How to host a successful and profitable Fam Trip

Familiarisation Trips and one-to-one Site Inspections can be the key deciding factors that turn a speculative enquiry into a firm conference booking
BUT, what about the occasions you have gone out of your way to welcome a client, shown them round your venue/destination, treated them to lunch, given up half your day



…………...and then never hear from them again?



No doubt, quite often. Indeed some Venues and Conference Bureaux have suffered far worse with many a story to tell…..co-ordinated trips abroad, buyer accompanied by spouse looking for “a free weekend”, weeks spent planning detailed itineraries, expensive gifts etc. All these can generate high costs with low returns. And that is just the Freeloader. Then there is the non-decision maker, the so-called “consultant on behalf of “xxxplc”, and the timewaster. None of these have any purchasing power, many never will. Finally, not forgetting the “no shows”, buyers who fail to attend without any advance warning, costing you time and money.
Here is an opportunity to help you increase your chances of securing a firm booking and therefore improve your Return on Investment by hosting a focused event, attended by genuine buyers.


Welcome and introductions


§ Outline of the market

§ Events for 2008 and 2009

§ Update on trends



Fams and Site Visits



§ Understanding your perceptions and your visitors requirements

§ Itineraries

§ Communicating internally – pre visit briefings

§ Pre-visit checklist

§ Return on Investment



Target marketing



§ Effective use of mail-shots

§ Cleaning the database

§ Existing buyers

§ How to identify and quarantine freeloaders

§ Handling “no shows”



Using PR to maximise your investment



§ Case studies

§ Press/article placements

§ Joint initiatives with other parties (tourism, Chamber)



Best practice tools



§ Using Moderators

§ Questionnaires

§ Quiz sheets

§ Incentives

§ Promotional gifts

§ Terms and conditions

§ Leavers/Extenders packs

§ Follow up strategies

§ Exhibitions



Open Discussion



§ Groups or single site visits

§ Promoting the destination – joint marketing initiatives

§ Virtual Site Tours





Cost is from £60 per delegate for a half day seminar
This course can also be run in house for Venues, Hotels and CVB's.
To register your name for the next event or to request more information, please email

mike@write-style.co.uk