Chapter 4:

Incentive Travels
 CHAPTER OBJECTIVES
WHAT IS INCENTIVE TRAVELS

DEFINE INCENTIVE TRAVELS

FACTORS OF INCENTIVE
TRAVELS
Understand the factors behind Incentive Travel
Decisions

INCENTIVE TRAVEL PROGRAMS

To understand how do incentive travel programs work

PHASES OF INCENTIVE TRAVEL To Identify the types of Incentive Programs

Understand the phases of Incentive Travels.

Who doesn’t like rewards?

Who doesn’t like free stuff?

 INCENTIVES
Incentives are travel rewards a company may
provide in return for excellent professional
performances from individual employees, groups or
partners. It is a management tool for sales managers,
suppliers, vendors, manufacturing personnel, support
staff, and, in some cases, customers, to be rewarded
and motivated. A few days in a resort, hotel or
popular hospitality venue at your company’s expense
does wonders for employee loyalty.
INCENTIVE TRAVEL PROGRAMS
Incentive travel has been used by
high-performing companies as an
efficient management tool for
decades, but the policy remains
widely overlooked and there is not
HOW DOES IT much diversity in how it is applied.
WORK? Although there is no single standard
for the implementation of incentive
travel programs, the general concept
includes workers fulfilling a pre-
defined goal of applying for a group
trip.
 2 Factors to consider on giving Incentive
travel
• DURATION
- The vacation usually lasts
from three to seven days and
combines team-building events,
opportunities for professional
networking and free personal
time to enjoy the destination
• EXPENSES
- The company funds the majority,
if not all, of the expenses. The
getaway may be offered to all
employees, specific departments,
channel partners or VIP clients.
Some incentive trips include the
employees only while others extend
invitations to spouses or children. An
in-house or outsorced corporate event
planner is responsible for planning
the logistic.
FACTORS BEHIND INCENTIVES TRAVEL
DECISIONS
• Buying power
• Incentive budget economy
• Political climate
• Safety and Security
• Uniqueness of experience
• Value
GOAL OF INCENTIVE TRAVEL PROGRAMS
Motivation and Productivity

 REWARDS
 COLLABORATION
 TYPES OF INCENTIVES PROGRAMS
SALES INCENTIVES
Incentives are a very effective tool for sales
to be motivated. An incentives package could
be directed at the employees of a corporation,
i.e. the sales team or itsdistributors/re-sellers.
 TYPES OF INCENTIVES PROGRAMS
REWARDS AND RECOGNITION
A qualified employee can be considered to
improve customer service, to live up to
organizational values, or to achieve productivity
objectives. As a way to connect with their staff,
recognize success, and encourage top
accomplishments, a business might establish a
commuity travel program ‘award.’
 TYPES OF INCENTIVES PROGRAMS
EMPLOYEE MOTIVATION
Group Travel is also used for the motivation of
employees; to involve people, improve
behaviours, create morale, and incorporate new
values. This may be to address low morale,
turnover of staff, and poor customer service, or to
promote teamwork and launch new goods.
 TYPES OF INCENTIVES PROGRAMS
CUSTOMER LOYALTY
Another variaton of an incentive program
is when group travel is used to reward
customer loyalty and repeat business.
PHASES OF INCENTIVE TRAVELS
• DESIGN AND
LAUNCH
• QUALIFICATION
• PREPARATION
• THE EXPERIENCE
• POST-TRIP
WHAT DO GREAT INCENTIVE TRIPS LOOK LIKE?
ACTIVITY!!
Chapter 5:
CONVENTIONS
 CHAPTER’S OBJECTIVES
At the end of this chapter, the students must be able to:

WHAT IS CONVENTION AND CONVERENCES? CONFERENCES ROOMS

• Realize the importance of conference
• Define convention and conferences; rooms

CONFERENCES VENUE CONFERENCE PROGRAMS

Describe the characteristics of the best • Understand what should be in the
conference venues conference progam
•

HOTEL CONFERENCES ROOM MARKETING STRATEGIES

Understand the hotel conferences room marketing strategies

•
 CONVENTION
Convention is an event where the primarily activity of the
attendees is to attend educational sessions, participate in
meeting/discussions, socialize or attend other organized
events.
Conference is a participatory meeting designed for
discussion, fact-finding, problem solving and consultation. It
is an event used by any organization to meet and exchange
views, convey a message, open a debate or give publicity to
some area of opinion on a specific issue.
 VENUES
Three types of Venues:
1. Conference Centers
2. Convention Centers
3. Hotel
 Importance of Conference
Rooms
The best hotels and resorts have taken steps to accommodate the needs of businesses
and corporate travelers. They provide such guests with important amenities such as:

