1. siteglobal.com

2. Paul Miller
2015 Immediate SITE Past President
Managing Director
paul@spectra-dmc.com
“SITE has helped me become a
better incentive professional, has
brought me wonderful lasting
friendships and has given my
company an absolute return in
business”

3. SITE is the only global network of travel
and event professionals committed to
motivational experiences that deliver
business results.
SITE provides insights and connections
that inspire the utilization of this
powerful tool across diverse industries,
regions and cultures.
SITE serves as a source of knowledge
and best practices where members can
make personal connections that
sustain professional growth.
what is site ?

4. 2200
members
88
countries
30%
buyers
35%
DMCs
26%
hotels
7%
CVBs
where is SITE ?
Board of
Directors
from 5
continents

5. Connections
As the only global authority on incentive
travel and motivational experiences, SITE
not only connects its members around the
world to a group of peers who share their
skill and passion but also connects our
members to business leaders who seek
improved performance through these
powerful tools.
Trust
Our network of leaders and business owners
take pride in achieving results for our
companies and clients, and do it with an
explicitly stated regard for ethics,
transparency and mutual respect. We treat
people right. Members trust SITE to help
them grow their businesses and further
their careers.
Results
Incentive travel is a proven business strategy
that provides a measurable return on its
investment. We focus on delivering these
results for our companies and clients. SITE
also brings results for members: tools to
increase business; a community supporting
professional growth, and a platform for
industry advocacy.
Creativity
SITE’s members bring industry-leading
expertise to their companies and clients,
and something more — a unique can-do
attitude that subverts barriers and
transcends the everyday, inspiring clients
and the people who benefit from incentive
travel. This creative approach means we do
things a little differently.
Our values tell people who we are, what we
believe in, and what makes us unique.our values

6. SITE‘s global network
Americas
Arizona
Canada
Chicago
Florida & Caribbean
Mexico
Minnesota
New York
Northern California
South America
Southeast USA
Southern California
Texas
Asia
China
India
EMEA
Belgium
Finland
Germany
Great Britain
Greece
Ireland
Italy
Scotland
Netherlands
Poland
Spain
Turkey
South Africa
UAE

7. As a member, you get a host of Tools & Resources …
• Code of Ethics
• SITE Source (newsletter)
• Career Center (job board)
• Young Leaders Program (35 & Under)
• CIS (professional certification)
• SITE Foundation (research papers)
• SITE Buyer’s Guide (online directory)
• Diverse Global Network
• Industry Advocacy
Member Benefits

8. education & certification
• Is a group learning seminar/workshop experience spread over two days
• Is a certification which acknowledges the experience of some and elevates
the knowledge of all.
• Will give certified professionals a greater understanding of the theory and
practice of creative and effective Motivational Programs and Motivational
Travel within the value chain.
• CIS is designed for SITE members and non-members alike
The CIS, Certified Incentive
Specialist, is an entry level
certification program from SITE.

9. Professionally?

10. Personally?

11. Incentive travel. Business results.
Incentive travel is the work our members do; business results are
what our companies and clients are achieving through this powerful
tool.

12. We like to belong
We live together
We accept hierarchy
We follow
We lead
We dream
We believe
“the human species is the only species with the ability to
see what doesn’t yet exist”
F.W. De Klerk
We are Tribal

13. • Two very different things
• Earning the incentive not winning
it (not a lottery ticket)
• Being the best of the best and
joining the elite group
• Sense of achievement
• Bragging rights
Reward vs Recognition

14. Cash as a Prize?
29%
Research shows that this is the
percentage of employees that
spent a cash incentive from
their company on bills
18%
do not remember what they
spent the reward on
11%
spent it on savings and
11%
on gifts

15. All of us have stuff!
How much more can
we have?
We buy what we
want anyway !
Merchandise as a Prize?

16. The Incentive Travel Experience:
“the best deserve the best;
a qualifier is treasured and pampered
in the best way possible”.

