joint destination marketing & meetings management sector meeting
DESCRIPTION
International Congress & Convention Association. JOINT DESTINATION MARKETING & MEETINGS MANAGEMENT SECTOR MEETING. Handan Boyce & Steen Jakobsen Miranda Ioannou & Jurriaen Sleijster 49 th ICCA Congress & Exhibition Hyderabad - India Sunday 24 October 2010 11:45 - 12:45h. Session contents. - PowerPoint PPT PresentationTRANSCRIPT
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International Congress and Convention Association www.iccaworld.com
JOINT DESTINATION MARKETING & MEETINGS MANAGEMENT SECTOR MEETING
Handan Boyce & Steen JakobsenMiranda Ioannou & Jurriaen Sleijster49th ICCA Congress & ExhibitionHyderabad - IndiaSunday 24 October 201011:45 - 12:45h
International Congress & Convention Association
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International Congress and Convention Association www.iccaworld.com
Session contents
CVBs and PCOs: Stories & Best Practices from Pitching Together Effectively
Moderators:Handan Boyce - Miranda Ioannou Steen Jakobsen - Jurriaen Sleijster
Panelists:Leena Sipila – Alice AuNina Freysen Pretorius – Chander Mansharamani
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International Congress and Convention Association www.iccaworld.com
Panel views…
Leena SipilaHelsinki City Tourist & Convention Bureau
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The teams…
Introducing the players
National Convention Bureau (FCB)- soon to become part of the Finnish Tourist Board
Seven strong city convention Bureaus
PCOs- 6 listed offices- relatively small- well-established, experienced, capable
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The state of play…
Finland’s current position
Finland as a whole:420 meetings with 60.000 delegates annually
Helsinki alone:150 meetings with 30.000 delegates
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On the training ground…
The convention bureau as an enabler: sharing knowledge and insights
Seminars / info sessions on hot topics– VAT– hotel revenue management– destination marketing– . . .
Fam slam
CSR dialogue
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The rules of the game...
The convention bureau as arbiter of fair play:
Offer qualityEnsuring clarity‘Answer the bloody question!’
Partner suitabilityGiving appropriate guidance
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In play...
What the convention bureau does with PCOs:
Client support activitiesSales events – seminars, work shops Site visits
Assistance for PCOsHelp with researchMaterials – support package
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Upcoming challenges
Core PCOs entering marketOpportunity or threat?
Size of local PCOs Are they too small?
More service providers entering market Do they have the competence?
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Thank you!
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International Congress and Convention Association www.iccaworld.com
Panel views…
Alice AuToronto CVB / Tourism Toronto
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CVB & PCO
• Review historic facts and successes from research
• Understand the politics within the organization
• Exchange of ideas that best suit the needs of the group
• Come up with a strategic plan that will attract executives to the destination
International Congress and Convention Association www.iccaworld.com
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ICS-IUGA 2010
• Worked with local Co-Chairs to win the bid
• The appointed PCO supported their efforts and served as consultant on our destination / offer resources and assistance throughout the planning and execution of the congress
• Result: the highest attendance and most successful conference they have held
International Congress and Convention Association www.iccaworld.com
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ISTH 2015
• Best collaboration among (4) partners: local doctor (ambassador), PCO, Convention Center and the CVB
• Led by a strong, local ambassador - Dr. Schulman
• Requested and received tremendous support and guidance from the appointed PCO
• Based on historic needs, secured the best venue to accommodate their program - MTCC
International Congress and Convention Association www.iccaworld.com
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ISTH 2015
• Created a sound budget based on needs and past spend
• Created a convincing bid document outlining a strong scientific committee and draft program led by LOC
• Highlighted our offers and conference package
• Emphasized the benefits of coming to our destination
International Congress and Convention Association www.iccaworld.com
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Roles
• CORE PCO Protects client and their needs as INTELLECTUAL PROPERTY (consisting of finances, meeting logistics, organization politics etc.), greater global perspective
• • APPOINTED PCO
Annual - understands specific needs of association
International Congress and Convention Association www.iccaworld.com
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Roles• LOCAL PCO
Partnership between CVB & local PCO - help to provide sound advice to client
• Interpret RFP • Use each other’s expertise and intelligence
to formulate the bid document:• PCO – on budget• CVB – highlight member services that
answer to the needs outlined within the RFP- Destination sell - Financial package (if available) - Government contacts
International Congress and Convention Association www.iccaworld.com
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International Congress and Convention Association www.iccaworld.com
Thank you!