• A well-equipped business center

• State of the art meeting rooms
• Spacious conference halls for large events
• Banquet halls for official parties
 An indespensable feature of any premium hotel or
resort is the well-equipped conference and meeting
space. This is because it is now increasingly popular
for corporate meetings and conferences. Events
hosted by large corporations and private bodies are
very prestigious and provide a hotel or resort with an
excellent source of income. Being the venue for a
major conference or event tends to improve a hotel’s
reputation, particularly if dignitaries or well-known
personalities in a particular field attend the event.
Characteristics of the BEST
Conference Venues
• Spacious
• Location
• Ambience
• Facilities
• Technology
• Service
 Types of Conferences
• A symposium - is a conference that focuses on academic or
scientific information. They often associate it with
entertainment.
• A workshop - is a more practical based conference where they
take a hands-on approach and attendees get to take part and
receive first-hand coaching.
• A seminar - can be educational oriented lectures or
presentations on a particular topic. There can be multiple
speakers but often only one. They are commercial in nature.
 The conferences will have a larger attendance and
attendees come from wider organizational
backgrounds so a far greater diversification in points
of view and topical knowledge is attained.
Conferences are more likely to have more
knowledgeable speakers are recruited for the
presentations.
What should be in the Conference Program?

• A brief Introduction in the Conference

Program
• The Speaker
 A Brief Introduction of the Organization
The conference program should at least have a brief
introduction that will tell the people who are going to attend
or planning to attend as to what your organization does and
what it plans to do. The only things that should tell the
people who are going to attend the conference is the name
of your organization, when it was founded, what its smart
goals are, and its major achievements.
 The Speaker
A conference is an event where a lot of formal discussions
are going to take place. Naturally, that would mean there are
going to be a couple of speakers that will be talking about a
number of serious topics towards an audience. Since there
are speakers, the people who are going to be attending their
discussions will want to know more about them; the reason
for which is because they might just want to guarantee that
the speaker is one who knows what he or she is talking
about.
CONVENTION CATEGORIZATION AND
MEASUREMENT
• By purpose
• By number
• By frequency
 CONVENTION CATEGORIZATION AND
MEASUREMENT
By Purpose
Congresses are usually to inform, communicate and
provide opportunities to debate different issues.
Conferences are used to inform and to reach conclusions
for issues introduced. Conventions, on the otherhand, are
mainly held to organize, inform, motivate, communicate,
debate or vote.
CONVENTION CATEGORIZATION AND
MEASUREMENT
By Number of Participants
Conferences are usually smaller in nature when
compared to conventions and congresses
CONVENTION CATEGORIZATION AND
MEASUREMENT
By Frequency
Conventions are usually held annually, whereby
congresses can be held annually, semi-annually or even
on an ad-hoc basis. Conferences have established and
fixed schedules with a frequency that varies depending
on each association.
 PLANNING
The very first step is to
establish goals and objectives • Organize site
and in doing so distinguish infrastructure
between objectives of • Determine marketing plan
attendees, meeting • Produce promotional tools
professionals and the host
• Estimate on-site staff
organization.
requirements
After setting the big
• Make other arrangements
picture, planners have to put
all the details together, which
might for instance, include;
 MARKETING THE CONVENTION
This task is heart of the convention as it focuses on
targeting the right group of attendees, speakers and sponsors
by using the right approach in the right place at the right time.
The marketing plan for convention requires extensive
market reserch to shape an impeccable and compelling action
plan and should not only be geared towards delegates but also
potential sponsors, suppliers and exhibitions.
 HOTEL CONFERENCE ROOM MARKETING
STRATEGIES
Conferences room hotels compete with other venues
offering conference rooms, such as conferences centers,
universities and venues for exhibits. Therefore, it is important
to establish a marketing plan that targets the right type of
conference organizer and reflects the hotel’s unique
advantages. The best hotel conference room marketing
strategies will ensure that your conference rooms are fully
booked year-round by a group of organizers who are regularly
rebook the facilities.
FOUR HOTEL CONFERENCE ROOM
MARKETING STRATEGIES
• Build Relationships
• Information
• Promote Meetings
• Collaborate
 PERFORMANCE TASK
Group yourself into 3 and create a conference plan. And it
must contain the following;
The name of your Company/Organization (OLPC-SMI)
Theme
Date of the event
Speaker
Agenda
 Objectives
 Speaker/s and the Topic
 and the event flow
Note: Must be passed hard copy and encoded
CHAPTER 6
EXHIBITION
 CHAPTER OBJECTIVES
At the end of this chapter, the student must be able to::.

