Sales Brochure WTM. Means Business - World Travel Market

Sales Brochure
WTM. Means Business WTM Official
Premier Partner
07-10 Nov 2011• ExCel loNdoN

02
Staged annually in London,
World Travel Market is the event where
the travel industry conducts business.
WTM is a vibrant, must attend, four-day business-to-business
event, presenting a diverse range of destinations and industry
sectors to global travel professionals. It is a unique opportunity
for the travel industry to meet, network, negotiate and conduct
business under one roof.
By attending WTM, participants
efficiently, effectively and
productively gain immediate
competitive advantage for their
business and stay abreast with
the latest developments in
the travel industry.
As ambassadors for travel, we all know the crucial
importance of face-to-face meetings in business
so the WTM team is focused on bringing key
buyers to you. As a result, more business deals
were concluded thanks to the launch at WTM
of Speed Networking sessions between exhibitors
and Meridian Club industry buyers.
WTM 2010 experienced record exhibitor and
visitor numbers and demonstrated how resilient
the travel market is.
The 2011 event will continue to show innovation,
ensuring the right mix of compelling content and
diversity on the event floor. WTM will deliver the right
buyers and will further improve functionality on
our website pre-event to enable better and more
relevant business connections.
07 - 10 NOV 2011• EXCEL LONDON •
With a track record stretching back 31 years,
and drawing on the expertise of parent company
Reed Exhibitions, WTM can give exhibitors
unrivalled, tailored advice to ensure your
business objectives are reached by attending.
43% of our visitors do not go to
any other travel trade exhibitions,
making WTM the focal meeting
point for all buyers both overseas
and UK based.
WTM also offers our exhibitors unrivalled exposure
to the global press, making WTM a spring board
for your annual marketing campaigns.
Sign valuable deals
Meet top buyers to
generate sales leads
Explore & enter
new markets
Create exposure
for your brand
WTM. Means Business

03
Why Exhibit?
Even in this digital age, when information is so much easier
to come by, people will always want – and need – to meet
face to face. There is simply nothing to compare with the
ability to see, touch, test and discuss new products and
solutions first hand.
Exhibitions are a highly cost effective marketing medium. only at an exhibition can you simultaneously
generate sales leads, launch new products, enter new markets, raise brand awareness, develop
customer relations, size up your competition, conduct market research and command press attention.
We deliver compelling content to entice and inspire your customers along with powerful event
technology to put you in direct contact with key buyers. WTM also provides networking opportunities
to maximise your return on digital products, directories and events to extend the sales pipeline to
365 days of the year.
Visitors Statistics*
97% of visitors were satisfied
with what the event delivered
WTM met or exceeded the
expectations of 93% of visitors
93% of visitors achieved something
new; they found, bought, met or learnt
something that they wouldn’t have
done if they hadn’t visited WTM
85% of visitors are very or
extremely likely to attend WTM 2011
More than four out of ten visitors
do not attend any other travel exhibition
Exhibitor Statistics*
96% of exhibitors see it as quite
or very important to exhibit at WTM
94% of exhibitors were somewhat,
very or completely satisfied with WTM
2010, a 5% increase on 2009
Estimated average value of orders
over the next 12 months for each
exhibitor is £158,255
on average 42 existing customers
and 49 new customers visited each
stand over the 4 days
07 - 10 NOV 2011• EXCEL LONDON •
47,532
Of the global travel industry’s most
senior professionals attended WTM
2010, 4.3% increase on 2009
**
26,795
9.8%
2,648
18,610
8,185
178
It’s exciting to be here, we’ve been planning it since 2009.
A lot of companies have been interested in having appointments
with us and want to do business with us. Some of these were companies
that were working in Iraq 10 years ago and want to renew their relationship.
We’re already considering whether to
take a bigger stand next year.
Maitham Nasser, UK representative, Iraq Tourism Board
Meridian Club and trade
visitors attended WTM 2010
Increase on 2009 Meridian Club
and trade visitors
WTM attracts 2,648 UK and international media.
WTM delivers exhibitors exposure to global
trade and consumer media across print,
online and broadcast outlets
Overseas and UK trade professionals
attend WTM to do business
Qualified Meridian Club
members attended WTM 2010
Ministers and Aides attended WTM 2010,
representing the importance of WTM as a global
platform and arena for international debate
* Source: Independent research by
Fusion Communications November 2010
** Figures submitted for 2010 ABC Audit

