INDUSTRY REPORT

In late September, the inaugural IMEX America —whosechairman, Ray Bloom, pioneered the hosted-buyer model—was about to get under way in Las Vegas, so it seemed like a good time to test the waters.We wanted to know what planners really think about these programs—in which an organization covers the expenses of the “buyers” (meeting professionals) in order for them to meet with suppliers in pre-arranged, one-on- one appointments. Hosted-buyer programs are becoming an increasingly popular way to get the people who plan meetings to, well, attend meetings.

Is it a good strategy or not? Sixty-two percent of the nearly 200 planners who completed our short online survey have participated in a hosted-buyer event as a hosted buyer. Of those, 65 percent believe that it’s a legitimate way to pair meeting planners with suppli- ers who have the solutions they need; 33 percent find it to be a flawed but valuable tool for meeting planners on a limited budget.

Read on to learn what else planners think of hosted-buyer events—flaws and all. The comments throughout are in answer to the question: If you’ve attended a hosted-buyer program as a hosted buyer, what did you like most—and least—about the experience?

Educator, marketing

manager, travel manager,

trade-show management professional

“I don’t like the feeling that since I am being hosted ... I am‘beholden’ to the suppliers who have hosted me.”

114 pcma convene December 2011 www.pcma.org