Great  Pairs:    HB  Associates  &  
CVB  Sales  Professionals
Terri  Roberts
Training  &  Communica.ons
DMAI
Danielle  Bo...
Our  Goals  for  Today
• Share  our  combined  
efforts,  educa?on  and  
outreach
• Hear  success  stories  and  
best  pr...
What makes a great
PAIR?
Thursday, July 5, 2012
Thursday, July 5, 2012
“Our  reputa.ons  do  not  come  
from  how  we  talk  about  ourselves.    
Our  reputa.ons  come  
from  how  others  ta...
Patricia  Zollman,  CMP
Senior  Director,  Global  Accounts  
HelmsBriscoe
  “If  I  didn’t  work  with  a  CVB,  I  would...
Dyhalma  Torres
Senior  Na?onal  Sales  Manager
Puerto  Rico  Conven?on  Bureau
“As  a  CVB,  establishing  and/or  buildi...
Kathy  Hedlund
Director  Global  Accounts
Presidents  Club,  HelmsBriscoe
“I  love  working  with  our  CVB  partners  
wh...
Dawn  Rockas,  CMP
Na?onal  Sales  Director
San  Diego  Visitors  and  Conven?on  Bureau
“There  has  never  been  a  beRe...
What  about  lead  
distribu.on?
How  do  CVBs  protect  their  
value  with  their  hotel  
stakeholders?
How  do  HB  As...
DMAI’s  Outreach  and  Educa?on
• Inside  Out  Campaign
• Let’s  talk  in  the  same  language
• Let’s  promise  the  same...
Our  Promise  and  Value  
To  HB  Associates
– Comprehensive  View  of  the  Des?na?on
– Local  Exper?se
– Extensive  In-...
Comprehensive  View  
of  the  Des?na?on
• Help  educate  planners  on  
the  value  of  their  mee?ng  in  
the  des?na?o...
Local  Exper?se  
• Know  what  only  the  
locals  know
• I  invest  my  ?me  being  
fully  educated  on  the  
des?na?o...
Extensive  In-­‐Market  Rela?onships
• Years  spent  building  
rela?onships  in  the  local  
community
• Planners-­‐one ...
We’re  not  FREE,  
but  FREE  to  YOU!
• Help  planners  
understand  what  
complimentary  really  
means
• Educate  pla...
HBs Destination Program
Thursday, July 5, 2012
HBs Destination Program
Thursday, July 5, 2012
Ongoing Communication
• Easy  to  Find  –  HB  Intranet,  HB  Insite,  
empowerMint.com
Thursday, July 5, 2012
Ongoing Communication
• HB  Connect
              (Cvent)
Thursday, July 5, 2012
Ongoing Communication
Thursday, July 5, 2012
Ongoing Communication
Thursday, July 5, 2012
Destination Panel Discussions
Thursday, July 5, 2012
Building Confidence
Thursday, July 5, 2012
Building Relationships
Thursday, July 5, 2012
HBs Outreach and Education
• Des.na.on  Program  –  Value  Proposi.on
• Ongoing  Communica.on  –  Keeping  Front  of  Mind...
Mike  Saberfield,  Regional    VP  
HelmsBriscoe
• What’s  unique  about  your  
des.na.on…uncommon  
knowledge?
• Is  our ...
Dyhalma  Torres,  Senior  Na?onal  Sales  Manager
Puerto  Rico  Conven?on  Bureau
• Call  us  FIRST  to  help  you  
make ...
Thank You
for Coming!!
Thursday, July 5, 2012
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HB Associates & CVB Professionals-Great Pair

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The Better to Serve You With: HB Associates and CVB Sales Professionals

empowerMINT, an initiative of Destination Marketing Association International (DMAI) that advocates for the DMO value proposition in the meetings community, and HelmsBriscoe who serves their clients with streamlining the meetings procurement process, have joined forces to better serve any organization looking to find the right fit for any size meeting. It’s certainly a powerful one-two punch to better serve the meetings market!

The HelmsBriscoe associates can rely on their DMO partners in any destination to provide the additional insurance of local expertise and direction. DMAI, as the trade association for DMOs has proactively worked with Helms Briscoe to open doors between DMO destination experts and HB associates to combine forces to make sure no opportunity is missed and to give a full arsenal of resources in the site selection process to the end user.

Join us to learn more about our extended partnership, as more HB associates and CVB sales professionals build trusted relationships in the meetings marketplace to ultimately better serve the client and leverage each other’s value to the fullest extent.

