Natalya Morgunova: The success of participation in the exhibition is a joint work. Exhibitions Calendar Exhibition - Sale "New Year's Kaleidoscope"
“We have a great team - many have been working for more than 10 years, and some since the opening of the hotel”
Svetlana MIKHALEVSKAYA
Azimut Hotel Olympic
general manager
Most likely, this is the result of a stable demand for travel to Moscow from Russians. And we have many returning guests. The Azimut chain renewed its loyalty program last year and it paid off. Although, of course, people come to us not because of bonus points, but for the sake of a high level of service.
Elena VOROPAEVA
Olympus Consult
director
The main reason for the sale of the business has not changed, but the cost has dropped significantly - 10-11 years ago, the average agency price was about 2-3 million rubles, since then they have become cheaper by 10-15% annually, and now, in fact, are sold at the cost of furniture and office equipment. Average check - about 600 thousand rubles"What we came up with for selling excursions in Serpukhov can be useful to any small town"
Yuri YASHCHUK
Golden domes
director
If a city offers different prefabricated excursions and can be selected at the stage of travel planning, this may affect the occupancy of hotels, restaurants, sale of souvenirs, etc. This approach can surpass the effect of event tourism."By arranging a mass distribution of souvenirs, the exhibitors themselves attract non-target audience to the stands"
Artem CHERNYSHOV
MITT
director
An exhibition is a costly thing, so put professionals on these three days who can normally answer questions and provide the necessary information. Only in this case is there a chance that visitors will become your partners."We are the first to offer Russian tourists to celebrate the New Year in Nazareth."
Anastasia STARIKOVSKI
Hotel Ramada Nazareth
international sales director
Nazareth is one of the most holy places in the world, where Jesus Christ grew up. There are many churches in the city, for example, the stunningly beautiful Church of the Annunciation with a unique mosaic depicting the Madonna and Child. The atmosphere in the city during the New Year and Christmas holidays is special"Visiting the industry exhibition by professional players has not lost its relevance"
Artem CHERNYSHOV
MITT
director
Exhibitions reflect the state of the market as a whole. The ruble is falling, there are fewer tourists. Our market is overheated, the number of agencies, tour operators is clearly excessive. It is clear that they opened in fat times, but now the situation has changed."Hoteliers have the privilege of working 24 hours a day"
Cornelia BRINKMAN
Marriott Novy Arbat, Courtyard City Center
general manager
Not all young people are ready to give up parties with friends for an unscheduled arrival, and treat the client as the only one, even if he is checking in today for the three hundredth. This needs to be taught. Therefore, we pay a lot of attention to trainees, we rely on them."In Tottori Prefecture, you can see the real Japan"
Dina Dergunova
Frigate Aero Tours
tourism director
Hotels opened by foreigners are also in demand because many visitors to Japan face a language problem: in small towns it is difficult to speak English. Muscovites don't expect to meet Russians and usually wonder how we got here. But most of all, the Japanese themselves are surprised."Russian travel agencies are buying blocks of places for cruises to the Arctic and Antarctic"
Marina VLASOVA
Poseidon Expeditions
general manager
By the way, now is the time to offer such cruises. A few years ago, clients were surprised when we said in November that there were no more places for the New Year in Antarctica. Today Russian market I'm used to the fact that these trips need to be booked in a year and a half"The arrival of Hilton in the regions is shaking up local hotels"
Vladimir Ilyichev
Hilton Worldwide in Russia and the CIS
managing director for development
Frankly, we are pushing tourists to make direct bookings on our websites. After all, when accessing online services, members of the loyalty program do not receive bonus points. In addition, on our official resources the price is 2-3% lower"The key trend of the hostel market is blurring the boundaries between formats"
Natalia ROSENBLUM
