Rocky Mountain International

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Rocky Mountain International

 


RMI RoundupRMI Roundup

Buffalo, Wyoming
April 29-May 1, 2012

*REGISTER NOW!

What is the Roundup?

The Rocky Mountain International Roundup provides an opportunity for businesses, destinations and attractions within the region to meet face-to-face with targeted tour operators from Europe, Scandinavia and Australia who specifically want to do business in South Dakota, Montana, Wyoming and Idaho. It is a low-cost and highly efficient way for local suppliers to meet with international tour operators and a small number of US–based receptive operators.

The Roundup is designed not only for suppliers who are currently operating internationally, but also especially for those who want to test the waters at a cost-effective price in an environment where they'll get the opportunity to promote their product and do business one-on-one.

The Roundup concept has been extremely well received by both buyers and suppliers. Most participants have indicated that they would attend again. Real business is generated at each Roundup site – room nights are booked, packages are included in foreign tour brochures, and deals are negotiated. 

When and Where will it Take Place?

Buffalo, Wyoming! Buffalo Chamber of Commerce will host the RMI Roundup. The Hampton Inn & Suites, Buffalo is providing complimentary lodging for Tour Operators and State representatives. The Marketplaces will be held at the Bozeman Trail Steakhouse & Convention Center, 675 E Hart Street in Buffalo. Marketplace 1 will be on Monday, April 30th and Marketplace 2 will be on Tuesday, May 1st. The Roundup covers both winter and summer product with two marketplaces. Register early as there is limited space in each marketplace.

What Kind of Tour Operators will be There?

Although we certainly wouldn't turn away major tour operators from the Roundup, the targeted operators best suited for the program are medium to small operators who specialize in outdoor adventure as well as US – based receptive operators who sell to a host of international companies. Our target is approximately 35 tour operators invited via our overseas offices in London, Frankfurt, Amsterdam, Paris, and Milan. We expect to have tour operators from the Scandinavian region as well as Australia. It’s essential that the operators be key personnel who can negotiate contracts and make critical decisions on site.

RMI and state tourism representatives will also participate in each marketplace so you'll have the opportunity to meet with and educate them about your product. RMI Website staff and the RMI overseas representatives will also be present. In addition, US-based receptive operators will attend.

2011 RMI Roundup
2011 RMI Roundup
Hotel Alex Johnson
Rapid City, SD

How will it Work?

The Roundup will consist of a supplier briefing, a marketplace between buyers and sellers (suppliers), lunch and reception/dinner. At each marketplace tour operators will be located at specific tables and suppliers will circulate on a schedule to each table. Appointment times will be assigned so each supplier can meet with every tour operator and receptive.

Register early to reserve your choice of marketplaces.

You may choose to register for either Marketplace. Marketplaces will be filled on a first-come, first-served basis. Once the Marketplaces are full, we reserve the right to change your requested marketplace to keep them balanced. Both marketplaces are identical in terms of tour operators present. Participation may be limited due to space constraints.

Registrations are not guaranteed until payment is received.

Registrants will receive detailed background information about the tour operators, along with pertinent information on what the operators are specifically looking for during the Roundup. Tour operators will receive information about registered suppliers as well.

Schedule

Suppliers register to attend one Marketplace. The choices and related dates are below. Locations are indicated so you can better choose your hotel. Transportation will be provided to the main banquet on April 30.

Marketplace One
Sunday April 29 – Check-in and supplier briefing at Hampton Inn, dinner on own.
Monday April 30 – breakfast at your hotel, Marketplace One at Bozeman Trail Steakhouse & Convention Center with lunch and break snacks included, main banquet tonight.
Tuesday May 1 – depart for home

Marketplace Two
Monday April 30 – Check-in and supplier briefing at Hampton Inn, main banquet tonight.
Tuesday May 1 – breakfast at your hotel, Marketplace Two at Bozeman Trail Steakhouse & Convention Center with lunch and break snacks included, dinner on own.
Wednesday May 2 – depart for home.

What Unique Aspects Help Make the Roundup a Success?

How do I Participate?

*REGISTER NOW!

Cost is $495 for early registration (deadline is February 28, 2012) and $550 for registrations received after February 28, 2012. Registrations must include payment and must be confirmed by the RMI office in Cheyenne to be considered valid. Final registration deadline is March 29, 2012.

Spaces will be assigned on a first-come, first-served basis. If all spaces are filled in one marketplace, suppliers will be given the opportunity to book a spot in the other marketplace. The reason for limiting spots is to provide an adequate opportunity for all suppliers to meet with all buyers during the allotted marketplace. All participants must register in advance.

Add your logo to the official program for an additional $35.00. Logos should be provided electronically.  They will appear in the program above your listing in Black and White. The size will be not larger than 1.5 inches by 1.5 inches.