During our webinar you will learn about:

• The joint efforts continuing between HelmsBriscoe and DMAI to “keep doors open” for mutually beneficial working relationships between HB Associates and CVB Sales Professionals
• Update on HB Partner Program
• Using DMAI’s empowerMINT Destination Profiles to send smarter RFPs and take full advantage of local expertise
• Success stories and best practices from HB and CVBs who are working together to complement each other

Published in: Education, Business, Technology
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HB Associates & CVB Professionals-Great Pair

  1. 1. Great  Pairs:    HB  Associates  &   CVB  Sales  Professionals Terri  Roberts Training  &  Communica.ons DMAI Danielle  Boyles Managing    Director    HelmsBriscoe Chris?ne  “Shimo”  Shimasaki,  Moderator Managing  Director,  empowerMINT DMAI Presenters: A  collabora.ve  webinar  between  HelmsBriscoe   and  DMAI’s  empowerMINT.com Thursday, July 5, 2012
  2. 2. Our  Goals  for  Today • Share  our  combined   efforts,  educa?on  and   outreach • Hear  success  stories  and   best  prac?ces  from   those  in  the  field Thursday, July 5, 2012
  3. 3. What makes a great PAIR? Thursday, July 5, 2012
  4. 4. Thursday, July 5, 2012
  5. 5. “Our  reputa.ons  do  not  come   from  how  we  talk  about  ourselves.     Our  reputa.ons  come   from  how  others  talk  about  us.” -­‐-­‐-­‐Simon  Sinek Thursday, July 5, 2012
  6. 6. Patricia  Zollman,  CMP Senior  Director,  Global  Accounts   HelmsBriscoe  “If  I  didn’t  work  with  a  CVB,  I  would  be  leM  with   a  lot  more  leg  work,  and  have  to  rely  more  on   the  hotels  in  the  area  to  give  me  des.na.on   informa.on.  I  would  not  be  as  certain  that  my   clients  would  know  the  newest  hotels  coming  in   the  area  or  the  changes  that  the  city  has   planned.   I  think  all  planners  should  know  that  CVBs  make   great  strategic  partners.  They  can  support  your   search  and  help  you  leverage  local  rela.onships   with  vendors  and  venues,  so  you  can  make  the   right  decision  on  the  des.na.on  for  your   mee.ng.  They  have  both  the  informa.on  and   the  rela.onships  to  help  you  with  your  program   needs  before  the  contract  is  signed  as  well  as   aMer  the  contract  is  in  place.” Thursday, July 5, 2012
  7. 7. Dyhalma  Torres Senior  Na?onal  Sales  Manager Puerto  Rico  Conven?on  Bureau “As  a  CVB,  establishing  and/or  building  rela.onships   with  HB  associates  has  led  me  to  the  greatest   connec.ons  I’ve  made  through  my  career.  They  all   have  well  rounded  backgrounds  and  posi.ve  aspects   when  assis.ng  corpora.ons  and  associa.ons  in  any   kind  of  mee.ng,  conven.on  or  incen.ve.  They’re  all   crea.ve,  resourceful,  influen.al  and  experienced   professionals  achieving  the  highest  level  of  customer   sa.sfac.on.   All  of  these  aRributes  topped  by  a  strategic   partnership  with  the  CVB,  provides  the  ul.mate   value  to  the  end  client  thus  resul.ng  in  the  success   of  their  program  within  that  des.na.on.  I’ve  created   a  bigger  impact  in  fulfilling  goals  based  on  my   partnership  with  HB  associates  rather  than   aRemp.ng  to  target  direct  business  alone.  HB   associates  book  mul.ple  programs  a  year  through   the  different  clients  they  represent  and  can  truly   influence  their  client  into  further  considering  my   des.na.on.” Thursday, July 5, 2012
  8. 8. Kathy  Hedlund Director  Global  Accounts Presidents  Club,  HelmsBriscoe “I  love  working  with  our  CVB  partners   whether  I  know  the  city  well  or  don’t.     They  enhance  the  value  I  bring  to  my   clients  in  many  ways  and  are  a  true   extension  of  the  services  HelmsBriscoe     provides.     They  help  me  so  much  with  the  site   inspec.on  process  by  seUng  up   appointments,  accompanying  my  clients   and  me  on  the  site  inspec.ons,  provide   ac.vity  op.ons,  restaurant  op.ons  and   so  much  more.    Their  value  is  endless  to   me.”   Thursday, July 5, 2012