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International Congress and Convention Association www.iccaworld.com
Panel views…
Nina Freysen PretoriusThe Conference Company, South Africa
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South African Perspective
• 9 Provinces = 9 Tourism Boards /Authority...
• Highly competitive within the country!
• Reluctance to share potential business prior to it being confirmed for a city by the client.
• Only 4 of these provinces can host International or National conferences of 850+
• Important to ascertain clients needs & expectations when looking for business![Profile of delegate / Academic programme ]
• Client / Customer Loyalty... What?
Prepared by The Conference Company
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Case Study
• 8th World Assembly of Disabled People International• Rotation pattern every 5 years
ICCA Database:• 2002 Sapporo, Japan – approximately 3500 delegates• 2007 Seoul, Korea – approximately 3000 delegates• Convention Centre & Bureau involved with initial bid
discussion• Final bid submission done by client – with the
assistance of the Convention Centre, Bureau and PCO.
Prepared by The Conference Company
Shorter Lead Times - Higher Client Demands & Expectations
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Challenge • Client used own documentation and did not
clearly consult with role players …• Bid awarded to South Africa October /
November 2009• PCO appointment only September 2010
To Date• No formal funding, 350-500 Wheelchair
users expected, Air & land transportation & accommodation challenging, Venue turn around requirements considerable
International Congress and Convention Association www.iccaworld.com
Shorter Lead Times - Higher Client Demands & Expectations
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When the relationship works!
Case Study
• Synergy Important at an early stage of bidding
• Important that CVBs and PCOs understand each other’s role!
• Delegate boosting and support of marketing the conference and the destination effectively ensures good attendance
• Good Joint Marketing Support = Financial Benefit to all
• Assistance with Government Department support
Prepared by The Conference Company
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International Congress and Convention Association www.iccaworld.com
Thank you!
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International Congress and Convention Association www.iccaworld.com
Panel views…
Chander MansharamaniAlpcord Network, India
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CVB AND PCO’S
ERA OF PARTNERSHIP
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• National Trade shows• CVB participates on behalf of members
in International MICE related Trade Shows– Create awareness about
Destination and Conference Facilities
– Creating a Business Platform• Consolidating Leads for Conferences
planned by International Association• Yearly Conclave – Buyers (National and
International) and Sellers Meet
CVB’S MEMBER ADVANTAGE
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• Educational Programs – For Organizers (Associations and Corporates)
• Associating with International Organizations
• Assistance in Bidding – International Conferences
• International Trade Shows – Showcase country’s ability to hold meeting and to showcase our members
CVB’S MEMBER ADVANTAGE
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• Consortium Including funding• Financial and Marketing
Assistance to PCO– Europe– Far East– Middle East
• Advantage to both PCO’s and DMC’s
• CVB’s role to create a marketing platform
EMERGING TRENDS
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Deal is: Lets Work Together
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International Congress and Convention Association www.iccaworld.comThank you!
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International Congress and Convention Association www.iccaworld.com
Statement:
“Pitching together” is a myth: the
CVB should support the PCO by
providing information materials on
the destination, and should leave the
selling to the PCO!
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International Congress and Convention Association www.iccaworld.com
Statement:
Presenting a destination, and
obtaining “free destination services”
requires connections and a good
understanding of local politics: leave
this to the CVB, the PCO is out of its
depth here!
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International Congress and Convention Association www.iccaworld.com
Statement:
CVBs cannot pitch together with
PCOs because CVBs are not impartial:
most of them have preferred
relationships with certain players,
and maintain hidden agenda’s!
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International Congress and Convention Association www.iccaworld.com
Statement:
The CVB should take in the initial RfP
and should help the client in
selecting the PCO: that’s the best
way to ensure a great event and thus
a win for the destination
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International Congress and Convention Association www.iccaworld.com
Statement:
When it comes to presenting
budgets, PCOs should lead and CVBs
should follow!
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International Congress and Convention Association www.iccaworld.com
Statement:
The best pitches we ever won were
the result of transparency, trust and
harmonious working together
between CVB and PCO!
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International Congress and Convention Association www.iccaworld.com
Wrap-up & conclusion
• Feedback?
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International Congress and Convention Association www.iccaworld.com
Thank you!49th ICCA Congress & ExhibitionHyderabad - IndiaSunday 24 October 201011:45 - 12:45h
International Congress & Convention Association