04
Return on your Investment (ROI)
Event marketing is still considered by international
marketers the number one channel for accelerating
and retaining customer relationships and overall ROI.*
Events offer the most cost-effective way to connect with customers and build
trust. WTM 2011 will strive to create more value for our exhibitors in this post
recession world and this will be at the heart of our future strategy.
WTM provides you with an exclusive, and unique platform to
develop a comprehensive marketing strategy with compelling
results. WTM’s Speed Networking sessions attracted 243 senior
global buyers – Meridian Club members – to meet as many
exhibitors as possible on the first day.
We are committed to ensuring exhibitors justify their expenditure at
WTM. Before, during, and after the exhibition, we can help you to
plan your event strategy, attract the right business and generate
media coverage. Everything we do in partnership with you is
aimed at increasing your ROI.
With pressure on your budgets and the demand for greater RoI,
you need ever increasing reassurance that your money is well
spent. We know from visitor feedback how valuable WTM is to
them with more than 18,000 trade professionals attending
WTM. Meeting current customers is the top objective for exhibitors
at WTM, while generating sales leads is another key target.
From the moment you sign up as an exhibitor, you can take
advantage of the expertise and advice of our account
managers, PR professionals, marketing and exhibition experts.
Maximise Your ROI
Pre - event
• Interactive online profiles
• Submit your My Invitations
• Social Networking
• My WTM/Connections
• Database access/rental
• WRTD Logo user submission
• WTM Launchpad
At the event
• Speed Networking sessions
• Media Diary of Events
• Lead Capture Devices
• Radio WTM
07 - 10 NOV 2011• EXCEL LONDON •
To ensure you get maximum ROI
from WTM 2011, focus on the initiatives
below and make it an integral part
of your marketing strategy.
Meridian Club is the only global
buyers club in the industry.
Meridian Club is World Travel Market’s business
club. Membership is awarded to senior travel
industry buyers who have direct responsibility
or influence over purchasing products.
The club facilitates contract negotiations
between members and WTM’s exhibitors
leading to business deals being signed.
WTM was fantastic on the first day. We
were inundated from morning to afternoon.
The pre-show activity was also really good and
we arranged a lot of meetings in advance to maximise
the first two days. We will be here next year
and we will step up our presence.
Gary Mayger, Senior Vice President,
Global Business Develoment, RateGain
*Source Eventview 2010, Event Marketing
Institute and George P. Johnson.

