hitec 2017 tech talk: customize the planner's experience with technology
TRANSCRIPT
Customize the Planner’s ExperienceHow to win over modern buyers on experience
Dan BergerCEOJune 2017
I am a participant.
I am a planner.
I am a supplier.
100 employees
Raised $22.6 million
Founded in 2011
Boost event sales overnight.
Sales Success Platform
Fuel demand. Attract Fortune 500
planners with the space search engine.
Destination
Win more.Negotiate faster with
personalized proposals.
Propose→
Grow bookings. Engage qualified
planners with interactive content marketing.
Convert→
Deliver better.Create accurate setups
that lead to repeat business.
Diagram→
I am a participant.
I am a planner.
I am a believer.
I am a supplier.
● Get an understanding of the hospitality landscape of today
● Learn why customizing a planners’ experience provides a competitive advantage for properties
● Discover 3 ways technology can help you gain an edge in today’s market
@danberger | #HITECtor
Learning Objectives
The hospitality industry is entering a new era.
Expectations are up as planners demand Up-to-the minute information.
Group and luxury business has become a more important (and reliable) part of the revenue mix.
Sales and marketing of your space have
moved online.
But... the explosion of RFPs is waterboarding the industry.
$9.8B
$8.6B
$6.8B
2013 2014 2015
Growth of RFP total value
‘08 ‘09 ‘10 ‘11 ‘12 ‘13 ‘14 ‘15
1,80
0,0
00
879
,837430
,06
3
210,214
102,75
2
50
,225
24,55
0
12,00
0
Growth of RFP volume
$9.8B
$8.6B1,8
00
,00
0
2014 per RFP879,837 RFPs at a total value of $8.6B
$9,774 $5,4442015 per RFP
1,800,000 RFPs at a total value of $9.8B
Making more time on RFPs, worth less revenue.
Sourcing and booking is a serious bottleneck.
$9.8B
$8.6B
$6.8B
2013 2014 2015‘08 ‘09 ‘10 ‘12 ‘13 ‘14 ‘15
SOURCE
ACTIVITY:
EXECUTE MEASUREBOOK PLAN
PLA
NN
ER
S
Site Selection
RFP
Transportation
ACTIVITY:
SOURCE EXECUTE MEASUREBOOK PLAN
Negotiate
Transact
Project Management
Design
Registration
Logistics
Check In
Surveys
Analysis
Reports
Digitally Distorted Research
Sourcing is a serious bottleneck.
$9.8B
$8.6B
$6.8B
2013 2014 2015‘08 ‘09 ‘10 ‘12 ‘13 ‘14 ‘15
SOURCE
ACTIVITY:
EXECUTE MEASUREBOOK PLAN
PLA
NN
ER
S
Site Selection
RFP
Transportation
ACTIVITY:
SOURCE EXECUTE MEASUREBOOK PLAN
Negotiate
Transact
Project Management
Design
Registration
Logistics
Check In
Surveys
Analysis
Reports
77 % 51%Of B2B buyers conduct
research before contacting a sales person.
Of buyers form a short list before contacting any vendors
Don’t miss planners while they’re sourcing.
77% 51%
Of B2B buyers conduct research before contacting
a sales person.
Of buyers form a short list before contacting any vendors
56%Of Events Require
a Site Visit
21Events Per Year
Require a Site VisitAverage Number of Site Visits Per Event
2.15
Planners don’t have time for multiple site visits.
Pro tip: Planners rely on properties to provide the relevant sourcing tools directly on their website.
What Planners Want:
● An easy way to see your space
on a website
● Quicker turnaround on
proposals
● To visualize their event in your
space and rest easy knowing
their event it fits
What Properties Can Do:
● Qualify leads with consistent
content across outlets
● Automate the proposal
process
● Leverage floor plans, capacity
charts, measurements,
diagrams, reviews with real
photos
What is it that planners need from you?
32%
15%
10%
An easy way to see your space on your website.
An easier way to communicate with your
marketing and sales teams.
See the information they need on mobile.
Professional assets they can present to
clients & stakeholders.
Consistent content across platforms and directories
to build trust.
Provide advice based on data-driven insights.
Sourcing and booking is a serious bottleneck.
$9.8B
$8.6B
$6.8B
2013 2014 2015‘08 ‘09 ‘10 ‘12 ‘13 ‘14 ‘15
SOURCE
ACTIVITY:
EXECUTE MEASUREBOOK PLAN
PLA
NN
ER
S
Site Selection
RFP
Transportation
ACTIVITY:
SOURCE EXECUTE MEASUREBOOK PLAN
Negotiate
Transact
Project Management
Design
Registration
Logistics
Check In
Surveys
Analysis
Reports
What technology will you implement at your property to customize
the planner experience?
Staying in touch
twitter: @danberger
email:[email protected]
Booth: 2304
Give your card to me if you want the
slides!