Top Hotel Experts
managing partner
No matter what locality is discussed, for the development of hostels there should initially be both business and tourist life. If they go to the city only on a business trip, then people are limited to old hotels and hostelsInfoflot is a supermarket that offers more than 3 thousand river and sea cruises
Andrey MIKHAILOVSKY
"Infoflot"
CEO
We have over 6 thousand agencies throughout the country. I think we managed to achieve this result, because we ourselves started as an agency, we are familiar with all the difficulties that stand on this path. Accordingly, we know ways to overcome them."We collected the hotel for the opening, like a debutante to a ball"
Svetlana MIKHALEVSKAYA
Holiday Inn Express Moscow Paveletskaya
general manager
A fundamentally new service format is spelled out in the Holiday Inn Express brand standards. For example, we do not have a division into office functions and work in the F&B field. That is, any employee must be able to accommodate a guest, pour coffee for him, and warm up the soup."The FIFA World Cup is an excellent chance for the development of inbound tourism in Russia"
Sergey VOYTOVICH
"Your vehicle"
director
In the second week of November: starts on November 7 in Lima, then on November 9 Buenos Aires, November 10 Montevideo and 14 - Sao Paulo in Brazil. We will be able to present programs and packages for tourists and fans to local tour operators, tell about the facilitated procedure for entering our country with a fan passport (Fan Id)"Japan has become more often talked about in a positive context, and this is good for tourism."
Airi MOTOKURA
JNTO Moscow office
director
Now, there are not many package tours to Japan on the operators' websites, compared to the volume of offers in other Asian countries. But if the travel agency is ready to make good tour packages, we will share the advertising budget with it. This year we have already held a joint advertising campaign with Far Eastern operators"The electronic voucher is almost ready, part of its functionality will start operating in 2018"
Igor KOZLOV
Committee of the Association "Tourist Assistance" on innovations
supervisor
Most likely, the electronic voucher will be BSO. And the point in the draft government decree remains. However, for this it will be necessary to go a very long way in processing the technological, regulatory and legislative part of the electronic voucher. So, this is unlikely to happen in 2018.
This September, for the eighth time, the ParkZoo exhibition will be held in Moscow, and in April top managers and business owners will gather at the second Summit of the Russian pet business in Sochi. Natalya Morgunova, General Director of ARTIS Expo, told what innovations await the participants of these events.This year, the exhibition "ParkZoo" will noticeably grow
In 2011, when the ParkZoo exhibition was held for the first time, it occupied one and a half pavilions. This year it will occupy 5 pavilions. Including Pavilion 3, which is not inferior in terms of its technical specifications pavilion 4, which many exhibitors and visitors consider the centerpiece. The registration area for the exhibition will be organized at the entrance to Pavilion 3. A VIP-zone will operate in the same pavilion, companies will be able to invite their partners to it in order to conduct negotiations in a more relaxed atmosphere. It will also house a collective stand of European manufacturers of pet products, which is organized by the Italian exhibition company Zoomark.
Last year, already in April, there was no free space at the exhibition, and this year the competition has become even tougher. Of course, due to the specifics of the site, it grows in size every year, it becomes more and more difficult for the organizers, they have to come up with options for special development. So, this year we decided to move the Grooming Festival from pavilion 4.2 to pavilion 7A. Pavilion 4.2 is a checkpoint, which gives it additional advantages and makes its study a continuation of the tour of Pavilion 4. And for the festival, a separate pavilion will be more convenient. By the way, this year the Grooming Festival will sparkle with new colors, its organizers are working on a new interesting program, which will be presented in the near future.
