réunion d’information marché grande bretagne - segment...

Réunion d’information marché

Grande Bretagne - segment MICE

15/06/2012

Réunion d’information Marché MICE Grande Bretagne – 15 Juin 2012

Sommaire Présentation de la conjoncture parisienne et du

marché britannique à Paris

M&IT Trends & Spends survey - Steve Lewis, M&it

magazine

How to get more business from UK agencies? – John

Fisher, Fisher Moy International

Vos questions



1.Conjoncture touristique parisienne

Les principaux marchés à Paris en 2011

Arrivées 2011 Var

2012/2011

France 7 200 000 +1,6 %

Etats-Unis 1 256 000 +4,2 %

Royaume-Uni 968 000 -1,8 %

Italie 663 000 -4,2 %

Allemagne 565 000 -0,7 %

Espagne 550 000 -6,4 %

Japon 505 000 -6,5 %

Belgique 302 000 +4,4 %

Suisse 266 000 +11,9 %

Pays-Bas 253 000 +7,9 %

Chine 158 000 +22,8 %

Total Etranger 8 466 000 +4,4 %

Total 15 654 000 +3,3 % Source: Enquête de fréquentation

hôtelière de l’Insee

Renforcement de la Livre sterling

1,00000

1,10000

1,20000

1,30000

1,40000

1,50000

1,60000

1,70000

1,80000

Cours moyen mensuel de la livre sterling par rapport à l'euro de 1999 à 2012

Mai 2012 : 1 £ = 1,24 €

Source: Banque de France

Baisse régulière des arrivées

britanniques depuis 2008 mais…

0

200 000

400 000

600 000

800 000

1 000 000

1 200 000

1 400 000

1 600 000

Evolution des arrivées hôtelières britanniques à Paris

Source: Enquête de fréquentation hôtelière de l’Insee

968 000 arrivées hôtelières à Paris en 2011 (soit 11,4 % de la fréquentation

touristique étrangère à Paris)

…Un retour à la croissance depuis

novembre 2011

-40%

-30%

-20%

-10%

0%

10%

20%

30%

Jan

vie

r

Mar

s

Mai

Juill

et

Sep

tem

bre

No

vem

bre

Jan

vie

r

Mar

s

Mai

Juill

et

Sep

tem

bre

No

vem

bre

Jan

vie

r

Mar

s

Mai

Juill

et

Sep

tem

bre

No

vem

bre

Jan

vie

r

Mar

s

Mai

Juill

et

Sep

tem

bre

No

vem

bre

Jan

vie

r

Mar

s

Mai

Juill

et

Sep

tem

bre

No

vem

bre

2008 2009 2010 2011 2012

Evolution de la variation des arrivées hôtelières britanniques à Paris

Source: Enquête de fréquentation hôtelière de l’Insee



2.M&IT Trends & Spends Survey June 2012

OTCP/Présentation de marché:

Grande-Bretagne, segment MICE

Vendredi 15 juin à 10h30

Steve Lewis, Publisher, Meetings & Incentive Travel

‘M&IT Trends & Spends Survey June 2012’

John Fisher, Director, Fisher Moy International

‘How To Get More Business From UK Agencies’

AddingValue

AOK Events

Avventura

Banks Sadler

BI Worldwide

BSI Meetings and Events

drpgroup

First Protocol

FMI Group

Jack Morton Worldwide

Jarvis Woodhouse Events

MCI UK Ltd

Oxford International

Participating UK agencies

Principal Promotions

Pumphouse

TFI Group

The Conference Collective Limited

The MotivAction Group

The Turner Agency

The Ultimate Event Company

The Vantage Point Group

Venues Event Management

W&O Events

Worldspan Group

Zibrant

Trends & Spends Survey Statistics Summary

Short haul by country – no of groups

Short haul by country – delegate nights

Short haul by city/state/resort – no of groups

Short haul by city/state/resort – delegate nights

Long haul by country – no of groups

Long haul by country – delegate nights

Long haul by city/state/resort – no of groups

Long haul by city/state/resort – delegate nights

2012 TREND

FRANCE has dropped to 4th place in 2012

behind SPAIN, GERMANY and ITALY.

2012 TREND

PARIS remains the MOST POPULAR CITY

(47 groups/7.8%) ahead of AMSTERDAM,

LISBON, BARCELONA and ROME.

2012 TREND

FRANCE has dropped to 7th place in

number of delegate nights behind SPAIN,

AUSTRIA, ITALY, PORTUGAL, GERMANY

and NETHERLANDS.

2012 TREND

PARIS has dropped to 7th place in number

of delegate nights behind BARCELONA,

VIENNA, LISBON, AMSTERDAM,

COPENHAGEN and BERLIN.

2012 TREND

PARIS dominates destination selection in

France. TOP 5 in France are 1) PARIS 47

groups 2) NICE 6 groups 3) MONTE CARLO

6 groups 4) LYON 2 groups and 5)

MARSEILLE 2 groups.

2012 TREND

UK AGENCIES plan EUROPEAN and

EMEA meetings. UK ONLY DELEGATE

ATTENDANCE IS DECREASING,

INTERNATIONAL DELEGATE

ATTENDANCE IS INCREASING.

(34% UK ONLY – 66% INTERNATIONAL in

2012 Trends Survey).

UK agency news

Examples from meetpie.com news stories

in 2012…

UK agency news



3.How to get more business from the UK?

HOW TO GET MORE BUSINESS FROM THE UK MARKET

JOHN FISHER Fisher Moy International Limited

... everything we do is about connecting your brand, employees and

customers. We create live, print and digital communications that always aim

to improve your bottom line.

