PPP – THCONVENTA CHALLENGE OF SUCCESS

PPP – THE WAY WE SET AN EXAMPLE CASE STUDIE: CONVENTA CHALLENGE OF SUCCESS Gorazd Čad, GO ® MICE d.o.o. Miha Kovačič, Slovenian Convention Bureau

PPP - DRIVEN BY SYNERGY Synergy (from the Greek syn-ergos , συνεργός meaning working together) is the term used to describe a situation where different entities cooperate advantageously for a final outcome. Simply defined, it means that the whole is greater than the sum of the individual parts . Although the whole will be greater than each individual part, this is not the concept of synergy. If used in a business application it means that teamwork will produce an overall better result than if each person was working toward the same goal individually. Source: Wikipedia

PUBLIC SECTOR PRIVATE SECTOR  EXPECTS ACCESS TO THE PROFESSIONAL COMPETENCES AND CAPACITIES OF PRIVATE SECTOR  EXPECTS PROFESSIONAL REALIZATION OF PROJECTS PUBLIC AND PRIVATE SECTOR EXPECTATIONS  EXPECTS ACCESS TO LOCAL AND INTERNATIONAL AUTHORITIES  RISK FREE + COST CUTTING PROJECT IMPLEMENTATION

GOOD WEATHER PROJECTS

INCREASE MARKET SHARE ICCA Database 2008 : 40. Slovenia (43 events) 55. Serbia (20 events) GROW ECONOMIC IMPACT IMPROVE ROI INCREAS EFFICIENCY DO MORE WITH LESS 21 AND 22 JANUARY 2010  LJUBLJANA EXHIBITION AND PUBLIC AND PRIVATE SECTOR SHARE COMMON GOALS MORE EFFECIENT MARKETING CONNECT WITH CLIENTS

MEETINGS IN SLOVENIA - BACKGROUND CONFERENCE DELEGATES THEIR CUSTOMS AND EXPENDITURES Survey based on face-to-face interview on representative sample of 524 conference delegates in Ljubljana, 2008

PROFILE OF MEETING PARTICIPANTS IN LJUBLJANA ------------------------------------------------------------------------------------------------------------- 61% 30 – 41 years old AGE OF PARTICIPANTS ------------------------------------------------------------------------------------------------------------- 84,1% EUROPE COUNTRY OF ORIGIN ------------------------------------------------------------------------------------------------------------- 54,5% MASTER DEGREE LEVEL OF EDUCATION ------------------------------------------------------------------------------------------------------------ 63,4% PRIVATE SECTOR EMPLOYMENT ------------------------------------------------------------------------------------------------------------

MOTIVE FOR ATTENDANCE RANK ------------------------------------------------------------------------------------------------------------- 4,17 NETWORKING ------------------------------------------------------------------------------------------------------------- 3,91 PROFESSIONAL EDUCATION AND TRAINING ------------------------------------------------------------------------------------------------------------- 3,38 SECURITY ------------------------------------------------------------------------------------------------------------ 3,20 RECOMMENDATIONS ------------------------------------------------------------------------------------------------------------ 2,92 QUALITY AND PRICE OF ACCOMODATION ----------------------------------------------------------------------------------------------------------- 2,77 ACCESSIBILITY ------------------------------------------------------------------------------------------------------------ 2,61 DESTINATION ADDITIONAL OFFER -------------------------------------------------------------------------------------------------

CHARACTERISTICS OF MEETINGS ------------------------------------------------------------------------------------------------------------- 1-3 events (76%) NUMBER OF MEETINGS PER YEAR ------------------------------------------------------------------------------------------------------------- 3,03 days LENGHT OF STAY ------------------------------------------------------------------------------------------------------------- 45,1% never (if 1-2 days) EXTENSION OF STAY ------------------------------------------------------------------------------------------------------------ 71% Congress Centre TYPE OF CONFERENCE VENUES ------------------------------------------------------------------------------------------------------------

EXPENDITURE ------------------------------------------------------------------------------------------------------------- 2.350 € EXPENDITURE DURING THREE-DAY INTERNATIONAL MEETING -------------------------------------------------------------------------------------------------------------

