page 1
page 2
page 3
page 4
page 5
page 6
page 7
page 8
page 9
page 10
page 11
page 12
page 13
page 14
page 15
page 16
page 17
page 18
page 19
page 20
page 21
page 22
page 23
page 24
page 25
page 26
page 27
page 28
page 29
page 30
page 31
page 32
page 33
page 34
page 35
page 36
page 37
page 38
page 39
page 40
page 41
page 42
page 43
page 44
page 45
page 46
page 47
page 48
page 49
page 50
page 51
page 52
page 53
page 54
page 55
page 56
page 57
page 58
page 59
page 60
page 61
page 62
page 63
page 64
page 65
page 66
page 67
page 68
page 69
page 70
page 71
page 72
page 73
page 74
page 75
page 76
page 77
page 78
page 79
page 80
page 81
page 82
page 83
page 84
page 85
page 86
page 87
page 88
page 89
page 90
page 91
page 92
page 93
page 94
page 95
page 96
page 97
page 98
page 99
page 100
page 101
page 102
page 103
page 104
page 105
page 106
page 107
page 108
page 109
page 110

26 . www.conference-news.co.uk . February 2012INTERNATIONAL CONFEX Leading by exampleExhibitors at International Confex may fi nd the following tips from Jackie Paige, Director, Xpert Business Development, useful for managing leads at the eventQualify, qualify, qualify: Gather your team for a brainstorming session of your previous trade show experience. What worked and what didn't? How good was the calibre of leads? Did the qualifi ed leads buy and if so how much did they spend? How will you determine a qualifi ed lead?Bring them to your stand.Splash out on hospitality: This might eat into your budget, but it's an opportunity to improve and maintain existing relationships, as well as courting new potential customers. Hospitality can yield as much as a 50 per cent increase in uptake. Alternatively, create a meeting space for private conversations with key people and customers.Use at least two methods to log prospect business cards: Leads are valuable information and can be lost in the chaos of travel and unpacking. Using only one logging method leaves you open to lost information. Utilise a combination of smart phone, laptop and portable scanner. Design a custom lead form and identify high profi le leads: Include questions designed to qualify prospects. Are they the purchasing decision-maker, within what time scale will they buy,? You can also use it to record everything you learn about a prospect's needs.Lighten the load for your leads: Don't load them down with brochures, but instead scan their details and agree to send them a package after the show. Responding within 24 hours by efax, email or overnight mail, will ensure a favourable impression.Managing leads not yet ready to buy: Immediately after, follow up with a phone call. Not every lead will be ready to buy. Having a process in place that keeps them in the buying cycle allows you to stay visible and provides regular touch points. Build up trust - you'll eventually earn their business.A tale of two city exhibitorsTHE NEC Birmingham will launch new solutions for the market at International Confex 2012. Head of Insight at the NEC Group, Adi Clark, hosts a research round table on Association Day and The NEC will then undertake a piece of research based on the hot topic of the table.The NEC will launch two products to the Confex audience: a new competitive Day Delegate Rate (DDR) and a Black Box Solution. Louise Hankinson, Conference Account Manager, said this fi nancial year The NEC will host 100 conferences and meetings, for the likes of Severn Trent, Neal's Yard, NHS and Talkback Thames. "We are launching our DDR to create a value offering and a product in line with today's market." "The Black Box solution is for clients who have outgrown the conference facilities and wish to move into one of the NEC's 20 inter-connecting halls to host their conference or product launch. "The Black Box creates the infrastructure required, including power, drapes, carpeting, furniture, cleaning, security, and other conference facilities, plus extra solutions on top of the standard package, such as catering. The benefi ts to the client include not having to source all of these things separately."The NEC Birmingham "International Confex has proved fruitful since ACC Liverpool began attending fi ve years ago and has helped us win numerous events during this time including Royal Colleges of Nursing, whom we fi rst met at Confex in 2006, the National Association of Pension Funds and British Dental Association," says ACC Liverpool Sales Director Kerrin MacPhie. "We anticipate that 2012 will be no exception."We'll be looking for opportunities within the corporate and agents sectors in this Olympic year for organisers who may have been squeezed out of the capital. "Exciting new developments include our White Label app, which can be tailor-made to each event, and our online planning tool which enables clients to take a virtual tour of our venue."We'll be launching our 'Our Responsible Story' to the marketplace, a publication which sets out ACC Liverpool's corporate and social responsibility (CSR) strategy in booklet form. Our CSR commitment to clients includes providing guidance for their own CSR initiatives, advising on the impact of events held at our venue and helping to forge relationships with charities in Liverpool."ACC Liverpool's Responsible Story

+44 (0) 1235 777900 williamsf1conferences.comTHE COMPLETE EXPERIENCEWITH AWARD WINNING RESULTSConference News Half Page_114 x 188_3 mm Bleed.indd 106/01/2012 14:24:06Come and see us at International Confex, 06 - 08 March2012, ExCel, London for special offers and great giveaways. Free internet access. Free parking. Beautiful surroundings including a 16 acre botanic gardenLeicester Conferences is the dedicated award winning conference and events teamwithin the University of Leicester; one of Leicester and East Midlands' most versatileconference, meeting and accommodation venues.All inclusive delegate rates start from £23.00 (ex. VAT) so give us a call to check our availability now!. Excellent value for money. Quality in-house catering. Accessibility for wheelchair usersQuote our promotional code LC0212 to take advantage of our special offers and discountsFor all your conference, meeting and event needs -central to youT: 0116 271 9933E: conferences@le.ac.ukW: www.leicesterconferences.co.ukCONTACT US TO DISCUSS HOW WE CAN HELP MAKE YOUR NEXT EVENT A GREAT SUCCESSWinner'Best Valuefor MoneyConferenceVenue'in the UK*