Our key offers are:

BRAND ENGAGEMENT AGENCY

OUR CLIENTS

http://customer.jcb-finance.co.uk/main/index.jht

ENGLISH PERCEPTIONS OF FRANCE

AMERICAN PERCEPTIONS OF FRANCE

PARISIAN PERCEPTIONS OF FRANCE

WHERE DO THE BRITS GO IN FRANCE?

TOP TEN DESTINATIONS FROM THE UK

1. PARIS

2. COTE D’AZUR

3. ....THAT’S IT!

BUT WE HAVE TRIED...LYON

E-shot to 800 =

2 positive replies

WHY? POSSIBLY THE NEW UK BRIBERY ACT

HOW TO GET MORE BUSINESS FROM THE UK MARKET: LEADING AGENCIES

lead

Ranking Corporation - 31/12/2010 - 31/12/2009

1 Grass Roots Group Plc (The) 283,105,333

1

1

2 Expotel Group Limited 175,490,445 2

3 Motivcom Plc 115,483,000 3

4 Projectlink Motivation Limited 79,541,333

1

4

5 P&MM Limited 71,201,187 5

6 Edenred (I & M) Limited 49,994,000 6

7 Knowledgepoint 360 Group Ltd 44,422,000 8

8 Jack Morton Worldwide Limited 40,228,000 9

9 WRG Creative Communication 38,677,292 12

10 Universal World Events Group 36,236,727

3

7

11 Grass Roots Eventcom Ltd 28,730,667

1

10

12 Group Limited 24,444,661 13

13 Zibrant Limited 22,370,916 17

14 UniversalProcon Limited 22,147,519 14

15 Concerto Group Ltd. 21,440,062 11

16 George P. Johnson () Limited 18,688,342 16

17 Holdings Ltd 17,178,928 18

18 Reed & Mackay Travel Ltd 16,085,000 19

19 Logistik Limited 13,971,845 20

20 BCD Meetings & Incentives Ltd 13,903,618 26

21 W&O Events Limited 13,559,000 15

22 Adelphi Group Limited 13,011,000 25

23 Rapier Design Limited 10,925,932

2

28

24 AYMTM Limited 10,321,841 21

25 MCI UK Limited 10,317,264 27

1

Actual accounts filed were for a period of 18 months. This value has been pro-rated to provide a 12 month period

2


3


HOW TO GET MORE BUSINESS FROM THE UK MARKET:

MARKET SEGMENTATION

OVER

£20M

OVER £10M

OVER £5M


TYPICAL FINANCIAL ACCOUNTS


TYPICAL CLIENT PROPOSAL COSTS

PARIS LE GRAND OFFER

MARKET COSTS

MD/OWNER

Sales Development Operations/Events Finance/Admin

Events Director

UK Event Manager Overseas Event Manager

Event Executive Event Executive

Assistant Assistant

HOW AGENCIES ARE STRUCTURED

HOW TO GET MORE BUSINESS FROM THE UK MARKET: PROMOTIONAL STRATEGY

1. THE BOSS

2. THE EVENTS DIRECTOR

3. THE OVERSEAS EVENTS MANAGER

4. TRAVEL ACCOUNT MANAGERS

HOW TO GET MORE BUSINESS FROM THE UK MARKET: ACTIVITIES

1. THE BOSS...high-end event, embassy?, brand new facility, possibly

partners

2. THE EVENTS DIRECTOR...similar, could be the same person, not partners

3. THE OVERSEAS EVENTS MANAGER...busy fam trip, exhibitions, drinks

events

4. TRAVEL ACCOUNT MANAGERS...email, newsletters, London workshops

HELPFUL HINTS

• Only 15% open commercial e-shots • Less than 2% attend events without prompting

• So 20 confirmed guests = 1,000 invites

HOW TO GET MORE BUSINESS FROM THE UK MARKET: PRESENTATIONS

1. START BY ASKING ABOUT THE CLIENT PROFILE

2. TAILOR YOUR TALK TO THE PROFILES

3. KNOW YOUR COSTS...WE WILL WANT TO TALK ABOUT MONEY!

4. LEAVE SAMPLE COSTINGS/IMAGES ON AN ‘UNLOCKED’ MEDIUM

5. DO BRING BISCUITS/CAKES!

HELPFUL HINTS

• Do not rush through x10 hotels, use a map, ask your

audience • Listen to response and change your talk

• Leave behind digital info not print • Ask if anyone else can be added to your mailing list

HOW TO GET MORE BUSINESS FROM THE UK MARKET: EXHIBITIONS

1. E-SHOT TO NAMED INDIVIDUALS

2. MENTION SOMETHING NEW/UNUSUAL

3. BE AVAILABLE TO CHAT OUTSIDE THE ‘APPOINTMENTS’

4. HIGHLIGHT ‘DEALS’ AVAILABLE

5. BE CULTURALLY AWARE...FOOTBALL, EURO, POLITICS, THE QUEEN

HELPFUL HINTS

• Collect names of colleagues/other contacts...for your

database • Be prepared to do a quote/proposal from the exhibition

• Ask if you can visit in the UK

Match No. 736 - Saturday, 7th June 1997

France 0 - 1 England Tournoi de France (Tournoi de France 1997)

Stade de la Mosson, Montpellier

SOCCER SPEAK

Réunion d’information Marché MICE Grande Bretagne – 15 Juin 2012

Merci de votre

participation !!!!

Vos Questions….

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