DEFINE EXHIBITION DIFFERENCES BETWEEN AN

EXHIBITION AND A FAIR
What is Exhibition.
Understand the differences between an

exhibition and a fair.

PURPOSES AND OBJECTIVES OF EXHIBITION PLANNING

EXHIBITION CHECKLIST
Understand the purposes and objectives of Understand the exhibition planning

exhibition. checklist.
 DEFINITION OF EXHIBITION
• Exhibition mean different people in different parts of the world
including fair, trade show, exposition, trade fair expo and exhibition
and are often used interchangeably. However, these terms share in
common that they are employed for events designed specifically to
display and sell goods to end users in a particular market segment.
• Exhibitions are activities organized to show new products, services and
information to people who have an interest in them, such as potential
customers or buyers. Usually, the organization that exhibits the new
products, the exhibitors, leases an area from the organizer and sets up a
booth to meet with prospective customers. To be admitted into the
show, the buyers or the public require an invitation or a ticket.
 Difference between Exhibition and Fair
• An exhibition most of the time is a • Fairs and exhibitions are
one-time event with no recurring different in the way business is
life cycle. While fairs run for a short conduced on the actual days
period, many exhibitions run for both events are held.
months, some for year or even
longer
• Fairs are usually held regularly and
require less lead-time and planning
because they do not need complex
organization. In contrast, exhibition
are particularly detailed events.
 Purposes and Objectives of Exhibition
Exhibitions are one of the most
effective mediums for
establishing and maintaining
customer relations. In an
increasingly digital age,
exhibition are often the only
events where buyer and seller
physically come together - a
potent force for business.
7 MAIN ROLES;
I. Buying
II. Selling
III. New product introduction
IV. Media coverage
V. Gaining competitive intelligence
VI. Updating industry developments
and trends
VII.Networking and problem solving
 ADVANTAGES AND DISADVANTAGES OF EXHIBITING
AT TRADE FAIR
The exhibition is a platform where companies, professionals and
industry experts come together and meet with each other. They share
their thoughts for the betterment of their business; they share
information about their business and also build long-lasting business
relationships. In this modren Era, exhibition plays a vital role to grow
the business up and it is also very important part of marketing product
of different companies along with selling, advertising and direct mail of
the product on the internet. The exhibition is really helpful for
marketing and promoting the purpose of the product. The exhibition
gives many opportunities which are unavailable to other marketing
media.
ADVANTAGE OF EXHIBITION
I. Meet and Connect with
Potential Clients
II. Increase your Brand
Awareness
III.Gain More Knowledge
IV. Learn what works and
what doesn’t
DISADVANTAGE OF EXHIBITION
I. The Exhibition is
Stress
II. Needs Responsibilities
III.Exhibitions Could
Fall
IV.Exhibition Need
Marketing
 Why Exhibit at a Trade Show??
 BOOST BRAND VISIBILITY
- Trade shows provide unique opportunities to increase brand awareness.
 GENERATE SALES LEADS
- Showcase your products and services to thousands of engages attendees.
 BUILD LASTING RELATIONSHIPS
- Network with a community of other businesses and meet industry influencers.
 RESEARCH YOUR COMPETITORS
- Stand alongside other big names in your industry and observe their offering.
 FACE-TO-FACE MARKETING
- Speak and sell to clients in person. Make sure your message resonates with them.
 RECEIVE INSTANT FEEDBACK
- Get a clear understanding of how customers feel about your products and services.
 EXHIBITION PLANNING
1. Choose the right exhibition for your Business
When considering which show is right for your business you
need to do your homework. Find as much information as possible
to establish fits into your marketing strategy, but crucially if it’s
attractive to your target audience.
You should also check out which of your competitors are
already exhibiting. You should be able to get this from event
organizers and is important when considering your stand location
and key marketing messages.
 EXHIBITION PLANNING
2. Assign Key Roles and Responsibilities
Thinking the whole planning and execution of your
exhibition stand should be handled by one person could
be your first mistake. The starting point should be to
assign these key job to certain individuals.
 EXHIBITION PLANNING
3. Evaluate Floor Plans and Select your Space
They will immediately give you a comprehensive floor map of the case,
including stand room availability, after you contact the trade show
coordinator. Both doors and exits, seminar rooms, theathers and
communal areas, such as seating and cafes, will be included in the floor
plan.
Where you stand is located, you will want to ensure that as many
participants as possible pass by your stand, which could have a big
impact on the footfall. To get the best possible spot, booking early is a key.
A great location and stand can also have an impact on costs, however, and
it is essential to spend your budget in the most efficient way.
 EXHIBITION PLANNING
4. Choose your type of Exhibition Stand
A trade show organizer will likely offer you two packages
- shell scheme or space only.

