“Day one I negotiated a contract and day two we finalized it. It was for an association group. I’ve just had an appointment with a Fortune 500 financial institution, so I’m thrilled!” said Jessica Cox, Embassy Suites, Nashville Downtown.
Some of the business success stories have been underpinned by established relationships, many of which were forged at previous IMEX shows. Dawn Candrea, Hilton Sedona Resort at Bell Rock, explained: “I had a meeting with a client I met for the first time at IMEX America last year and this led to her signing a contract and booking a program. She returned to see me at the show and to rebook. The encounters and relationships made here are what I consider great success stories for us.”
Secret sauce
Relationship building is the ‘secret sauce’ across many areas of the industry including the association sector as KiKi L’Italien, CEO and Founder of Amplified Growth, explained: “We have so many tools to help us, but the human connection – how we work together – is crucial.” Kiki was part of an Association Leaders Power Hour panel discussion on the show’s Inspiration Hub, sponsored by WebEx. The theme – how to build trust, membership retention, building a strong community and brand.
She shared some favourite communication hacks: “Communicate with consistency, clarity and transparency. There’s always a way we can improve on the way we communicate.” Meg Fasy, Founder & CEO of FazeFWD, also part of the panel, added: “Don’t be afraid to own your mistakes – this can reinforce relationships in the long run, it’s about having integrity.”
Incentives on the rise
Some of the trends apparent on the show floor include a lean toward incentives, particularly those that pull back the curtain on a destination to reveal a fuller cultural, artistic or other story.
Destinations also shared how they work with planners to create a positive impact in their location and foster a ‘shared sustainability sensibility’ in a series of short case studies on the Inspiration Hub. Innovations and Impacts: Destination Case Studies attracted attention on the IMEX|EIC People and Planet Theater by offering practical advice and first-hand insights.
IMEX America concludes on Thursday, October 19 at Mandalay Bay, Las Vegas.