ITB Survival Kit

First time in Berlin? We will guide you! 

Welcome to ITB, the biggest travel trade fair in the world and welcome to Berlin, the capital of Germany! You are joining NordicMarketing stand? You are staying at the same hotel with us? You need your exhibitor ticket for ITB? You are thinking about sending brochures, using taxis, buying subway tickets?
We will tell you how.

Regarding Corona Virus

As of today, ITB Berlin is taking place as scheduled from 4 to 8 March 2020.

What NordicMarketing does:

  • we check the ITB's health information regularly
  • we provide hand sanitizer and disinfection wipes
  • we update you in our ITB WhatsApp Group
  • we print the the declaration for everyone just in case someone forgot to fill it out
  • we keep our ITB FAQ page up to date:

What you need to do:

  • fill our this declaration and bring it signed to ITB - no access to the fair grounds without

What we strongly advise you to do:

If you have any further questions or concerns, please feel free to contact us anytime.

Statement ITB:

ITB is regularly updating health information on their website. Below today's announcements that includes new requirements for exhibitors:

"As has been instructed by the local public health authorities all exhibitors at ITB Berlin are required to fill out a declaration (PDF, 292.0 kB). This declaration is a condition for access to the exhibition grounds and serves to identify persons belonging to a COVID 19 risk group.

The risk group criteria are as follows:

  • A recent stay in one of the risk areas as defined by the Robert Koch Institute (within the last 14 days):
    • China: Hubei Province (including the city of Wuhan) and the cities of Wenzhou, Hangzhou, Ningbo, Taizhou in Zhejiang Province.
    • Iran: Qom Province
    • Italy: Province of Lodi in the region of Lombardy and the city of Vo in the Province of Padua in the region of Veneto.
    • South Korea: Gyeongsangbuk-do (North Gyeongsang Province)

The list of risk areas is being regularly updated by the Robert Koch Institute. Updates can be found on the website:

  • During the last 14 days contact with persons who have tested positive for an infection with SARS-CoV-2.
  • Any signs of typical symptoms, i.e. fever, coughing or breathing difficulties.

Anyone belonging to the risk group or who refuses to fill out the declaration will not be admitted to ITB Berlin.

This is a precautionary measure in order to protect those participating in ITB Berlin and the public in general. The Federal Ministry of Health and the Robert Koch Institute have assessed that the health risk in Germany remains low (cf.
Currently, no restrictions on entry to Germany have been imposed on Chinese, Asian or Italian citizens. The decision taken at an extraordinary meeting of the council of EU health ministers still applies. Accordingly, before arriving in EU countries air travelers may be asked if they have been in coronavirus-infected regions or have come into contact with infected persons.
We regret any inconvenience caused. However, the safety and health of all visitors and exhibitors at ITB Berlin has the utmost priority for us, and we are following the instructions of the relevant public health authorities to ensure that.
For that reason, in order to protect exhibitors and visitors our cleaning and disinfection measures will remain in place. All participants are also advised to observe the hygiene measures recommended by the Robert Koch Institute: regular and thorough washing of hands, as well as avoiding coughing, sneezing and shaking hands."


Before ITB

Hotel - for those who stay at Scandic Hotel Potsdamer Platz


How to survive in Germany

What happens at ITB?

Welcome to ITB, the biggest travel trade fair in the world. You will be one of the 10,000 suppliers from 180 countries and will meet some of the 109,000 trade visitors. Scary? No, it is not. If you are well prepared, if you book appointments in advance and if you are active in doing sales and marketing. We will tell you how.


When you plan to join ITB you have to keep in mind: Every country and supplier (10,000 shows up in Berlin) wants to do business with the German travel trade (109,000 trade visitors are coming to ITB).

German business culture

German business culture is about personal contacts, about building trust, about creating a long term business relationship.

We are used to say: "On the German market nothing happens immediately". It means: don't be frustrated if not everybody wants or is not able to meet you. Suppliers with fully booked calendars have been there many times before to get all these contacts.

Scandinavian culture

When you compare Scandinavian or Finnish business culture with the German way of doing business, we are used to say: "Finnish way of selling is to wait that clients ask. German way is to talk actively to business partners." It means: don't wait, that somebody sends you emails or starts talking to you - you are the one who is doing sales and marketing.

Be active!


3 steps to be successful at ITB


1. Planning

There is a German sentence "Planung ist das halbe Leben", it means planning is half of your life. When going to ITB it is even more than this. To be successful in that competition you really have to be prepared. What you should do:

  • Be active in contacting tour operators in advance to fix appointments. Send emails and call them. Tell about you and your services.
  • Check their websites before contacting and before meeting them. Try to find out what kind of packages they are offering, in what they are specialized in (activities, round trips, cottages, winter etc.), what target groups they are focusing on (individuals, groups, active travelers etc.). Create a profile of your potential customer.
  • Plan your appointment: what questions are you going to ask? What products you are going to present?

2. Focusing

If you have fixed some appointments in advance or managed to meet someone at ITB spontaneously, you are already in the middle of doing business. To get successful results out of it you should keep in mind:

  • Don't try to sell everything to everybody, focus on buyers needs (profile) and try to match with your suitable products and services.
  • If you don't know anything about the buyers need or if you are not sure, then ask. Try to find out their needs and focus your complete speech on that.
  • Make notes to get an updated profile, to document their needs and come to a conclusion of your meeting, describe concrete next steps and say that out loud to your meeting partner.

3. Follow-up

If you have had appointments at ITB, you are still in the middle of doing business and not done. To close a deal you should continue as follows:

  • Send a "thank you message" after ITB by email and include the conclusion and next steps from your notes.
  • Send product descriptions, tour operator rates, pictures (link for download etc.) by email.
  • Invite them to visit your place (fam trip/familiarization trip).
  • Take care of follow up mails or phone calls to show, that you are interested in doing business and taking care of a long term cooperation.