Insight were invalid, it reduced confidence in their independence and prompted additional scrutiny.
5. Unverified external affiliations Further research uncovered an article in which the applicant identified himself as a board member of another organisation, referred to here as the World Organisation of XXX( WOOX).
Despite extensive searches, I was unable to find evidence that WOOX was an active organisation. At this stage, a consistent pattern had emerged: multiple organisations, affiliations, and contacts that could not be independently verified.
Outcome Viewed collectively, these findings significantly reduced confidence in the legitimacy of the application.
Case 2 Background This case involved an incentive travel applicant whose previous application had been declined due to insufficient supporting documentation.
A subsequent application was submitted. Although the resubmission suggested greater engagement with the process, a closer review revealed several inconsistencies that required further examination.
Investigation and findings 1. Limited supporting evidence Social media content focused primarily on local tours and personal travel experiences, while little information was available regarding larger outbound incentive programmes.
2. Reference discrepancies Following several requests, the applicant provided a number of contacts for verification. Two issues became apparent:
• One reference related to an incentive group allegedly hosted at a hotel in Dubai in 2022. However, the individual listed as the contact only joined the hotel in October 2024, making it impossible for them to verify an event from 2022.
• A second reference connected to a 2023 programme in Greece could not be independently verified using the information supplied.
These inconsistencies raised questions about the reliability of the supporting evidence. Sometimes, the information that surfaced after further research directly conflicted with the information provided by the applicant. Taken together, these findings significantly reduced confidence in the accuracy of the submission.
Outcome After reviewing all available evidence, I concluded that the applicant did not meet the qualification requirements of the hosted buyer programme. I recommended rejection due to the inability to verify key business activities and the presence of multiple unresolved discrepancies.
GainingEdge’ s Buyers Qualification Process The decisions made helped ensure that limited hosted buyer places remained available to applicants able to demonstrate legitimate and verifiable industry activity. When I conduct a qualification process, the following are considered:
• Due diligence and verification
• Reference validation
• Investigative research
• Risk assessment
• Evidence-based decision-making
• Stakeholder protection The above two cases show that effective hosted buyer qualification goes well beyond reviewing what applicants submit. It requires independent verification, critical thinking, and the confidence to question information that cannot be substantiated.
A well-presented application is not necessarily a reliable one.
The most significant issues only became visible through independent research and systematic cross-checking. It reinforced the importance of assessing evidence in addition to the information supplied by applicants.
Not all risks are immediately apparent. In some cases, the key issues only emerged through persistent followup, independent enquiries, and careful examination of supporting information.
The strength of a qualification process depends not only on the information applicants provide, but also on the extent to which that information can be independently verified.
A consistent due diligence process protects everyone with a stake in the programme – exhibitors, organisers, and genuine buyers alike. But perhaps most importantly, it ensures that the opportunities offered by hosted buyer programmes are allocated to the right people.
In both case studies, the greatest risks were not found in what applicants disclosed, but in what careful verification revealed.” n
n Website: www. gainingedge. com
ISSUE 143 / CONFERENCE & MEETINGS WORLD / 49