PPP – THE WAY WE SET AN EXAMPLE

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CASE STUDIE: CONVENTA CHALLENGE OF SUCCESS

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PPP – THE WAY WE SET AN EXAMPLE

  1. 1. PPP – THE WAY WE SET AN EXAMPLEPPP – THE WAY WE SET AN EXAMPLE CASE STUDIE: CONVENTA CHALLENGE OF SUCCESSCASE STUDIE: CONVENTA CHALLENGE OF SUCCESS Gorazd Čad, GO®MICE d.o.o. Miha Kovačič, Slovenian Convention Bureau
  2. 2. 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
  3. 3. PUBLIC SECTORPUBLIC SECTOR PRIVATE SECTORPRIVATE SECTOR  EXPECTS ACCESS TO THE PROFESSIONAL COMPETENCESEXPECTS ACCESS TO THE PROFESSIONAL COMPETENCES AND CAPACITIES OF PRIVATE SECTORAND CAPACITIES OF PRIVATE SECTOR  EXPECTS PROFESSIONAL REALIZATION OF PROJECTSEXPECTS PROFESSIONAL REALIZATION OF PROJECTS PUBLIC AND PRIVATE SECTOR EXPECTATIONS  EXPECTS ACCESS TO LOCAL AND INTERNATIONALEXPECTS ACCESS TO LOCAL AND INTERNATIONAL AUTHORITIESAUTHORITIES  RISK FREE + COST CUTTING PROJECT IMPLEMENTATIONRISK FREE + COST CUTTING PROJECT IMPLEMENTATION
  4. 4. GOOD WEATHER PROJECTS
  5. 5. 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 ANDPUBLIC AND PRIVATE SECTOR SHARE COMMON GOALS MORE EFFECIENT MARKETING CONNECT WITH CLIENTS
  6. 6. MEETINGS IN SLOVENIA - BACKGROUND CONFERENCE DELEGATESCONFERENCE DELEGATES THEIR CUSTOMS ANDTHEIR CUSTOMS AND EXPENDITURESEXPENDITURES Survey based on face-to-face interview on representative sample of 524 conference delegates in Ljubljana, 2008
  7. 7. PROFILE OF MEETING PARTICIPANTS IN LJUBLJANA ------------------------------------------------------------------------------------------------------------- 61%61% 30 – 41 years old30 – 41 years old AGE OF PARTICIPANTS ------------------------------------------------------------------------------------------------------------- 84,1%84,1% EUROPEEUROPE COUNTRY OF ORIGIN ------------------------------------------------------------------------------------------------------------- 54,5%54,5% MASTER DEGREEMASTER DEGREE LEVEL OF EDUCATION ------------------------------------------------------------------------------------------------------------ 63,4%63,4% PRIVATE SECTORPRIVATE SECTOR EMPLOYMENT ------------------------------------------------------------------------------------------------------------
  8. 8. MOTIVE FOR ATTENDANCE RANK ------------------------------------------------------------------------------------------------------------- 4,174,17 NETWORKING ------------------------------------------------------------------------------------------------------------- 3,913,91 PROFESSIONAL EDUCATION AND TRAINING ------------------------------------------------------------------------------------------------------------- 3,383,38 SECURITY ------------------------------------------------------------------------------------------------------------ 3,203,20 RECOMMENDATIONS ------------------------------------------------------------------------------------------------------------ 2,922,92 QUALITY AND PRICE OF ACCOMODATION ----------------------------------------------------------------------------------------------------------- 2,772,77 ACCESSIBILITY ------------------------------------------------------------------------------------------------------------ 2,612,61 DESTINATION ADDITIONAL OFFER -------------------------------------------------------------------------------------------------
  9. 9. CHARACTERISTICS OF MEETINGS ------------------------------------------------------------------------------------------------------------- 1-3 events (76%)1-3 events (76%) NUMBER OF MEETINGS PER YEAR ------------------------------------------------------------------------------------------------------------- 3,03 days3,03 days LENGHT OF STAY ------------------------------------------------------------------------------------------------------------- 45,1% never (if 1-2 days)45,1% never (if 1-2 days) EXTENSION OF STAY ------------------------------------------------------------------------------------------------------------ 71%71% Congress CentreCongress Centre TYPE OF CONFERENCE VENUES ------------------------------------------------------------------------------------------------------------
