Trade Shows Rethink Hosted Buyer Model: More Freedom – But Less Free Stuff
The hosted-buyer model — once defined by packed meeting schedules in exchange for free travel — is evolving. Today's buyers want control and meaningful connections, and events like IBTM and IMEX are adapting.
Under the old rules, buyers had to complete a set number of meetings to qualify for airfare and hotel. Now, at IBTM they can opt to pay a fee and meet only with exhibitors they choose. No strings attached.
At IBTM World 2025 in Barcelona this November, organizers are launching a new 'Visitor Buyer' option. For $469 (€399) through September 16, and $587 (€499) after, attendees can book as many meetings as they like with exhibitors, at their own pace.
This model suits buyers who want flexibility without the obligations of a hosted program. For exhibitors, it means face time with motivated prospects who choose to connect.
IBTM will continue offering a traditional hosted program with pre-scheduled appointments. They will receive flights, transfers, and stays at four- or five-star hotels in exchange for meeting commitments.
IMEX Focuses on Buyer Flexibility
While IBTM is experimenting with a paid, semi-hosted model, IMEX has long offered multiple formats to meet buyers' needs.
'Our model is centered around the needs of the buyer,' said Carina Bauer, CEO of IMEX. All qualified buyers, hosted or not, can use IMEX's platform to schedule one-on-one meetings or attend booth presentations — no automated matchmaking required.
Hosted buyers commit to six to eight meetings per day, with schedules tailored to the type of planner they are. In exchange, IMEX covers hotel, flights, and ground transportation.
Buyers can also extend their stays by committing to additional meetings, and they have access to lead-scanning tools and directories to plan their experience.
Non-hosted buyers cover their own travel but can still schedule meetings and access lead capture tools—without any minimums.
IMEX typically hosts around 3,500 buyers in Frankfurt and 4,300 in Las Vegas, plus another 900 to 1,200 non-hosted buyers at each show.
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Trade Shows Rethink Hosted Buyer Model: More Freedom – But Less Free Stuff
Hosted buyer models are shifting from rigid schedules to buyer-driven engagement. As planners demand more autonomy and exhibitors seek qualified leads, shows like IBTM and IMEX are rewriting the playbook. The hosted-buyer model — once defined by packed meeting schedules in exchange for free travel — is evolving. Today's buyers want control and meaningful connections, and events like IBTM and IMEX are adapting. Under the old rules, buyers had to complete a set number of meetings to qualify for airfare and hotel. Now, at IBTM they can opt to pay a fee and meet only with exhibitors they choose. No strings attached. At IBTM World 2025 in Barcelona this November, organizers are launching a new 'Visitor Buyer' option. For $469 (€399) through September 16, and $587 (€499) after, attendees can book as many meetings as they like with exhibitors, at their own pace. This model suits buyers who want flexibility without the obligations of a hosted program. For exhibitors, it means face time with motivated prospects who choose to connect. IBTM will continue offering a traditional hosted program with pre-scheduled appointments. They will receive flights, transfers, and stays at four- or five-star hotels in exchange for meeting commitments. IMEX Focuses on Buyer Flexibility While IBTM is experimenting with a paid, semi-hosted model, IMEX has long offered multiple formats to meet buyers' needs. 'Our model is centered around the needs of the buyer,' said Carina Bauer, CEO of IMEX. All qualified buyers, hosted or not, can use IMEX's platform to schedule one-on-one meetings or attend booth presentations — no automated matchmaking required. Hosted buyers commit to six to eight meetings per day, with schedules tailored to the type of planner they are. In exchange, IMEX covers hotel, flights, and ground transportation. Buyers can also extend their stays by committing to additional meetings, and they have access to lead-scanning tools and directories to plan their experience. Non-hosted buyers cover their own travel but can still schedule meetings and access lead capture tools—without any minimums. IMEX typically hosts around 3,500 buyers in Frankfurt and 4,300 in Las Vegas, plus another 900 to 1,200 non-hosted buyers at each show.
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