  9. 9. Dawn  Rockas,  CMP Na?onal  Sales  Director San  Diego  Visitors  and  Conven?on  Bureau “There  has  never  been  a  beRer  .me  for  CVB’s   to  work  with  HelmsBriscoe  than  now.    The   CVB  compe..on  s.gma.sm  is  fading  as  more   HB  Associates    and  their  CVB  des.na.on   partners  are  coming  to  trust  each  other  to  add   value  to  the  search,  site,  marke.ng  and  over   all  group  mee.ng  experience.     Both  en..es  are  working  hard  to  improve   communica.on;  evidenced  through  the  HB   Des.na.on  Partnership  program  and  DMAI’s   advocacy  for  improved  best  prac.ces  for  all   CVBs.    Business  is  being  booked,  rela.onships   are  being  strengthened  and  clients  are   realizing  their  return  on  investment.” Thursday, July 5, 2012
  10. 10. What  about  lead   distribu.on? How  do  CVBs  protect  their   value  with  their  hotel   stakeholders? How  do  HB  Associates   protect  their  value  with   their  clients? How  do  we   best  share   credit? SPEAK  UP… I  CAN’T  HEAR  YOU!!! Thursday, July 5, 2012
  11. 11. DMAI’s  Outreach  and  Educa?on • Inside  Out  Campaign • Let’s  talk  in  the  same  language • Let’s  promise  the  same  thing • Build  trust  through  transparency • Clearly  ar?culate  our  promise  and  value • Our  3rd  party  planners  are  just  like  any  other  planner Thursday, July 5, 2012
  12. 12. Our  Promise  and  Value   To  HB  Associates – Comprehensive  View  of  the  Des?na?on – Local  Exper?se – Extensive  In-­‐Market  Rela?onships – FREE  to  YOU!   CVBs  are  the  best  first  point  of  contact  in  any  des?na?on     to  help  HB  Associates   FIND  the  right  fit  for  any  size  mee?ng   and  to  help  you  expertly  serve  your  client. Thursday, July 5, 2012
  13. 13. Comprehensive  View   of  the  Des?na?on • Help  educate  planners  on   the  value  of  their  mee?ng  in   the  des?na?on • Give  real  expert  advice  on   best  op?ons • Ensure  planners  don’t  miss  a   thing  and  can  take  advantage   of  all  the  des?na?on  has  to   offer! Thursday, July 5, 2012
  14. 14. Local  Exper?se   • Know  what  only  the   locals  know • I  invest  my  ?me  being   fully  educated  on  the   des?na?on,  so  planners   don’t  have  to Thursday, July 5, 2012
  15. 15. Extensive  In-­‐Market  Rela?onships • Years  spent  building   rela?onships  in  the  local   community • Planners-­‐one  to  many-­‐ can  leverage  this  great   base  of  knowledge,   connec?vity  and  buying   power Thursday, July 5, 2012
  16. 16. We’re  not  FREE,   but  FREE  to  YOU! • Help  planners   understand  what   complimentary  really   means • Educate  planners  on   how  the  services  in  the   des?na?on  are  funded • The  ul?mate  no  brainer! Thursday, July 5, 2012
  17. 17. HBs Destination Program Thursday, July 5, 2012
  18. 18. HBs Destination Program Thursday, July 5, 2012
  19. 19. Ongoing Communication • Easy  to  Find  –  HB  Intranet,  HB  Insite,   empowerMint.com Thursday, July 5, 2012
  20. 20. Ongoing Communication • HB  Connect              (Cvent) Thursday, July 5, 2012
  21. 21. Ongoing Communication Thursday, July 5, 2012
  22. 22. Ongoing Communication Thursday, July 5, 2012
  23. 23. Destination Panel Discussions Thursday, July 5, 2012
  24. 24. Building Confidence Thursday, July 5, 2012
  25. 25. Building Relationships Thursday, July 5, 2012
  26. 26. HBs Outreach and Education • Des.na.on  Program  –  Value  Proposi.on • Ongoing  Communica.on  –  Keeping  Front  of  Mind,   Included  from  the  Start • Des.na.on  Panel  Discussions  –  Breaking  Myths,   Being  Transparent • Building  Confidence  -­‐  Building  Rela.onships Thursday, July 5, 2012
  27. 27. Mike  Saberfield,  Regional    VP   HelmsBriscoe • What’s  unique  about  your   des.na.on…uncommon   knowledge? • Is  our  RFP  over  city-­‐wide,   special  event  or   construc.on? • If  brand  hotels  are   “centralizing”  their  sales   force,  use  as  an  opportunity   to  become  a  local  expert  on   your  hotels • Use  HB  associates   tes.monials  or  success   stories  to  gain  credibility   Thursday, July 5, 2012
  28. 28. Dyhalma  Torres,  Senior  Na?onal  Sales  Manager Puerto  Rico  Conven?on  Bureau • Call  us  FIRST  to  help  you   make  the  best   recommenda?ons • Ask  the  CVB  about   des?na?on  promo?ons   or  sponsorships • Ask  for  FREE  site   inspec?on  assistance Thursday, July 5, 2012
  29. 29. Thank You for Coming!! Thursday, July 5, 2012
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