• SHELL SCHEME
- A shell scheme is usually the cheaper option and will typically
include stand walls and carpet. The stand walls will be a blank canvas
readies your exhibition panels or banner stands.
- Your stand will start out looking like everyone else’s but with
effective and engaging graphics you can create a great looking stand
even on small budget.
 EXHIBITION PLANNING
4. Choose your type of Exhibition Stand
A trade show organizer will likely offer you two packages
- shell scheme or space only.
• SPACE ONLY
- Space Only exhibition stands are a complete blank
canvas where yo simply pay for the floor space.
- Businesses with larger budgets that want to create
custom trade show banners or bespoke stand design will
book just the space and then often employ an exhibition
stand contractor to build their stand.
 EXHIBITION PLANNING
5. Ensure your company is listed on exhibitor website
Once you’re a confirmed exhibitor you will have
the opportunity to feature as such on the exhibition
website. This informs prospective attendees you will
be there and where your stand is located. Many
exhibitions will also include a link to your own
website which can be a great source of visitor traffic
as well as boosting your online visibility.
 EXHIBITION PLANNING
6. Set Goals and Exhibition Objectives
Before moving on, ask yourself why are you
attending the tradeshow. Exhibiting at a tradeshow is
expensive so it’s important to establish meaningful and
measureble objectives - and these should be at the
forefront during the rest of your planning.
Analyze what you want to achieve from your show,
this could include brand awareness, lead generation,
direct sales, a new product launch, gathering contact
information or networkig with suppliers.
 EXHIBITION PLANNING
7. Plan some pre-show advertising
This is often a stage that is overlooked but
should be part of any successful plan. You’ll want
to consider how you engage your prospects and
what information they see.
 EXHIBITION PLANNING
8. The Different Stand Designs and Layouts
Your exhibition graphics and general stand layout is crucial to the
success.
TYPE OF STAND
I. Pop-Ups & Banner Stands
II. Modular Stands
III. Shell Scheme Graphics
 EXHIBITION PLANNING
9. Custom Built Stands
A custom built stand will provide a dramatic impact
and is sure to get your brand noticed. Providers of this
service should take control of your project from the
initial brief, through to design and production, and on
to installation and breakdown.
 EXHIBITION PLANNING
10. Design & Print Marketing Literature
Exhibition stand won’t be complete without printed
literature for visitors to takeaway. Printed brochures,
product catalogues and leaflets can include detailed
information - not forgetting the trusted business card.
You may also want to create flyers to promote your
business to people as they walk around the exhibition.
 EXHIBITION PLANNING
11. Plan who will be attending
Your staff or colleagues will need to know in plenty of time
if they’re going to attend the exhibition, especially if travel
and time away form home is required. You’ll want people who
are approachable and experts in your business and products.
The numbers required will depend on the size of your
stand and size of show. For standard sized exhibition stands
it’s generally recommended that 2 people always man the
stand. You may also want to create a timetable to ensure your
team know where they should be.
 EXHIBITION PLANNING
12. Throughly Read Through Exhibitor Manual
In the lead up to the show itself the organizers will
send you an exhibition manual. This will include all
the fine details you need including general guidance,
when you can build/take down your stand, directions
and opening hours. You’re often allocated a time
when you can access the venue in a vehicle, so this
needs to be communicated with the relevant people.
 EXHIBITION PLANNING
13. Submit Electrical and Furniture Orders
If your stand design includes electrical requirements
and furniture (this is often available through the
exhibition organizers), you will need to order this up
front. You may also be able to order upgraded lighting.
Even the use of a laptop will mean you need a plug
socket - this needs ordering including the location. Like
in any workplace, trailing wires across the floor will
not be allowed so some careful consideration is
required.
END OF THE MIDTERM
TOPICS
GOOD LUCK ON YOUR
EXAM!!
THANK YOU
THANkS