We do not exclude the prospect of transferring the exhibition to other larger exhibition grounds. We hold meetings with other sites, monitor, but the transfer of "ParkZoo" to a new location will lead to an unambiguous increase in the cost of participation. Today the most affordable prices are left by Sokolniki. In addition, an important factor in the attractiveness of this particular site is the concentration of all services in one hand, which is convenient for exhibitors. In other exhibition centers, the infrastructure is arranged differently, all services work as separate structures, and it is much more difficult to provide internal logistics when organizing an event. In addition, other exhibition centers are not ready to give us a venue on the dates we are used to. Historically ParkZoo takes place in September - at the beginning of the business season after the summer vacation. The timing of the exhibition was chosen very well. I would like very much to make navigation through the entire exposition more convenient, we plan to change the format of the main catalog, bringing it closer to the format of the guidebook. This is due to the fact that the exhibition is expanding in pavilions and visitors will have to not only move from pavilion to pavilion through the existing passages, but also go outside, because pavilions 3 and 7A are located 50 meters from the main pavilions.
We do our best to provide convenient logistics for all pavilions. But 90% of the success of participation in the exhibition is not the location of the stand, but the correctly organized and planned work at the stand. There is an opinion that if a company's stand is near the stands of the "monsters" of the pet business, there will be many visitors and the stand will be noticed. But one must understand that business representatives who purposefully come to the stand of a large company find themselves with their backs to small stands. To stand next to the giants, it is necessary to think over a set of measures to comply with them. As organizers of the exhibition, we are always ready to provide information support for our participants, include information about their promotions and events at the stand in the mailing list, put it on the exhibition website, etc. Achieving success is all about working together.
This year, many companies want to increase their exposure to be able to present all groups of their expanding range. We continue to see the market move towards globalization. The greater the supply, the greater the demand. Companies don't just sell feed, they provide strong support for sales and service delivery.
Business program raises general industry concerns
By organizing a business program, we, in turn, give companies the opportunity to devote a little time to their product and focus on general business issues. The first slogan of ParkZoo is “We unite the efforts of professionals”, therefore business events should be interesting for everyone. Yes, in the market all companies are competitors, but only in a competitive struggle we grow our business. We must support each other, including forcing us to move forward.
The day before the start of "ParkZoo", together with the SPZ, we will hold the traditional Autumn Forum of the SPZ. We hope that this year it will attract even more listeners.
The second Summit of the pet business of Russia will take place in April
The first Summit, held in spring 2017, exceeded all our expectations. We tried to set the bar high for the event, we managed to keep it, and all our fears were in vain. Due to the geographical position of the Rosa Khutor resort, it was possible to create a feeling of closeness here, to make the event behind the scenes. And last year's Summit participants noted the attractiveness of this venue.
This year we have strengthened the program by inviting speakers of a higher rank. The number of participants is also increasing. But the Summit is a kind of club for owners and top managers of companies, decision-makers, so we limit the number of participants to a maximum of 250. If "ParkZoo" is a b2b exhibition, where current business issues in a particular direction of the company's work are resolved, then the summit discusses general issues of the industry that concern everyone. The summit program does not include events that advertise certain products, we have training programs and speeches related to business expansion opportunities. The theme of the 2018 Summit is “In the fight for 385 billion”. The potential of the Russian zoo market is estimated at this amount. Despite the fact that our industry is now 25 years old, many owners still feed pets from the table. The resource for the development of the market is enormous.
If last year the events lasted 1.5 days, then this year participants will have a full 2 days plus a "zero" day for those wishing to attend master classes, by appointment and for an additional payment. Due to the increase in the number of participants, we changed the venue: the Summit will be held in the large conference hall "Moscow" of the Radisson Rosa Khutor Hotel, from where the events during the Sochi Olympics were broadcast. This year the gala dinner will take place in one of the halls of the RosaHall concert complex.
The high level of trust in the Summit also demonstrates loyalty large companies... If last year Nestle supported us with sponsorship, then this year we already have three large brands - Nestle, Mars and Royal Canin (with the Eukanuba brand).
Traditionally, within the framework of the Summit, informal communication of businessmen is planned during coffee breaks and a gala dinner. Two months after the end of the Summit last year, we continued to help establish contacts between its participants, who, for example, did not have time to take a business card from their interlocutor. Participation in the Summit is an investment from which results are expected. And last year's participants noted the high efficiency of the event.