05
Networking
opportunities
For us, WTM is the most important show.
We have 40 companies on our stand
and this is the show that gets the most
business. This year we have taken more space,
but we always have a waiting list.
Elisabeth Hakim, Incoming Tourism Coordinator,
Peru Tourism, North America and UK
Promoting Your Business at WTM
Web marketing is a leading route to market, enabling increased
interaction with your target audience and a perfect platform to
promote your business prior to the event. Its impact on business
and ROI is increasing year on year, with many companies using
social networking to promote their participation at WTM.
The WTM website ( ) received 588,876 visits
and had over 321,000 unique visits in 2010, an increase of 1.6% from
2009. As a key part of the WTM community of visitors and exhibitors,
it is ideally placed to deliver your marketing message all year
round. The exhibitor profile gives you the opportunity to upload
details about your products and services, along with content and
hyperlinks, to bring your company to life and attract new business.
07 - 10 NOV 2011• EXCEL LONDON •
Discuss new
products
Exhibitors can also take advantage of our detailed WTM Exhibitor
Zone packed with advice on how to make the most of the event
through our marketing, PR and operations teams.
We provide online tutorials to guide you through the process
and operate a WTM Exhibitor Customer Service Hotline.
You can further promote your participation at WTM by using the
My Invitations function on the WTM Exhibitor Zone to invite key
contacts from Monday 7 to Thursday 10 before the deadline of
Friday 23 September 2011. By doing this, you receive access to
our pre-registered Meridian Club members and trade professionals.
WTM attracts nearly 3,000 UK and international media, offering
the potential for global media coverage of your company in
the months leading up to the exhibition, as well as during the
event itself.
Meet Meridian
Club buyers
We can support your activities during WTM with guidance about
stands and exhibiting personnel, tips to boost media coverage and
free business advice from the “Ask the Experts” clinics. WTM and
Reed Exhibitions provide a range of packages to ensure you have
the best possible stand for your budget.
Attending the WTM Seminar, Conference & Event Programme,
including the WTM Business day (Thursday 10 November), enables
exhibitors to learn about cutting-edge business strategies and key
trends from top-level speakers and industry bosses.
The WTM website will feature podcasts, video and PowerPoint
presentations from the seminars, conferences and other events, so
exhibitors can glean as much valuable information as they require.
My WTM allows you to make connections to facilitate meetings
with registered visitors and other exhibitors in advance of the
event, ensuring a packed diary.
To make the most of your attendance, post-event follow-up is
crucial. Create a database of leads, target strong prospects
and evaluate the event with your team.

06
WTM 2010 Attendance*
47,532
Total WTM 2010
Industry Attendance*
8,185
Meridian Club Members
18,610
Trade Professionals
2,648
International Press
1,532
Students and Lecturers
178
Ministers and Aides
42,032
Square metres
26,795
Total Visitors
5,053
Total Exhibiting Companies
625
Main Standholders
4,428
Exhibiting Partners
189
Countries and
Regions represented
49%
Participants from the UK
51%
Participants from outside the UK
100
Seminars and Conferences
07 - 10 NOV 2011• EXCEL LONDON •
overseas
UK
Visitor Demographics*
Main Company Activity
Accommodation Supplier
Air, Land & Water Travel
Airport
Consulting Company
Destination Management
Company
Educational Establishment
Financial Services Company
Golf Related Services
Ground Handling Agency
Group Travel Organiser
Marketing Services Company
Meetings, Conference,
Exhibitions, Incentive Travel
Private Travel Arranger
Technology and Online Travel
Ticketing Agency
Tour Operator (Inbound,
Outbound, Domestic, Golf)
Tourism Board, Attractions &
Entertainment Provider
Trade Association
Travel Agency (Business,
Group, Online, Retail)
Wholesaler
Other
ToTAl %
3,982 14.90%
2,224 8.30%
144 0.50%
992 3.70%
607 2.30%
431 1.60%
175 0.70%
47 0.20%
115 0.40%
633 2.40%
1,306 4.90%
1,119 4.20%
228 0.90%
973 3.60%
130 0.50%
6,112 22.80%
655 2.40%
254 0.90%
3,249 12.10%
922 3.40%
2,497 9.30%
Total 26,795
* Figures submitted
for 2010 ABC Audit

