From a 10-minute meeting to a 2027 travel contract: B2B secrets from the General Director of Furama Resort Danang

The Da Nang International Tourism Festival 2026 (DITF 2026) is expected to bring together more than 300 sellers, more than 150 international buyers and more than 400 domestic buyers, creating a large-scale trading network between Vietnamese tourism businesses and partners able to bring visitors to the destination. With hundreds of companies all looking for partnership opportunities, the question is not only how many people you meet, but how to make every meeting generate real business value.

Drawing on more than 20 years of attending international travel fairs and B2B networking programmes, Nguyen Duc Quynh, General Director of Bac My An Tourist Area Joint Stock Company — which manages Furama Resort Danang, Furama Villas Danang and Ariyana Convention Centre Danang — believes the success of a trade event lies not in the number of business cards collected or meetings completed, but in the ability to turn brief encounters into travel products, partnership programmes and real revenue.

Which travel products for 2027 could today’s meetings become?

“In more than 20 years of attending international fairs, I have found that a B2B meeting is only truly valuable when both sides identify a specific business opportunity. That might be a new itinerary for the Korean, Japanese or European market; a series booking from a travel partner; a MICE inquiry; or a famtrip that paves the way for deeper cooperation.

I always advise sales teams not to end a meeting with just the promise that ‘we’ll keep in touch’. End it with a clear next step: send a quotation, design a programme, confirm a site-inspection date or agree on a negotiation deadline.

A 10-minute meeting today can absolutely become a tour programme that runs for many years, if we know how to turn interest into action.”

This is also the spirit DITF 2026 is aiming for with its message “Connecting Partners, Creating Future”. A meeting at the event is not the final destination. The value of a connection lies in what can take shape afterwards: a new product, a new market, a new group of visitors or a long-term partnership.

What should sellers prepare to be chosen by buyers?

“International buyers usually have very little time to assess dozens, even hundreds, of suppliers. So a seller’s profile must immediately answer five questions: Who are we? What do we sell? Which source markets does it suit? What makes us different? And what partnership model are we looking for?

A good profile does not have to be long, but it must be clear, up to date and commercially relevant. Instead of a generic introduction saying the hotel has a beautiful location and good service, provide the information buyers really need: suitable guest segments, group-handling capacity, MICE capabilities, signature products, partnership terms and a contact person.

Above all, sellers need to research the market and the buyer’s profile before sending an invitation. A company specialising in golf travellers will be interested in different products from one that specialises in family travel, senior travellers or MICE.

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

This becomes all the more important at DITF 2026, which is expected to welcome more than 150 international buyers and more than 400 domestic buyers. With a network this large, businesses cannot approach every partner in the same way. The ability to identify the right market, the right customer group and the right need will determine the quality of each appointment.

From invitation to a 10-minute meeting: how is a B2B appointment made?

“Professional B2B does not begin when two people sit down at the meeting table; it begins with the preparation on the matching platform.

First, the seller completes the company profile and identifies the target buyer groups. Next comes studying each buyer’s profile, choosing suitable partners and sending a meeting invitation with a short message that makes clear why the two sides should work together.

Once the buyer accepts the invitation, both sides are slotted into a time that still suits them. The appointment is then added to their schedules, tied to a time and a meeting table under the organisers’ coordination system.

At the meeting, the seller should briefly present the value of working together, ask questions to understand the buyer’s needs and agree on the next action. After the event, sending information and following up on time is what really determines whether the meeting converts into a contract.

I have always believed that 10 minutes with the right person, with the right product and good preparation, is worth far more than a great many meetings without a goal.”

At DITF 2026, Business Matching is concentrated on 18 October, following 17 October, which is dedicated to product presentations, thematic seminars and destination inspection activities. This arrangement allows buyers both to gain more product information and to enter their B2B meetings better prepared.

The most important work begins after the meeting

According to Nguyen Duc Quynh, one of the most common mistakes at B2B fairs is that companies put a great deal of resources into preparing for and meeting partners, yet lack a clear follow-up process after the event.

“A buyer may meet a great many companies in a single day. If we take one or two weeks to send information back, the chance that they fully remember what was discussed drops significantly.

After every meeting, the sales team needs to know very clearly: what the partner is interested in, what materials we have promised to send and when the next deadline is. If the buyer asks for a quotation, send the quotation. If they want to inspect the product, propose dates. If both sides need more time to build a programme, agree on the next working step straight away.

Follow-up is not sending a thank-you email. Follow-up is continuing a business opportunity that was opened at the B2B table.”

This is also the decisive step in turning the spirit of “Creating Future” into real results. A successful appointment at DITF may be only the starting point; its value will show in the quotation requests, inspection trips, tour programmes, MOUs and contracts that continue to be implemented in the months that follow.

DITF 2026: connecting today, creating business opportunities for 2027

With more than 300 sellers, more than 150 international buyers, more than 400 domestic buyers and over 1,500 delegates and participants, DITF 2026 creates a broad networking space between Vietnam’s tourism supply and its market partners.

But according to Nguyen Duc Quynh, scale only delivers value when businesses know how to turn the opportunity to meet into concrete next steps:

“DITF 2026 is an excellent opportunity for tourism businesses in Da Nang and across Vietnam to reach domestic and international distribution systems directly. What I hope for is not only successful meetings during the two main days, 17–18 October, but new travel programmes, new groups of visitors and contracts implemented in 2027.

If, after DITF, buyers and sellers keep working together, building products together and bringing visitors to the destination, only then will ‘Connecting Partners, Creating Future’ truly be realised.”