportunities this year The next ITE Hong Kong, the city’s only travel fair including the lei- sure-focused 31st ITE and the 12th ITE MICE, will be held from June 15 to 18, 2017 in the Hong Kong Convention & Exhibition Centre. Last year the travel fair attracted more than 600 exhibitors, 86 per cent of them from international destinations. The first two days of ITE Hong Kong are trade-only days, with the last two days open to the public. In 2016, overall the event attracted more than 12000 regional buyers and trade visitors, including over 6,000 travel agents and 2,400 from corporations and the MICE indus- try. The public days attracted nearly 88,000 visitors. Examples of repeat pavilions with substantial expansion this year include Guam and Taiwan and Japan, which has been expanding at ITE since 2011, from fewer than 30 stands then to over 70 last year. New exhibitors this year come from Argentina, Bacelonia, Vienna, Israel, Jordan, Pakistan and Peru, with the largest new pavilion ex- ceeding 70sqm. New exhibitors this year will promote skiing resorts in the Europe- an Alps and religious tours. Each year ITE Hong Kong promotes around 10 travel themes through seminars, special displays, targeted promotions and working with related organisations and /or groups of interested travellers. Last year this included travel options that are attractive to affluent consumer segments including sport and culture tourism. Free and optional activities in this year’s trade days include 20 sem- inars on leisure, MICE and corporate travel, business matching for buyers and sellers plus the meeting packages mart. Organised by TKS Exhibition Services, ITE is supported by China National Tourism Administration, Hong Kong Tourism Board, Macao Government Tourism Office, travel and MICE associations in the region. Please visit www.itehk.com for details. or contact TKS Email: email@example.com | Phone: +852 31550600. For more articles and complimentary eBooks by Robyn Henderson, visit www. networkingtowin. com.au clients. Your systems should help you to build that reputation and give you access to information quickly. Be visible and always follow up. If you are replacing a previous business development manager, then you have a database of previous clients to work with and you can work through that list with phone calls, visits etc. However, if the role is new, you’ll need to create a database of prospects and ultimately clients. Once you know the profile of your pro- spective/potential clients, your next step is basically to ask where they go to network. You want to connect with these people in a meaningful way and be remembered posi- tively. Find out what networks, chamber of commerce and so on your new organisa- tion belongs to and make contact with their membership manager to ensure your name is included on any invitation list. If you really want to impress the client, check out their LinkedIn profile before you make the phone call. Look for common ground, potentially from their interests, where they grew up, the groups they belong to. “I was just looking at your profile on Linke- dIn before I phoned you, I see that you grew up in xxx, me too” is a great starter to build- ing a positive relationship with someone you (hopefully) will be able to keep as a client for your employer or welcome as a new client. Oh, and when you are on LinkedIn, remem- ber to update your profile with your new role. It goes without saying if you attend a networking event, expo or conference, aim to have quality conversations with strangers, make notes about the people that you meet and always, always follow up. Also seek out information that is of interest to your network. It is a brilliant way to hit the ground running in your new role. Creating a client base from scratch takes effort and commitment and networking will ultimately be the key to unlocking all that new business. Remember to have fun along the way.