Fenich: Meetings, Expositions, Events & Conventions, 2nd ed.

© 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

MEECChapter Three

Destination Marketing Organizations (DMOs)

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

What is a DMO? DMO (Destination Marketing

Organization)A not-for-profit organization representing a

specific destination and helping its long-term economic development through its travel and tourism industries.

Funded by – transient room taxes, government budget allocations, private memberships, or a combination of all three.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMOs are Valuable to a Meeting Planner Because They:

Assist with meeting preparation Encourage visiting of local attractions Offer unbiased information about

services and facilities Serve as a one-stop shop for local

tourist interests Generally do not charge for their

services

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMOs can:

Provide access to a range of services and packages

Help locate meeting space Check hotel availability Arrange for site inspections Link planners with suppliers

Motor coach companies Caterers Off-site entertainment venues

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Misconceptions about DMOs

The following are not true of DMOs: DMOs only book hotel rooms and

convention space. DMOs work only with large groups. DMOs own and/or run convention

centers. Planners must pay DMOs for their

services.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Advantages of using DMOs They assist planners in all areas of

planning. They provide planners with detailed

references. They establish room blocks at hotels. They market the destination to

attendees. They act as a liaison between planner

and the community. They help develop companion programs.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Possible Members of a DMO

Hotels Restaurants Local Attractions Convention Centers Other Vendors

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Activities of DMOs

Site Review ProcessDetermines if a site or location can

accommodate a meeting’s requirements. The DMO sales manager can help gather information about meeting dates, the specifications of preferred facilities, the number of available hotel rooms and meeting rooms, and the logistics of moving the meeting facilities in and out.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Activities of DMOs The “Leads” Process

The DMO sales manager circulates meeting specifications to facilities and lodging entities that can accommodate the needs. The lead sheet can also set specific parameters for the meeting that limit which sites are invited.

The DMO sales manager will then work closely with the meeting planner to decide which facilities and vendors to use. The DMO also may be the planner’s representative in the site city for conforming to codes and regulations.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

The Convention Lead Sheet Can Contain:

Name of the primary contact for the group

Total number of room nights anticipated Dates of the meeting Decision date Total anticipated attendance Meeting space requirements Occupancy pattern of the meeting

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

General Services that DMOs Provide Offer unbiased information about

services and facilities Serve as a vast information database Act as a liaison between planner and

community Help organize special activities and

after hours events Provide hotel room counts and meeting

space statistics

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Specific Services that DMOs Provide Help with meeting facility availability. Function as a transportation network –

shuttle service, ground transportation. Provide information on local events,

activities, sights, restaurants, and tours. Provide housing services and

reservations for delegates. Serve as a liaison to local government

officials.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

More Specific Services that DMOs

Provide Can provide access to special venues Assist in the creation of collateral material Assist with on-site logistics and registration Can develop spouse tours and pre- and

post- meeting events Provide local speakers Help secure auxiliary services such as

catering, security, etc.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Destination Marketing Association International(DMAI)

The world’s largest resource for official DMOs.

Mission is to enhance the professionalism, effectiveness, and images of DMOs.

Founded in 1914, originally called the Conventions and Visitor’s Bureau (CVB).

Serves over 1,300 professionals from more than 600 DMOs in more than 25 countries.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI Offers comprehensive year-round

education programs. Publishes a weekly electronic

newsletter. Sponsors DMO-focused research

studies through its foundation. Actively promotes DMOs worldwide. Links DMOs directly to consumers and

meeting planners.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI’s Meeting Information Network (MINT) The premier conventions and meetings

online database Houses information on over 34,000

meetings from 17,000 organizations Over 150 DMOs report detailed meeting

history information on events held in their cities

Provides critical marketing and sales direction to DMOs and the convention industry

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

OfficialTravelGuide.com DMAI’s official online travel portal Links consumers and meeting

professionals directly to DMOs and Tourist Boards

Contains official information for 1,200+ destinations

Includes information on hotels, conference hotels, convention centers, attractions, and activities

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI’s Online RFP RFP = Request for Proposal www.destinationmarketing.org Meeting professionals can send their

meeting specifications around the world. Organizations can seek professional

assistance in planning a meeting.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

Destinations Showcase One-day exhibition and conference by

DMAI. Meeting planners can meet face-to-face

with representatives of destinations around the world.

Attendees can attend education sessions, network, explore destinations, and “shop” with RFPs.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI Professional Development Offerings

Annual Convention Destination Management and Marketing

Institute (DMMI) CEO Forum Global Executive Forum COO/CFO Forum Sales Academy (Parts I & II and Online) Shirtsleeve Sessions

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI’s Certified Destination Management Executive Program (CDME)

CDME (Certified Destination Management Executive)

PDM Certificate (Professional Destination Management)

DMAP (Destination Marketing Accreditation Program)

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI Foundation

Sponsors and publishes research and resources; for example: DMO Compensation and Benefits

Survey DMO Organizational and Financial

Profile Convention Spending Research

Program

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI Resource Center

Online center that houses valuable information for DMO professionals:

Brand information Research statistics Links to events Glossaries of industry terms Survey results Sample documents

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

DMAI Foundation Created in 1993 to enhance and

complement the DMAI and the industry through research, education, vision, and development of resources and partnerships.

Classified as a charitable organization by the IRS.

Run by the Board of Trustees, made up of members of the DMAI and representatives from related industry organizations.

Fenich: Meetings, Expositions, Events & Conventions, 2nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458.All rights reserved

To Sum Up: DMOs have been an integral part of the

meetings and convention industry for over 100 years.

DMOs have gone from being destination marketers to destination managers, becoming involved in every aspect of their destinations and therefore enriching the experience for meeting attendees and visitors.