Each supplier will receive:

Airport/Transportation Information

Buffalo does not have an airport. The closest airports are in Sheridan (40 minutes away), Gillette (1 hour 10 minutes) and Casper (1 hour 45 minutes). No airport transportation to Buffalo is provided to suppliers.

Accommodations

The following are offering the government rate (between $70-$75) plus 6% tax and include breakfast (either continental or more) in the rate. They are listed in approximate distance (closest to furthest) from the Marketplace venue:

Contact

Please contact Nancy Hall at nhall@rmi-realamerica.com or Kim Birrell at kbirrell@rmi-realamerica.com or at 307-637-4977 with questions.

Can't Make it This Year?

The 2013 RMI Roundup will take place in Idaho and specific community and dates will be decided in the spring and summer of 2012. We will be sending out email correspondences with more information as we have it.

Preparing for Success

Materials

Suppliers are encouraged to bring 40-50 complete sets of materials, including brochures, business cards with telephone and fax numbers, commissionable or net rates (for lodging businesses), booking and deposit policies, and press kits and/or image CDs, thumb drives and DVDs, if available. Leave the bulkier materials at the office, but tell the tour operator that you have additional material available and offer to mail it to them or tell them how to find it online. If you choose to distribute videos or dvd’s to tour operators, be sure that they are in the correct format for play in Europe. It is a good idea to have professional images of your property/attraction that illustrate the season you wish to sell internationally (for example, some ranches only have availability in the spring and fall).

Establishing your Rates

If you are a hotel or ranch that has rates, be sure to have them set beforehand and bring them with you, as it will be a waste of your time and the tour operators’ time if you do not have these in place. Many will already have finished their 2012 programs, so also bring 2013 and even 2014 rates. If you need assistance with setting rates, please contact your state tourism representative or RMI.

Plan for the Long Haul

Plan focus on the international market for the long haul. Aside from the length of time it may take to get your product into a brochure, it is important for the tour operators to know you are serious and for them to get to know you. As you know, there are many wonderful people in this industry and you may be surprised at the friendships that develop.

Things to Do

  • Define Your Objectives.  What exactly is it you expect to achieve?  Publicity?  Trade contacts?  Inclusion in tour operator catalogs?  Special interest travel?  Business and convention visitors?
  • Analyze Your Tourism Product.   How accessible is your destination?  What airline services are available?  Do you offer a shuttle service from the airport?  What is the capacity of your accommodations industry?  Rental cars?  Commercial or public attractions?  Scenic places? Historical landmarks?  Sports and Entertainment?  Climate?  Culture and Folklore?  Special Events?  And most important:  Would someone really travel 5,000 miles to see it or experience it?
  • Identify Your Main Selling Points. Why should an international visitor come to your destination or deal with your company?  What makes you unique?  Quality of services?  Language resources?  Prices? Destination expertise?  Uncrowded? Lively? Great shopping?
  • Establish Your Rates.  This is becoming the weakest link in the region, evident by the fact that tour operators are hungry for our kind of products and want to include them in their brochures.  But if your product is priced either "rack rate" or with a simple 10% travel agent rate, the tour operator will have absolutely no financial incentive to use up valuable brochure space to promote your product for free.
  • Target Your Markets. Use State and RMI research data.  Analyze prevailing patterns of tourism, both domestic and international.  Decide on the method of segmentation.  By country?  By market segment?  Or in combination?   Many don't realize that the single biggest market in the world is not Japan, or Taiwan, or Korea.  It's the European Community.
  • Ask and Listen.  Ask the tour operator and overseas rep whether they think there is a demand for your product.  Listen to what they say about the market and how you might promote your product.  Don’t do all the talking during your appointment.  Ask what the tour operator needs. 

Things to Avoid

  • Don't Enter Foreign Markets Without A Long-Term Commitment.  Tour wholesalers and operators need time to develop new products and introduce them to their clients.  And they need to know that you are someone who will be there next year.
  • Don't Be Adamant About What You Consider Your Best Feature To Be.  The view from Frankfurt and London is different from the view from the sagebrush.  What may be popular domestically may be a complete bust in foreign markets.  Sometimes what you don't have, like a large population base and resort amenities, can work in your favor.  Sometimes western history doesn't excite someone who lives in a 250 year old house and is used to seeing historical buildings that are over 800 years old.
  • Don't Push A Product That Won't Sell.  Trust the tour operator and wholesaler to know his clients.  You are both in it together, and nobody makes any money on something that doesn't get sold.  Be prepared to accept alternative suggestions, but don't compromise your product or your integrity. 
  • Don't Panic If Nothing Happens In The First Two Years.  Any new product has its introductory phase.  That is when it needs support and patience.  Plan for the long haul.  Remember that it might take a year to interest a tour operator in your product.  When he/she agrees to sell it, it will still take a year to market it in a brochure properly.  And if the product is purchased by a consumer, it is likely to be six to eight months before they take the trip!  Be patient. 

Also, check out our Helpful Articles and International Marketing 101 pages for more information.