Tourism B2B Secrets for 2027 from General Director of Furama Da Nang

From a 10-minute meeting to a 2027 tourism contract: B2B secrets from the General Director of Furama Da Nang

How do you turn a 10-minute B2B meeting into a partnership opportunity and a tourism contract for 2027? Drawing from over 20 years of experience attending international travel marts and business matching programs, Mr. Nguyen Duc Quynh, General Director of Furama Resort Da Nang, shares key principles to help businesses optimize trade efficiency, reach the right partners, and convert opportunities into actual revenue at DITF 2026.

According to him, the success of a B2B networking event lies not in the number of business cards collected or meetings completed, but in new itineraries, concrete partnership opportunities, and contracts that can be implemented after the event.

1. B2B networking today: Unlocking tourism business opportunities for 2027

“In over 20 years of attending international travel marts, I have realized that a B2B meeting is only truly valuable when both sides identify a concrete business opportunity.”

According to Mr. Nguyen Duc Quynh, an effective B2B meeting can open up many practical avenues of cooperation: developing itineraries for the Korean, Japanese, or European markets; establishing series bookings with travel partners; receiving MICE inquiries; or organizing product inspection trips (famtrips) before moving towards signing contracts.

The key is for businesses to turn initial interest into concrete action. Instead of ending the meeting with a promise to “keep in touch,” the seller should agree on the next step with the buyer, such as sending a quotation, designing an itinerary, confirming a site inspection schedule, or setting a negotiation deadline.

A meeting lasting only 10 minutes can still lay the groundwork for a multi-year partnership if both sides correctly identify their needs and proactively take the next steps.

2. What do sellers need to prepare to be chosen by international buyers?

In tourism B2B networking programs, international buyers often have to evaluate many suppliers in a short time. Therefore, a seller's profile must be clear, up-to-date, and directly demonstrate the commercial value of their product.

According to Mr. Nguyen Duc Quynh, an effective business profile should answer five basic questions:

For hotels, resorts, and tourism service providers, the information buyers need goes beyond a prime location or good service quality. Factors with higher commercial value include matching guest segments, group handling capacity, MICE hosting capabilities, signature products, partnership terms, and direct contact points.

In addition, sellers need to thoroughly research the market and buyer profiles before sending meeting invitations. A company specializing in golf tourists will have different needs than one focusing on family travel, senior travelers, or MICE guests.

“The secret is not to present everything you have, but to present exactly what your partner is looking for.”

This is a key principle to help businesses improve the quality of their connections, save time, and increase conversion rates from meetings to actual business opportunities.

3. The B2B networking process: From invitation to the 10-minute meeting

An effective B2B appointment does not start when the two parties sit down at the table. This process must be prepared in advance through the matching system and the proactivity of both sellers and buyers.

Step 1: Complete the business profile and identify target buyers

Sellers need to update their business profiles, clearly identify key products, and select buyer groups with suitable partnership potential. Targeting the right audience helps businesses focus their resources on high-potential meetings.

Step 2: Research buyers and send meeting invitations

Before sending an invitation, sellers should research the business field, source markets, and needs of each buyer. The invitation content should be concise, clearly stating why the two parties should meet and the potential partnership value to be developed.

Step 3: Confirm time slots and meeting locations

Once the buyer accepts the invitation, both parties agree on an open time slot. The appointment is added to their personal schedules, linked to a specific time and meeting table as arranged by the Organizing Committee.

Step 4: Focus on partnership value during the meeting

Within the limited time, sellers need to present their products, competitive advantages, and ability to meet the buyer's needs concisely. At the same time, asking targeted questions helps sellers better understand the partner's market, needs, and cooperation direction.

The meeting should end with a concrete action, such as sending a commercial proposal, providing a quotation, or scheduling a product inspection.

Step 5: Follow up after the event to convert opportunities into contracts

After the event, sellers need to send the promised information, maintain contact within the agreed timeframe, and follow up on the negotiation process. This is a crucial phase to convert initial connections into itineraries, group bookings, and commercial contracts.

“I always believe that 10 minutes meeting the right person, with the right product and good preparation, is far more valuable than many aimless meetings.”

4. DITF 2026: An opportunity to connect with international partners and expand the tourism market for 2027

For tourism businesses in Da Nang and Vietnam, DITF 2026 is an opportunity to directly access international distribution systems, find new partners, and develop cooperation models tailored to market demands.

However, the value of a trade program is not only evaluated during the event. The real effectiveness is shown in the opportunities that continue to be implemented afterward: new itineraries, room allotment series, international tour groups, MICE requests, and contracts signed or executed in 2027.

From practical experience at international travel marts, Mr. Nguyen Duc Quynh emphasizes the importance of three factors: thorough preparation before the meeting, correctly identifying the partner's needs, and pursuing partnership opportunities after the event.

This is also how businesses optimize B2B networking efficiency, enhance competitiveness, and build sustainable commercial relationships with international partners.

The ultimate expectation is not just to complete meetings during the two-day event, but to create new itineraries and attract more tour groups.

Website: ditf.vn