17. Incentive travel
programmes increase
performance of an
individual by 22% and
of a team by 44%
Travel as a Prize?

18. The reported strength
of travel as a
motivator continues
to remain higher than
merchandise and
debit cards —and a
bit more motivational
than cash.
Travel Experiences Will Continue to Generate the
Greatest Engagement and Loyalty Over Other
Options

19. Not surprisingly, the use of
incentive travel and
merchandise/gift card
differs across program
types. The incidence of
incentive travel is highest
within Sales programs and
lowest within Customer
Loyalty. Merchandise/card
use is highest in Channel
and Customer Loyalty
programs.

22. Optimism about the overall use of incentive travel
experiences is at a four-year high!
48% of respondents say its use will increase or substantially
increase in the next 6 months
The Site Annual Analysis and Forecast for the
Motivational Events Industry

23. 69% are similarly optimistic about the next 6 to 12 months
That optimism carries over to expectations for the next
1 – 3 years with 87% believing it will increase or substantially
increase
The Site Annual Analysis and Forecast for the
Motivational Events Industry

24. Acquire
• 67% of participants who did not earn a place on the
travel program agreed they will work harder in the
following year to earn the trip
• 61% of participants felt that competing in a motivational
travel program that offers multiple levels of earning
opportunities was more motivating

25. Bond
• 77% of participants surveyed said that earning the travel
award increased their feeling of being part of the
company
• 53% of participants believe the emotional impact of a
group travel experience

26. Defend
• 95% of executives are concerned about retaining key
employees
• 47% of top performers are actively looking for other
employment

27. Learn
• 57% of participants agreed that feedback is important in
motivating them to participate in a program, and that
involvement in a program motivates them to create
solutions to achieve desired results
• 70% of participants believe freedom in destination choice
and activity on a program encourages them to motivate
their behavior

28. $77 billion in the US
• Incentive travel (US$22.5BN)
• Merchandise/gift cards (US$54.4BN)
74% of U.S. businesses use non-cash rewards
• 46% - Internal (Employee) Sales Incentives
• 32% - Customer Incentives
• 26% - Channel Sales Incentives
According to 2013 “Market Sizing Study” (Incentive Federation)
How big is the Incentive Travel pie ?

29. Strong in “traditional” incentive sectors:
• Automotive and Automotive parts
• Finance and Insurance
• Medical and Pharmaceutical
• Direct Selling Organizations
Growing:
• Information Technology (Service Providers)
• Telecommunications
How’s Business?

30. 2009 :Recession hits incentive travel hard
2013: better than expected (some sectors never wavered – IT)
2014: recovery
2015 – 2016:
o 80% of respondents planning for growth
o “Convergence” of meetings with incentives
o Pressure to “prove ROI/ROO” intensifying
Taken from “SITE Index” Forecast for 2014
Incentive Travel is Trending Up

31. 1. A destination that recently has something new to offer - hotel, increased air
schedules, incentive quality activities and off-site venues
2. Strong potential for promotion
3. A destination that has the infrastructure in place to support incentives and
meetings but not much experience
4. A destination that is investing in tourism
6. Ability to get more for your spend – better value than traditional incentive &
meeting destinations
5. Economic and political stability
Top Six Definitions of an Incentive Emerging Destination

32. Top 8 infrastructure criteria critical for a destination to be
considered “emerging”
1. Safety – political and economic stability
2. Sufficient air scheduling
3. Quality 4/5 star hotels
4. Interesting cultural/historical activities
5. Great weather
6. Experienced DMC
7. Quality ground transportation
8. Unique & able to promote

33. 1.Prague (Czech Republic)
2.Costa Rica
3.China
4.Dubai
5. South Africa
6. Abu Dhabi
7. Riviera Maya
8. Russia
Top 8 destinations to make the transition from emerging to mainstream

34. Top 10 Emerging Destinations
1. Panama
2. Croatia
3. Southeast Asia – Vietnam
4. Budapest
5. Guatemala
6. India
7. Peru
8. Brazil
9. Iceland
10. Dominican Republic

