NEWH - April 2006 - (Page 29)

an innovative sales event mirrors innovative market trends by Cynthia Tripp Kampf, Founder and President Tripp Design As the hospitality industry innovates and changes, evidently so does its sales events. In October Las Vegas was home to a new type of sales conference for the hospitality industry, one in which specifiers and suppliers were given slotted time periods to meet and greet one another. With some 75 attendees from Australia to Houston, hospitality industry suppliers and specifiers gathered to brainstorm in seminars as well as confer in one-on-one meetings. With much of the talk centering around the hot boutique market and the “brand effect,” some attendees found the weekend ending too quickly. Conducted by Sipco Events, Hospitality Match International (HMI) succeeded in breaking from traditional sales events by aiming to introduce specifiers to brands by means of prearranged 20-minute one-on-one sessions. Although brand recognition varied between participants, the intimate meetings created opportunities for insight for all involved. “Having an opportunity to interact with representatives from various levels of specifiers and buyers on a one-on-one basis was an asset. Often, we may have relationships with a principal of a firm, but to meet those in other capacities who affect the usage of our product is integral,” said Elaine Schroeder, Kravetcontract national sales manager. Most of the buzz, however, centered around the one-on-one meeting between specifiers and suppliers. Andrea Dawson Sheehan noted, “Some of the vendors I met with I had met previously but never had the time to talk with except in passing. Meeting with them for twenty minutes was a luxury I never seem to have with my schedule.” Indeed, as the hospitality industry continues to change, so does its approach to everything from midmarket properties to the traditional sales event. The new relationships forged in this innovative approach to improve communication are certain to have a noticeable effect in the industry. 29

Table of Contents for the Digital Edition of NEWH - April 2006

NEWH - April 2006
Letter From the President
Upfront
Contents
Hospitality News
Insights From ALIS 2006
Giving Back to Move Ahead
Lead by Example and Touch
Developments of the Future Will Focus on the Emotional Connection
NEWH Sessions at HD Expo
NEWH/Los Angeles Founding Chapter 2005 Gala Fundraiser
Innovative Sales Event Mirrors Innovative Market Trends
Coming Events
IH/M&RS Gold Key Awards Honor Leaders in Hospitality Design
All That Glitters … Is You!
Contributors

NEWH - April 2006