There is a
disturbing and unsubstantiated opportunism being demonstrated by new
media in the wake of September 11 that cannot go unchallenged. Yes,
there are travel fears and inconveniences which are changing the way
sales people, clients, and prospects connect.
However,
electronic pitches won’t bridge the gap, as your November 19 article,
“Web conferencing, talk eases salespeople’s fears” suggests. Readers
should be reminded that the Internet bubble burst long ago in the free
marketplace.
Other than
attempted terrorist coercion designed to change the way we interact,
what has happened to make these media more attractive now, to prove them
more viable today?
In the
months following reactionary corporate moratoriums on air travel, many
of our clients in the trade show industry have started making strategic
adjustments in event scheduling, placement, and size to help both
buyers and sellers address the absolute need for face-to-face
interactions. Associations and independent show organizers are
developing mini-expo/conferences with greater frequency cycles.
Convention and visitors bureaus are facilitating unprecedented
flexibility in block sizes and lead-time responsiveness. Increasing
numbers of sellers are working to develop their own private exhibitions
— and addressing issues that arise when competing customers commingle.