CHAPTER 6 BUSINESS AND CLIENT RELATIONSHIPS Stakeholders and
CHAPTER 6 BUSINESS AND CLIENT RELATIONSHIPS
Stakeholders and customers for a regional festival Stakeholders Arts council Regional tourism body State tourism body Major sponsors Local council Customer / clients / consumers Local residents Regional visitors Capital city visitors Interstate visitors International visitors
CONSUMERS • • • Audience Spectator Conference delegate Visitor Tourist Customer Buyer Patron Client participant
TYPES OF MARKET SEGMENTATION 1. 2. 3. 4. 5. 6. Demographics Socioeconomic Psychographics Generation Geography/origin Behaviour/product usage
Stages in the negotiation process. Planning and preparation Definition of ground rules Clarification and justification Bargaining & problem solving Closure and implementation
SERVICE AGREEMENTS • Import documentation for exhibition equipment and displays • International transportation • Customs clearance • Local transportation • Warehousing • Delivery • Loading and unloading • Operation on site
SERVICE AGREEMENTS • Import documentation for exhibition equipment and displays • International transportation • Customs clearance • Local transportation • Warehousing • Delivery • Loading and unloading • Operation on site
Stages in the negotiation process. Planning and preparation Definition of ground rules Clarification and justification Bargaining & problem solving Closure and implementation
The End
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