35. 1. Sellers market – demand is exceeding the supply
2. More difficult to negotiate on price, inclusions,
concessions, etc.
3. Price is much higher than in the past years
4. Less time to move to contract – clients must make
decisions faster than ever before to ensure they
retain preferred space and dates
5. Procurement and industry regulations are dictating
hotel quality and brand
Hotel Market…what buyers and clients are saying

36. Hotel Market…what buyers and clients are saying
6. Mix of resort hotels to city hotels is
predominately 50:50 based on the impact of
meetings
7. All inclusive resorts are primarily preferred in
the U.S. market and appeal to about 10% of
clients
8. Prevailing trend continues to be for four and
five star properties for this market segment

37. Procurement…what buyers and clients are saying
1. Becoming more knowledgeable of the incentive travel business
2. Impact felt globally, however U.S. relationships are more advanced
3. Guided by corporate spending and compliance regulations
4. Influential factor in the buying process
5. Demand line item pricing – no packaged costs
6. Focus on bringing “real” savings to the bottom line
7. Interested in consolidating spend and leveraging business volume
(opportunities for multi-year and brand agreements)

38. Contracts…what buyers and clients are saying
1. Less flexibility; more one-sided than in the past
2. More focus on cancellation, attrition and force majeure
3. Higher rates, minimum spend requirements
4. Seeing payment for program elements that have not been a cost in the past –
site inspections, room rental, etc.
5. Higher deposits and more aggressive payment schedules
6. More desire for standardized terms and agreements

39. • Since 2011, budgets have increased with 2014 showing
the strongest growth to date.
• 50% of planners in the autumn of 2014 said they would
increase their budgets
• Per person spend is also up, with an estimated average of
$3,440 – up significantly from studies conducted last
year.
• More than a quarter of respondents said their budgets
would exceed $4,000 per person.
Incentive Travel Budgets are Trending Up

40. • 75% of respondents from third-party incentive
and 55% of corporate buyers noted that their
budgets would be between $2,000 and $4,000
per person
• More corporate buyers (30%) than incentive
houses (23%) noted that their budgets would
exceed $4,000 per person heading into 2015.
Incentive Travel Budgets are Trending Up

41. Programme inclusions…what buyers and clients are saying
• More choice!!
• More teambuilding vs. traditional
“sight seeing”
• Spa has become “king”
• More interest in thrill-seeking,
adventure activities – ski, dive,
fishing
• Golf continues to be a “must-have”

42. Programme inclusions…what buyers and clients are saying
1. Shopping and historical site-seeing still very
important
2. Need a la carte pricing from suppliers
3. Introduction of more lifestyle offerings –
cooking, horticulture, nature hikes, wine tasting,
etc.
4. Need for socially and environmentally conscious
programming – clients are looking to give
something back to the communities they are
travelling to

43. Safety/Security…what buyers and clients are saying
1. Absolutely impacts the destination decision
2. If safety is “perceived” to be compromised,
clients will not go to the destination
3. Increased airline procedures are considered
more a “state of the world” vs. a deterrent
to travel
4. Weather patterns will impact decisions
5. Evacuation and emergency plans MUST be
established
6. Any destination “in the news” with political
or economic unrest will be viewed as
unacceptable by most clients

44. • Giving back to the community
• Offset Carbon Omissions
• Leave a legacy
• Work in partnership with client CSR objectives
• Offer advice and assistance with CSR policies
Corporate Social Responsibility

45. Strengths of a Destination

46. Strengths of a Destination

47. W
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S
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48. Creativity…...

49. Follow The Trends or....start them!

56. Summary
• Consider travel as a motivator
• Incentive travel programmes are self funding
• Becomes part of the marketing and sales strategy within a company
• Increases the productivity of employees
• Maintains customer and employee loyalty & retention
• Is measured to deliver the required business results
• Creates a once in a lifetime experience never forgotten
•Join Site!

57. THANK YOU
Paul |Miller
2015 Immediate SITE Past President
Managing Director
paul@spectra-dmc.com