07
Industry Sector*
50+ Tourism
Activity Holidays
Adventure Travel
Business Travel
City Breaks
Cruise Holidays
Cultural &
Heritage Holidays
Disabled Travel
Educational Tourism
Gay & Lesbian Travel
Health/Medical Tourism
Luxury Travel
Meetings/Conferences/
Incentives
Online Travel
Out of the Ordinary
Experience
Religious Tourism
Responsible/Eco-Tourism
Rural Tourism
Safari Holidays
Shopping Experiences
Singles Travel
Space Travel
Sports Tourism
Sun and Beach Tourism
Wedding & Honeymoons
Youth Tourism
Other
TOTAL %
7,441 5.40%
20,973 15.20%
7,733 5.60%
8,011 5.80%
8,510 6.20%
4,830 3.50%
7,961 5.80%
879 0.60%
3,795 2.80%
1,488 1.10%
3,634 2.60%
8,909 6.50%
9,737 7.10%
5,687 4.10%
1,997 1.40%
2,089 1.50%
2,843 2.10%
2,293 1.70%
3,552 2.60%
2,250 1.60%
2,460 1.80%
400 0.30%
3,175 2.30%
6,607 4.80%
4,831 3.50%
2,849 2.10%
2,954 2.10%
Total 137,888 (multiple response)
Product Interest*
Accommodation
Air, Land and Water Travel
Airports
Business & Financial Services
Destination Management
Destinations
Event Management
Golf Related Services
Ground Handling
Media
Suppliers & Services
Technology Company
Tickets
Tourist Attraction &
Entertainment
Tours
Trade Associations
Training/Recruitment
Travel Agency
Venues
Other
ToTAl %
75,217 41.10%
21,998 12.00%
2,327 1.30%
1,113 0.60%
9,266 5.10%
10,677 5.80%
5,900 3.20%
2,760 1.50%
2,954 1.60%
2,804 1.50%
3,408 1.90%
6,948 3.80%
2,514 1.40%
11,278 6.20%
6,193 3.40%
1,084 0.60%
873 0.50%
11,672 6.40%
2,518 1.40%
1,438 0.80%
Total 182,942 (multiple response)
Purchasing Responsibilty*
Direct
Influence
None
Blank
07 - 10 NOV 2011• EXCEL LONDON •
KEY
TOTAL %
15,025 56.10%
6,226 23.20%
5,228 19.50%
316 1.20%
Total 26,795
Geographical
Areas of Interest*
Africa
Americas
Asia
Australasia/Pacific
Europe
Middle East/
North Africa
UK & Ireland
Other
TOTAL %
1,333 5.00%
2,952 11.00%
2,112 7.90%
458 1.70%
11,034 41.20%
1,076 4.00%
5,783 21.60%
2,047 7.60%
Total 26,795
Job Status*
Senior Management
& Above
Middle/Junior
Management
Co-ordinator/
Administrator
Other
KEY TOTAL %
15,464 57.71%
6,795 25.36%
2,199 8.21%
2,337 8.72%
Total 26,795
* Figures submitted
for 2010 ABC Audit

08
Sponsorship
Raise your profile and reach
your target market before
the event and at WTM.
WTM helps you place your brand and services to generate
widespread awareness, both online and physically at the event,
through numerous sponsorship and partnership opportunities.
our packages can be tailored to your exact needs, audience and budget,
with costs ranging from £500 to the top level of Premier Partner, whose logo sits
alongside the WTM branding.
We can send your logo around the world on email communications to the
1.1 million trade professionals on our database, or tailor made e-shots to focus
on certain sectors. Before, during and after the event, your brand can be visible
to the travel professionals who matter, either online or at ExCel london.
We have featured a wide range of branding sponsorship deals in the past,
from banners to bags and even floor tiles at the event. If you have other
innovative ideas, we would be keen to discuss them with you.
As the leading business-to-business event for the global travel and tourism
industry, WTM can help exhibitors to maximise their industry exposure.
WTM 2010 introduced further opportunities to sponsor conference
and seminar elements of the exhibition. This is an excellent opportunity
to align your brand/product to a certain market sector, impart your
knowledge to them and collate data from our audiences at the same time.
To find out more about WTM 2011 sponsorship opportunities contact:
Deborah Dewe, Head of Sales
+44 (0) 208 910 7809
Raise your
profile
07 - 10 NOV 2011• EXCEL LONDON •
STAND
OUT
Your Exhibiting
Partners
Generate
business
In these challenging times, teaming up
with industry partners to exhibit at WTM
offers a highly cost-effective way to boost
your bottom line – and theirs.
As a Main Standholder, having Exhibiting Partners can increase
the number of buyers visiting your stand by nominating key
clients through the invitation process. WTM will produce a range
of supporting material for Main Standholders to encourage
participation of Exhibiting Partners.
As well as maximising the RoI for Main Standholders, the WTM team
can offer comprehensive support and advice to enable Exhibiting
Partners to generate business at the event.
This support includes:
• WTM Exhibitor Zone to do list to maximise your participation
• Online company description
• Online Product and Services Gallery
• My Invitations to key clients
• WTM Monthly e-update
• WTM Wallplanner
Working towards the success of Exhibiting Partners is vital to your
success too. As soon as you have signed them up, ensure they register
online through the WTM Exhibitor Zone and take maximum advantage
of the exposure offered by the event. our team can also help with
factors such as stand design to enable you and your partners to
optimise brand exposure together.