Additional information by phone:
+7 495 797 6443, +7 903 729 7096
Email: [email protected]
www.zoosummit.ru
ENG Summary
Natalia Morgunova: The success of the participation in exhibitions is collaborative work
In September the exhibition ParkZoo will take place in Moscow - already for the eighth time. In April pet industry top managers and business owners will gather at the second Russian Pet Business Summit in Sochi. Natalia Morgunova, the CEO of ARTIS Expo, the organizer of these two events, told us what innovations await the participants at these dates.
In 2011, when the exhibition ParkZoo was held for the first time, it occupied one and a half pavilion. This year it will include already 5 pavilions. Last year there was no free space at the exhibition already in April, and this year the competition has become even tougher. Many companies want to increase the exposition in order to present all the groups of their growing assortment. Now companies do not just sell pet food, they also provide serious support for sales and services.
The first Russian Pet Business Summit held in spring 2017 surpassed all expectations of the organizers. Due to the geographical location of the Sochi resort Rosa Khutor the organizers managed to create a sense of exclusivity. The summit is a club for owners and top managers of companies and decision-makers, therefore the number of its participants is limited. This year the number of participants has increased and speakers of a higher rank have been invited to Sochi. There are no advertising events in the program, it includes only trainings and speeches related to the general opportunities of business expanding.
for MiuMitsu ©: I heard you, thank you.
I will try to summarize my point of view (which in no case impose on anyone).
It is necessary to start from how you correctly noted, in the capacity of whom to go to the exhibition - as a buyer or a seller? These are two different tasks. Which are combined in trips to the exhibition, if you keep the thought in your head, WHY to go there.
Do you have a lack of confidence that an employee of someone other than your firm will do everything badly and horribly? Fine! Do you have confidence in ... say, the secretary of your company, or an employee of the technical / warehouse / some other non-core department? And if an employee of the profile department works in the company for one week, and he was immediately "sent for a Christmas tree?"
Do you have confidence if you send a person to an exhibition who has been working in your industry for a long time, but not in your company?
In addition to the fact that you have confidence in an adequate neighbor (nephew, etc.), who else would you trust?
It seems to me that for those who go to the exhibition, it is necessary to clearly define the task that must be completed at the exhibition.
Yes, perhaps, as an instruction for fools, especially if you are sending a hired person.
And to prescribe on which items it is necessary to keep records, for which there will be demand.
But like mine personal experience shows - such instructions are useful to any employee of the exhibiting company. And don't forget about the demand from the employee! Because well, the reality is that they send anyhow someone, for show and not an empty space. Or a sensible employee, but absolutely non-core ..
Concerning difficult questions - yes, any question will seem difficult. But my conviction is that EVERYTHING IS POSSIBLE TO SELL. If you know how to do it.
Regarding the situation in question, visiting the exhibition - but it is precisely the company that provides a presentation on the product, possible difficult questions and answers. At least that's how I worked with newcomers at exhibitions. And such prepared speeches helped them a lot, and also kept the company's image.
Oh, well, if we go as sellers, then there is also its own scheme. And I agree that in most cases the managers at the stand are not interested in purchases and, alas, in passing business cards to the right person. In this situation we, i.e. visitors interested. And in this situation the main task- to collect contacts of those who will be interested in our products. With whom it is specific in the exhibitor wirma you can talk after the exhibition.
The general's business card, by the way, does not always help to solve this problem. So, is there any point in sharing it?
And here the main work is carried out after the exhibition, on the basis of the collected contacts.
Moreover, this work will be much easier to carry out than if working with cold calls - we have a contact person in our hands to refer to.
Yes, this is a kind of blackmail, but this mechanism works - it has been tested in practice.
And the last thing - I personally prefer to trust the Universe itself in the processes, with moments of obligatory safety net in possible weak points.
So, somehow it turned out suburnously, but I hope the idea conveyed.
This is my opinion, this is my experience, and I share it.