Fams, the Event Planner and Sales People

Fams are great ways to learn about destinations, we all know this aspect of the business. What really irks my butt are the planners that take advantage of fams just to get a free trip to anywhere (you know the type, they will take a free trip to the local 7-11 if someone is giving away nachos and hot dogs).

That being said, we should all use fams wisely and only go on the ones that you may have a viable  business for or where we may genuinely wish to learn more about. There is nothing worse than going on a fam and having to wait for miss-what’s-her-name who is running late because she was by the pool, or Mr. Needs Another Free Doughnut.

I understand that the property or destination has spent a pretty penny to get me there and I will gladly be on time and ready to see what they have to offer. I am on a fam because I have a client who may want to use this destination in the future or because I want to sell a destination and I need to speak intelligently about it so that everyone has a successful program.

Hotels and Destinations, here is something that most understand but not all…….I also sometimes send our sales people on fams to learn about destinations so that they are better prepared in client meetings. You know the meeting, client says “I am not sure where to take the incentive this year”, there is nothing better than a sales person who just got back from the Bahamas, Orlando or Toronto and having them chime right in with “well Ms. Client, let’s have a look at this destination, it has………………..”

Boom, we have a sale and so does the property, the local DMC, the local restaurants and so on and so on. So, please understand why I send a sales person with our meeting planners. It benefits us all in the long run.

Keith Johnston

Keith Johnston

Keith is the Managing Partner of i3 Events but is most widely known as the outspoken publisher of the event industry blog PlannerWire. In addition to co-hosting the Bullet List and Event Tech Pull Up Podcasts, he has been featured in Plan Your Meetings, Associations Now, Convene, Event Solutions, and has appeared on the cover of Midwest Meetings Magazine.

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