09
Testimonials from around the world
We have got a lot of people who have not exhibited
before. We are seeing good footfall, so people who did
not have many appointments fixed have got good business.
Mary Rance, Chief Executive, UKinbound
We are very happy, WTM is an integral part of our culture,
and it’s the event that sells out with our members the fastest.
It’s been very, very busy – there’s definitely more optimism.
This year we’re on pace for 47.5 million visitors, which will be an all-time high.
Fred Dixon, Senior Vice President, Tourism and Convention Development, NYC & Co
07 - 10 NOV 2011• EXCEL LONDON •
We were busy on the Monday and
expect to be busier throughout the week.
People are doing business and people are looking
to increase their programmes next year.
Raj Kumar Sunani, Assistant Director, India Tourist Office
What people are looking for is doing back to basic things
really well and distributing in an effective way. We saw 30 new
opportunities from people we had never met before so we’re
pleased with that. We also saw about 15 existing clients asking to see
new developments, which is equally important.
Richard Turner, Executive Vice President, Comtec Europe
We picked up more
contact sheets in one day
than the whole of other exhibitions.
The organisation has been very good
we’re prepared for the rest of the
show to be even busier.
Olly Wenn, Managing Director, ZOLV

10
WTM World
Responsible
Tourism Day
The business case for responsible
tourism has been proven beyond doubt
and WTM World Responsible Tourism day (WRTd)
is a brilliant means of raising your international profile,
attracting customers and increasing profits.
Since we have displayed the WTM WRTD logo, we have
been approached by actors in the tourism industry and
environmental NGOs for a global partnership to promote
poverty alleviation through employment and income
generation towards local communities in Africa.
Serge Makoundou, Vice-President & UK Co-ordinator, ZM Finance Project
WTM WRTD, in association with the
UNWTO, is the world’s most ambitious
and successful initiative.
Although the focus is on the actual day –
Wednesday 9 November – this hugely popular
and unique global movement has highlighted
the commercial, as well as the socio-economic
value of responsible tourism.
Wed 9 Nov 2011
There are exhibitor benefits too. Tell us more
about your year-round responsible tourism
activity and you will be approved to use the
much sought after official WTM WRTd logo
2011. The logo can be used on all your sales
and marketing materials, which in turn opens
up further useful PR advantages.
To apply to use the WTM WRTd logo contact:
Araminta Sugden
+44 (0) 1892 535 943
07 - 10 NOV 2011• EXCEL LONDON •
The work done by Just a Drop is truly inspirational. I see providing
clean water to my own children as their basic human right.
So I am personally thrilled that with Dubai Tourism’s support, Just a Drop
will be able to make that same clean water more accessible to children
that need it so desperately. The whole team at Dubai Tourism in the UK is
committed to Just a Drop and raising this money through many creative
group enterprises and sponsored individual activities.
Ian Scott, UK & Ireland Director, Dubai Tourism & Commerce Marketing
A splashing good
way to improve
your brand
Just a Drop, the international water-aid charity
bringing clean water to more than a million children
and their families in 29 countries, is not only a
creative means of identifying with customers,
suppliers and staff – but is also a sure-fire
winner for helping businesses to grow.
dubai Tourism and Commerce
Marketing, for example, is raising
money for a mother and baby
water project in Afghanistan with
innovative promotional ideas that
are making a splash!
The decision means that dubai
is able to attract attention in a
totally different way, meeting
growing consumer demands for
a more ethical, caring and
environmental approach.
Just a drop can form part
of an effective strategic
marketing tool to gain a
competitive edge. Working
with the experienced Just a
Drop team can also help improve
staff motivation, empowerment,
teamwork and a sense of fun.
Contact Just a Drop’s Fundraising Manager
Nikki Davis at or visit
the website to learn more about
how you can commit to saving children’s lives.

