STAR Tales #1

“At Marketplace, the only thing more valuable than STAR delegate ribbons

are Operator Badges!”

Charles “Butch” Beckwith, ABA Board Member and Owner – Turner Coaches

[PerFirstName], welcome to the American Bus Association Marketplace, the travel industry’s premier place to network, sell, buy, and learn all at the same time. This is the first of four newsletters (three pre-Marketplace and one post-Marketplace), which you, as a first-time attendee – our STAR Delegate – will receive.

If you haven’t already done so, go now to the section of our website, dedicated to you! Here you will find the STAR Packet, Appointment Session Information, and answers to Frequently Asked Questions. Click onto the STAR Packet link and print it. It will prove an invaluable tool in making your first ABA Marketplace successful and productive.

Also click the link to Appointment Session Information and Frequently Asked Questions. If you cannot find the answer to your questions call ABA at 800-283-2877 or meetingsdept@buses.org.

Your Passport to STARdom Begins at ABA’s Marketplace Orientation Center

Immediately after registering at the ABA Registration Desk at the Gaylord Opryland Convention Center, come to the Orientation Center. Our volunteers in the Orientation Center can be of tremendous help to you! Our “behind the scenes” Marketplace tours, one-on-one mentoring, valuable preparation tips, videos and much more are all available to you. ABA Marketplace veterans will be ready to answer all your questions, and get you started on a productive week!

Many STAR delegates are apprehensive about what to do, who to see, and how to begin. Don’t worry! The Orientation Center staff will have everything to put your mind at ease; we’re committed to making your first ABA Marketplace successful and productive.

In a survey of Marketplace 2005 STAR Delegates, 98% of delegates utlizing the Orientation Center felt better prepared for Marketplace after their Center experience.

Marketplace is a Week Full of Business Opportunities

Take full advantage of every networking opportunity. The ABA Marketplace is much more than just the 7-minute appointments you have scheduled. Industry veterans agree the more time you spend at Marketplace, the more opportunities you have to sell your product and destination.

Any operator will tell you that the motorcoach tour market is a relationship market. The week of Marketplace is an opportunity to meet and network with more of North America’s top tour and motorcoach operators and suppliers, than at any show held today. Don’t waste that opportunity by attending for only 1 or 2 days. Spend the entire week and not only participate in Marketplace, but make the most of every networking opportunity available to you. Make your time at ABA an investment, not an expense! For a quick view of what the 2006 Marketplace has in store for you, go to the Schedule of Events link to see the Marketplace schedule in detail. Don’t miss out!

Quality Appointments: Profile Sheet

One important item that you should start working on now (if you haven’t already) is your profile sheet. This is a one-page (front and back is OK) summary of your product or area. It is indispensable when meeting tour companies during appointments or at other Marketplace events such as seminars. Profile sheets can even be useful during your post-Marketplace follow-up sales efforts. Check out sample profile sheets on the Resources link.

REMEMBER your profile sheet should include:

EVERY way an operator/seller can reach you (phone, fax, e-mail)
A brief description of your product
New features and unique attractions about your product
Peak season or best time to visit information
Sellers Only: And even the reasons other operators give for including your product in their itineraries!

Don’t try to include everything under the sun in fine print. Sometimes less is more, and makes a better impression on potential clients! Finally, don’t forget to bring plenty of your profile sheets and business cards to Marketplace!

Quality Appointments Don’t Just Happen!

Your purpose for attending Marketplace is to build your business. For bus and tour operators, Marketplace offers a unique opportunity to meet sellers who provide services in areas that they want to visit. Sellers have the opportunity to make a year’s worth of business calls in one week, at one location. Now – today – is the time for sellers and operators to begin planning for Marketplace.

Research is critical to successful appointments. Begin now to identify the contacts you want to make at Marketplace.

Start with your Marketplace Passport.
View the buyers and sellers who will be attending the Nashville Marketplace.
Research all of the registered companies through the “Research Databases” Passport Stamp.
View the list of registered delegates at the “Attendee List” Passport Stamp.
Remember; your opportunity to request appointments – if you are an appointment-taking delegate – began on October 24.
Access the “Appointment Request” Passport Stamp through your Marketplace Passport.
Be sure and check to see the names of operators/sellers that may have already requested you.
You may select and edit your appointment requests as many times as you would like until January 9, 2006.
Remember that the appointments are filled based on your registration date and NOT when you make the request.
Check out our Quality Appointment Guide.

We will cover more on all of this in future newsletters…

Additional Resources: Just Ask

Finally, you will find that attending Marketplace is truly a unique and rewarding experience. There are many activities and opportunities to network, sell, and learn that it may seem challenging at first. That is why we have the Orientation Center and why industry veterans want to make sure you get started on the right foot! Stop in as soon as you register and as often as you like, and your week will be rewarding and memorable!

Orientation Subcommittee members will also be giving you a call in December and January so use all of the resources we have available to make your business at Marketplace easier!

See you in Nashville – where our STARS will shine on Center Stage!