Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Dealing With Overload Of RFPs #ICCA12 WEDNESDAY 24/10/2012

507 views

Published on

Presentation held at the 51st ICCA Congress which took place in San Juan, Puerto Rico from 20 - 24 October 2012. For more information on ICCA please visit www.iccaworld.com.

  • Be the first to comment

  • Be the first to like this

Dealing With Overload Of RFPs #ICCA12 WEDNESDAY 24/10/2012

  1. 1. 51st ICCA Congress Dealing with overload of RFPs October 24th 2012International Congress and Convention Association. Session sponsored by:Twitter: #ICCA12
  2. 2. Dealing with overload of RFPs•What is the situation today?•Best Practices•What about tomorrow?International Congress and Convention Association.Twitter: #ICCA12
  3. 3. What is the Situation Today ? RFP Distribution model Bedouk’s Network, EMEA + North CVBs, Hotel Chains, • Meetingbroker Open source distribution • + 1 Million Chains! + 251 Hotel RFPs • America = Professional planners channels • + 1000 Congress & • Occasional planners (Cvent and Starcite), +300 000 • Media Conversion rate Convention Centers Miceplaces, • from 0 to ??? + 1000 CVBs…. planners! • Venues’ integrated eRFP SpeedRFP…. + 300 channelsInternational Congress and Convention Association.Twitter: #ICCA12
  4. 4. What is the Situation Today ?International Congress and Convention Association.Twitter: #ICCA12
  5. 5. What is the Situation Today• It is complicated… Commission YES? NO? Tight deadlines Should you rate/filter RFPs? Majority of the demands handled offline in many regions, how to reach them? Same RFP multiple sourcesInternational Congress and Convention Association.Twitter: #ICCA12
  6. 6. Best Practices Use channels – with RFP’s standard limitation – requesting from planners the list of « already contacted venues » – With fixed fees (negotiated!) = less expensive than a commission (from 3 to 10%!) Follow up, follow up, follow up… Use leads to build your Data BaseInternational Congress and Convention Association.Twitter: #ICCA12
  7. 7. What about tomorrow?International Congress and Convention Association.Twitter: #ICCA12
  8. 8. What about tomorrow ? 1. How is your organisation dealing with eRFPs? • Good practice vs Bad practice? • Conversion rate? • How do you deal with regions differences? 1. If you can invent a new model to generate Requests/Leads would it be any different? How? 3. Is this a step before the real-time booking system? YES/NO Why?International Congress and Convention Association.Twitter: #ICCA12
  9. 9. Thank you ! Safe Travels Home !International Congress and Convention Association.Twitter: #ICCA12

×