11
Next Steps
Contact the Account Manager responsible for
your region to book your stand.
Europe & Mediterranean/
UK & Ireland
lucie Winter
Regional Account Manager
T: +44 (0) 208 910 7156
F: +44 (0) 208 334 0546
lucy Hitchinson
Sales Executive
T: +44 (0) 208 910 7736
F: +44 (0) 208 334 0617
Americas/Global Village
Polly Magraw
Regional Account Manager
T: +44 (0) 208 910 7897
F: +44 (0) 208 334 0612
laura vettore
Sales Executive
T: +44 (0) 208 910 7021
F: +44 (0) 208 334 0753
Asia/Pacific/Indian Ocean/
Africa/Middle East
Stella Grant
Sales Executive
T: +44 (0) 208 910 7187
F: +44 (0) 208 334 0676
Travel & Online Technology
Jo Marshall
Regional Account Manager
T: +44 (0) 208 910 7982
F: +44 (0) 208 334 0627
Middle East and Sponsorship
deborah dewe
Head of Sales
T: +44 (0) 208 910 7809
F: +44 (0) 208 334 0542
07 - 10 NOV 2011• EXCEL LONDON •
Custom House
DLR Station
WTM 2011 Floorplan - ExCeL London
UK &
Ireland
West Entrance
Europe &
Mediterranean
Americas Asia/Pacific/
Indian ocean
The Boulevard
Africa
East Entrance
Middle East Global
village Technology &
online Travel
Prince Regent
DLR Station

Reed Exhibitions Worldwide
AIME
Asia-Pacific Incentives
and Meetings Expo
15 - 16 February 2011
Melbourne Exhibition and
Convention Centre, Australia
GIBTM
The Gulf Incentive, Business Travel
& Meetings Exhibition
28 - 30 March 2011
ADNEC, Abu Dhabi,
United Arab Emirates
Arabian Travel Market
The premier inbound and outbound event
dedicated to the Middle East Region
2 - 5 May 2011
Dubai International Convention
and Exhibition Centre, Dubai,
United Arab Emirates
International Luxury Travel Asia
The global event to meet luxury
buyers from Asia Pacific Market
13 - 16 June 2011
Shanghai Exhibition Centre,
Shanghai, China
AIBTM
21 - 23 June 2011
Baltimore Convention Center
Baltimore, USA
CIBTM
China, Incentive, Business Travel
& Meetings Exhibition
30 August - 1 September 2011
China National Convention
Centre, Beijing, China
La Cumbre
Premier event serving the
Americas inbound market
7 - 9 September 2011
The Venetian Resort Hotel
Casino, Las Vegas, United States
Top Resa
International French Travel Market
20 - 23 September 2011
Viparis – Portes de Versailles
Paris, France
ABAV
The Fair of the Americas
19 - 21 October 2011
RioCentre, Rio De Janeiro, Brazil
World Travel Market
The Leading Global Event for
the Travel Industry
7 - 10 November 2011
5 - 8 November 2012
ExCeL London
United Kingdom
International Golf Travel Market
The world’s premier event dedicated
to Golf Travel
14 - 17 November 2011
Antalya, Turkey
EIBTM
The Global Meetings and Events Exhibition
29 November - 1 December 2011
Fira Gran Via, Barcelona, Spain
International Luxury Travel Market
The Global Event for the Luxury
Travel Industry
5 - 8 December 2011
Palais de Festivals et des Congrès,
Cannes, France
WTM Official
Premier Partner
WTM. Means Business