When Site Selectors Come to Visit8 Tips for a Memorable FAM Tour

December 10, 2013

@aboutdci, #econdev, #DCIFAMTips

Presenters

Rachel DeloffreSenior Account

Executive

Susie WebbSenior Coordinator Occupier Services

Elisabeth KulinskiSenior Associate

Indirect Tax Credits & Incentives

About DCI

• Development Counsellors International (DCI) is the only firm in the world to specialize exclusively in marketing places.

• Since 1960, we have worked with 400+ cities, regions, states and countries, helping them attract both investors and visitors.

• DCI has planned and executed dozens of FAM tours and site selection consultant events across North America.

• DCI’s database, LocationAdvisors.net, houses information on some of the most influential site selection professionals.

Why FAM Tours?

• Form relationships with the local economic development organization.

• Meet face-to-face with political and business leaders.

• Gain invaluable knowledge of a city/region by seeing it in person.

8 Tips from

2 Site Selectors

1. Send an Enticing Invitation

Invitation Tips

Include sample schedule

Catch attention with a fun activityMention high-level

government or company officials

Send 2-3 monthsin advance

Send a “Save the Date” teaser

2. First Impressions Count

Select Stellar Food and Accommodations

• Location, location, location

• Communicate with hotel to make check in seamless

• Eat somewhere unique to your region

• Ask about dietary restrictions/give options

3. A Warm Welcome

Welcome Packet FAM tour schedule Articles about your region Maps Brochures Welcome letter from mayor or governor

FAM(tastic) Welcome orThank You Gift

• Gifts help site selectors remember you

• Consider giving something iconic that’s made in your area

• Be sure the gift relates to your location

• Consider shipping something after the trip, depending on size

4. Arrange High-Caliber Meetings

1. Politicians 2. Business Leaders 3. Members of your EDO

Meetings with Civic Leaders

Do This: Not That:

Meetings to Consider:• Mayor• Governor• Other high level politicians

Corporate Executives

• Leaders from your business community

• Spokespeople who know their industry

• CEOs from your biggest industry clusters

• One of your biggest employers

Members of Your Organization

• Help host the group

• Chance to form relationships with site selectors

• Be a resource/tour guide

5. Show off Your Key Assets

1. Research facilities 3. Manufacturing operations

2. Biggest employers

More specifically…

• Choose companies with something special or new (i.e. recent expansion, unique technology, etc.)

• Show a diverse range of companies/industries

• Don’t necessarily need tours of educational assets

• Consider looking at real estate

6. Incorporate Quality of Life

The quality of life aspects of your city/region are often key differentiators

Tourism Attractions & Quality of Life

• Quality of life assets allow site selectors to explain more than just numbers to their clients

• For some site selectors, the fun activities are a big draw, for others, they’re not as important

• Make the trip more flexible and appealing by scheduling fun activities towards the end

7. Find a Good Pace

Itinerary and Scheduling Tips

• Make weekends an add-on option, but not key part of the FAM

• Pack in as much as possible, but allow a little downtime

• Be accommodating and flexible

• Stick to your schedule

• Add an element of fun

Sample Schedule

Element of fun

Short break

Biggest employer

City officials

8. Stay in Touch

• Consider a short survey to get candid feedback

• Send out a contact list or load V-Cards onto branded USB stick

• Add SSCs to your newsletter list

• Send updates/a phone call once in awhile

8 Tips from 2 Site Selectors

1. Send an Enticing Invitation2. Make Your First Impression Count3. Extend a Warm Welcome4. Arrange High-Caliber Meetings5. Show off Your Key Assets6. Incorporate Quality of Life7. Find a Good Pace8. Stay in Touch

Thank You!

• Presentation will be posted on a blog tomorrow at www.aboutdci.com/blog

• Contact information:

Rachel.Deloffre@aboutdci.com

Elisabeth.Kulinski@ey.com

Susie.Webb@cassidyturley.com