Why does a destination need a CVB?
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Why does a destination need a CVB?



Milos Milovanovic (Pres Serbia CVB) presentation for MICERO Academy Conference 2012 / Brasov

Milos Milovanovic (Pres Serbia CVB) presentation for MICERO Academy Conference 2012 / Brasov



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Why does a destination need a CVB? Presentation Transcript

  • 1. Convention BureauWhy does a destination need a convention bureau? August 2012
  • 2. Why destinations want to hostmeetings? Destinations want to host international meetings because:  Business travelers tend to spend more money (3 times)  Conventions are usually out of high season  Convention participants are potential tourists  Promote their economy and business potentials  Attract international associations and leading experts  Improve international integration of local experts  Create knowledge-based economy and society
  • 3. Why governments invest inMeeting Industry ? Focus  Attracts the world’s industry and thought leaders to their country Platform Showcases countries innovation, products and expertise Profile Generates media attention for their country as a place to do business Growth  Provides a world stage – “if they see it, they will invest.” Exports  Stimulates international markets for their produced goods and services Networks  Builds business contacts, trade and research links Access  Delivers access to new technologies and exchange of ideas Knowledge  Strengthens their professional expertise Infrastructure  Induces business service and development (e.g. accommodation supply) Capital  Increases property values Business  Economic stimulus, jobs
  • 4. What is a convention bureau? Convention bureau is official, non-for profit organization formed to represent a destination:  To promote destination as an attractive place for international meetings and conventions  To organize local convention industry and to be representative of the whole destination  To attract and support local experts (doctors, professors, scientists) to bid for international conventions
  • 5. Establishing a BureauConvention bureau can be established as: A part of the public sector (as an independent public institutionor as a department of some institution) A part of the private sector (as association of private companiesfrom convention and hospitality industry) Public-private partnership (as association of private sectorrecognized and co-financed by the governmental institutions)
  • 6. Why destinations needconvention bureaus?Destinations form convention bureaus because: MICE clients expect thisConvention bureau provides all information that clientsneedConvention bureau represents whole destination, notparticular interests of some companiesConvention bureau does bid and supports biddingprocessConvention bureau has communication with privateand public sector and key stakeholders
  • 7. How Convention Bureau represents the entire destination to MICE clients?Convention Centres: Local and National Governments: Cooperative sales Convention  Supports the convention market through effort with Government investment in facilities convention bureau Centres  Financial support for convention bureau Primary meeting  Protocol facilities  Logistical and security support Event catering  Special events permits Local Host Committee: Convention Local Host  Issues a formal invitation to the Hotels group organizing the meeting Bureau Committees  Works with the convention bureau during the bidHotels:  Plans social programs during the Provide room blocks for bid event Banquets and catering Unique Roles of the convention bureau: Destination Professional  One stop shop  Represent the entire destination to convention Management Conference buyers Companies (DMCs) Organizers (PCOs)  Researches potential congresses, organizes site visits and prepares bids DMCs:  Supports development of exhibitions  Ground transportation PCOs:  Contracts with the meeting planner  Attendance promotion at events  Logistics  Industry development and coordination  Organises pre- and post- tours  Handles on-site logistics – hotel and incentive trips rooms, registration, housing, local transportation, sponsorship, meeting Client surveys consistently say preparation, social program arrangements, entertainment, etc. that they will select destinations where they can work with Key Actors in Convention Marketing convention bureaus over those that don’t have convention 7 bureaus.
  • 8. Convention bureau activitiesConvention bureau organizes convention industry and has to: Establish partnership with convention industry representatives Organize educational programs for convention industry Establish procedures in bidding processesOrganize regular meetings with industry representativesOrganize networking meetings with industry representativesEstablish advisory body and include industry representativesGOLDEN RULE: Convention bureau has to have equalrelations with all industry partners
  • 9. Convention bureau activitiesConvention bureau does promotional activities and should: Create catalog of conference facilities (Meeting Planners Guide) Create web site just for the MICE clients Create presentations of conference facilities (ppt, pdf, photo) Create promotional materials (stationary, postcards, usb) Create advertising materials Create video, mobile applications …Create unique and attractive promotional materials aboutdestination to attract MICE clients
  • 10. Convention bureau activitiesConvention bureau approaches MICE clients and should: Participate at convention trade shows Organize sales missions to penetrate main markets Organize familiarization trips for the main clients Organize supplier-client workshops Create request for proposals Inform and help clients in all their needsCreate one stop shop system for MICE clients
  • 11. Convention bureau activitiesConvention bureau does bidding to host international conventions: Research possible leads and events Help local contacts to create bid document Help in the process of destination presentation and bid promotion Organize site inspections for important clients Organize local industry in bidding procedures Support congress organizers and does additional promotionEncourage local contacts to bid for international conventions andhelp them organize events
  • 12. Convention bureau activitiesConvention bureau represents destination in theinternational convention industry associations: ICCA (International Congress and Convention Association) MPI (Meeting Planners International) DMAI (Destination Marketing Association International) SITE (Society of Incentive Travel Executives) …International recognition in convention business, in front of clientsand colleagues
  • 13. Convention bureau activitiesConvention bureaus care about destination development: Create database of all contacts and communication Do statistics and promotion of results Communication with local associations and experts Communication with local media Communication with public sector representatives Initiatives about future developmentsCreate friendly environment that understands importance andbenefits from convention business
  • 14. The Convention and Exhibition Industrieshave Almost Nothing in Common with Tourism Tourism Convention business Participants Tourists Professionals / Business People Participant Motivations Fun / Self Actualization Business / Networking / Learning Purpose of Visit Leisure Work Related Customer Needs Bargains High Level of Service and Product Buyers Tour wholesalers / Travel agents Meeting Planners / AMCs / PEOs Buyer Motivations Fees & Commissions Successful Meetings / Profitable Shows Decision Criteria Destination Appeal Facilities / Business Links / Market Issues Buyer Service Needs Reservations / Itineraries Housing / Registration / Event Services Distribution Channels Travel Agents / Tour Wholesalers Corp and Association HQs / AMCs / PEOs Supply Chain Hospitality Industry PCOs / DMCs / Venues / Event Suppliers Market Approach Advertising / Marketing / Packaging Direct Sales Securing the Business Strategic / Marketing Oriented Tactical / Sales Oriented Size of Groups Individuals or small groups 300 – 10,000 delegates Main Economic Impact Direct Spending Trade and Investment Experienced Tourism Not Experienced institutions
  • 15. How to establishconvention bureau?These are the main factors necessary in the process ofestablishing a convention bureau: Create a study for convention bureau establishing Educate people who will work in the convention bureau Create educational programs for convention industry Secure budget for the first five years
  • 16. ICCA Rankings of International Conventions Occurring Serbia Meetings World European Ranking Ranking 2007 * 11 64th Unranked 2010 46 43rd 23rd 2011 55 42nd 24th Belgrade Meetings World European Ranking Ranking 2007 * 8 168th 92nd 2010 33 55th 28th 2011 46 49th 26th * Serbia Convention Bureau was established in 2007 Source: International Convention & Congress Association (ICCA) - 2011
  • 17. European Fastest GrowingMeeting Destination
  • 18. Thank you! Milos Milovanovic