EXPENDITURE 19,9 € CULTURE Average expenditure during 3-day conference 50,3 € ENTERTAINMENT 50,6 € TRIPS 77,6 € TRANSPORT AT DESTINATION 133,5 € PERSONAL EXPENDITURES 164,4 € FOOD AND BEVERAGE 441,5 € ACCOMODATION 614,4 € TRANSPORT TO DESTINATION 713,9 € REGISTRATION FEE

ACCOMODATION MICE:147,17€ / LEISURE: 84,96€ FOOD AND BEVERAGE MICE:54,80€ / LEISURE: 23,26 € PERSONAL EXPENDITURES MICE:44,50€ / LEISURE: 21,80€ TRANSPORT AT DESTINATION MICE:25,87€ / LEISURE: 10,84€ Source: Survey – Expenditures of foreign tourist in Ljubljana, MIT, 2008 73 % more 135 % more 104 % more Meetings participants spend more than leisure: LEISURE vs MEETINGS GUEST IN LJUBLJANA 139 % more

COMPETITION BETWEEN DESTINATIONS IS FIERCE So we need new and proactive approach to marketing!

HOW TO SUCCEED RESEARCH SELECTION LOCAL CONTACT CONCEPT BID LOBBYING CONTRACT

RESULTS WILL NOT COME OVERNIGHT

RESULTS WILL NOT COME OVERNIGHT CREATE AND SHARE VISION START-UP PROPERLY UNDERSTAND AND LISTEN PARTNERS BE CLEAR ON THE RISKS COMMUNICATE OFTEN BUILD TRUST

CASE 1 APIMEDICA & APIQUALITY 2010

PRACTICAL EXAMPLE OF CO-OPERATIVE TRADE MARKETING

800 international participants of the Forum

10.000 daily visitors (beekeepers)

5.000 daily visitors (general public)

200 exhibitors at API EXPO (3.000 m2 nett exhibition space)

budget 750.000 – 980.000 €

CO-OPERATIVE TRADE MARKETING PPP

SLOVENIAN CONVENTION BUREAU AND GO.MICE

COLLABORATE IN THE PROMOTION AND

BIDDING FOR THE CONGRESS!

BID SUPPORT

CONVENTA + FAM TRIP

PR + MARKETING

ON-SITE BID SUPPORT

CO-OPERATIVE TRADE MARKETING

CASE 2 APIMONDIA

COMPETITON BETWEEN DESTINATIONS IS FIERCE EXAMPLE: BID FOR APIMONDIA 2013 -------------------------------------------------------------------------------------------------  UKRAINE, Kiev (won the bid with support of Mr. V. Yuschenko) -------------------------------------------------------------------------------------------------------------  HUNGARY, Budapest -------------------------------------------------------------------------------------------------------------  TURKEY, Istanbul -------------------------------------------------------------------------------------------------------------  ITALY, Verona -------------------------------------------------------------------------------------------------------------  SPAIN, -------------------------------------------------------------------------------------------------------------  BULGARIA, Sofia -------------------------------------------------------------------------------------------------- COOPERATIVE MARKETING

CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

WHY SOUTH-EAST EUROPE? CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

-NEW

-REGION

DIFFERENT BUT COMMON USP’S

SYNERGY

INCREASE MARKET SHARE

ENTER NEW MARKETS/CONTINENTS

EDUCATION

RESEARCH & DEVELOPMENT

WHY PPP? CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

PUBLIC SECTOR CONVENTION BUREAUS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

Croatian Convention Bureau (20+ years) Slovenian Convention Bureau (5 years) Serbia Convention Bureau (2 years) Montenegro Convention Bureau (1 years) Macedonia Convention Bureau (?) … CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

PRIVATE SECTOR MEETINGS INDUSTRY SUPPLIERS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

-Convention Centres

Convention Hotels

PCO’s

DMC’s

Incentive & Teambuilding providers

Airlines & Transportation companies

Caterers, Technology providers, etc.

PUBLIC SECTOR + PRIVATE SECTOR = SUCCESS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

FEEDBACK 2009 EXPECTATIONS: ABSOLUTELY YES 83 % BUYERS, 88 % EXHIBITORS WOULD YOU SUGGEST CONVENTA TO COLLEAGUES AND FRIENDS? YES, 81 % CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE

21 – 22 JANUAR 2010