  10. 10. EXPENDITURE ------------------------------------------------------------------------------------------------------------- 2.350 €2.350 € EXPENDITURE DURING THREE-DAY INTERNATIONAL MEETING ------------------------------------------------------------------------------------------------------------- D o 9 9 9 € 1 0 0 0 - 1 9 9 9 € 2 0 0 0 - 2 9 9 9 € 3 0 0 0 - 3 9 9 9 € 4 0 0 0 - 4 9 9 9 € V e č k o t 5 0 0 0 € 0 % 5 % 1 0 % 1 5 % 2 0 % 2 5 % 3 0 % 3 5 % 4 0 % 7 % 3 0 % 3 5 % 1 4 % 8 % 7 %
  11. 11. EXPENDITURE Average expenditure during 3-day conferenceAverage expenditure during 3-day conference REGISTRATION FEE 713,9 € TRANSPORT TO DESTINATION 614,4 € ACCOMODATION 441,5 € FOOD AND BEVERAGE 164,4 € PERSONAL EXPENDITURES 133,5 € TRANSPORT AT DESTINATION 77,6 € TRIPS 50,6 € ENTERTAINMENT 50,3 € CULTURE 19,9 €
  12. 12. ACCOMODATIONACCOMODATION MICE:147,17€ / LEISURE: 84,96€MICE:147,17€ / LEISURE: 84,96€ FOOD AND BEVERAGEFOOD AND BEVERAGE MICE:54,80€ / LEISURE: 23,26MICE:54,80€ / LEISURE: 23,26€€ PERSONAL EXPENDITURESPERSONAL EXPENDITURES MICE:44,50€ / LEISURE: 21,80€MICE:44,50€ / LEISURE: 21,80€ TRANSPORT AT DESTINATIONTRANSPORT AT DESTINATION MICE:25,87€ / LEISURE: 10,84€MICE:25,87€ / LEISURE: 10,84€ Source: Survey – Expenditures of foreign tourist in Ljubljana, MIT, 2008Source: Survey – Expenditures of foreign tourist in Ljubljana, MIT, 2008 73 % more73 % more 135 % more135 % more 104 % more104 % more Meetings participants spend more than leisure: LEISURE vs MEETINGS GUEST IN LJUBLJANA 139 % more139 % more
  13. 13. COMPETITION BETWEEN DESTINATIONS IS FIERCE So we need new and proactive approach to marketing!
  14. 14. HOW TO SUCCEED RESEARCHRESEARCH SELECTIONSELECTION LOCAL CONTACTLOCAL CONTACT CONCEPTCONCEPTBIDBIDLOBBYINGLOBBYING CONTRACTCONTRACT
  15. 15. RESULTS WILL NOT COME OVERNIGHT
  16. 16. RESULTS WILL NOT COME OVERNIGHT CREATE AND SHARE VISIONCREATE AND SHARE VISION START-UP PROPERLYSTART-UP PROPERLY UNDERSTAND AND LISTEN PARTNERSUNDERSTAND AND LISTEN PARTNERS BE CLEAR ON THE RISKSBE CLEAR ON THE RISKS COMMUNICATE OFTENCOMMUNICATE OFTEN BUILD TRUSTBUILD TRUST
  17. 17. CASE 1 APIMEDICA & APIQUALITYAPIMEDICA & APIQUALITY 20102010
  18. 18. 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
  19. 19. 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
  20. 20. CASE 2 APIMONDIAAPIMONDIA
  21. 21. CASE 2 APIMONDIAAPIMONDIA
  22. 22. CASE 2 APIMONDIAAPIMONDIA
  23. 23. 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
  24. 24. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  25. 25. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  26. 26. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  27. 27. WHY SOUTH-EAST EUROPE? CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE Kongres Conventa.flv Paul Cunningham Interview l Kongres magazine @ Conventa.flv
  28. 28. -NEW -REGION -DIFFERENT BUT COMMON USP’S -SYNERGY -INCREASE MARKET SHARE -ENTER NEW MARKETS/CONTINENTS -EDUCATION -RESEARCH & DEVELOPMENT CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  29. 29. WHY PPP? CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  30. 30. PUBLIC SECTOR CONVENTION BUREAUS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  31. 31. 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
  32. 32. PRIVATE SECTOR MEETINGS INDUSTRY SUPPLIERS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  33. 33. -Convention Centres -Convention Hotels -PCO’s -DMC’s -Incentive & Teambuilding providers -Airlines & Transportation companies -Caterers, Technology providers, etc. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  34. 34. PUBLIC SECTOR + PRIVATE SECTOR = SUCCESS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE
  35. 35. 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
  36. 36. 21 – 22 JANUAR 2010

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