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20160517 andreas kohn ihg lapithus g ms meeting

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20160517 andreas kohn ihg lapithus g ms meeting

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20160517 andreas kohn ihg lapithus g ms meeting

  1. 1. IHG© Lapithus GM’s Meeting - 2016 Sales Changes - MICE Andreas P. Kohn
  2. 2. IHG© Date if required Private and confiden6al 2
  3. 3. IHG© Date if required Private and confiden6al 3
  4. 4. IHG© 4 factors have shaped the changes for 2016iveness changes have to address the following Market Changes Sales Impact Study Commodi8sa8on of Sales Today Europe Sales is Performing Well
  5. 5. IHG© “Client wants” as an integral part of the 360 analysis Source: CEB – Market Research 1100 B2B clients
  6. 6. IHG© 1. Opera6onal Effec6veness • Focus is Transient & G&M • Win more ‘Sweet Spot’ accounts • Match sales experience to account type & change porPolios • Handle intermediaries differently in Business Travel & Tour & Leisure segments • Increase global revenue flows 2. Talent Development • Train sales team to be more impacPul • Roll out ‘Challenger Selling’ • Test ‘Social Selling’ 3. Future Proofing • Complete Tour & Leisure strategy implementa6on • Implement new BTA strategy • Develop and implement new Business Travel strategy, i.e., ‘How do we con*nue to own the corporate customer?’ 3 key focus areas for change
  7. 7. IHG© Opera6onal Effec6veness - Account analysis results INNOVATE KAD / KAM ACQUIRE / DEVELOP KAD / BUSINESS DEVELOPMENT DIRECTOR TRANSACTIONAL KAM GUARD KAD / KAM L Es8mated Account Poten8al $ H L Degree of sales Influence/Impact H ’Sweet Spot’ Sales impact assessment grid
  8. 8. IHG© One example in terms of structural change:Effec6veness changes have to address the following
  9. 9. IHG© Clear mission statementffec6veness changes have to address the following ‘‘To ensure that, in a B2B market where the pace of change is accelera-ng, sales increases it’s revenue out performance, by opera8ng in a more focused, collabora-ve, urgent and future orientated way’’
  10. 10. IHG© In short: We want this!...Effec6veness changes have to address the following D x V x F > R
  11. 11. IHG© In short: We want this!...Effec6veness changes have to address the following D x V x F > R Dissa6sfac6on with status quo Vision of a be[er future First steps forward Resistance to accept change
  12. 12. IHG© Groups &Meetings Business
  13. 13. IHG© The MICE world in 2016. Online? Offline? Both? 13 Data includes only direct leads for 2015 (no Cvent & Starcite date). – based on Rooms revenue
  14. 14. IHG© We see (even more) consolidation 14 Dear Valued Lanyon Customer, At Lanyon, we have always been committed to creating a customer-focused company positioned to support our clients. Through the work we do every day, Lanyon offers innovative solutions and delivers exceptional customer service, all with the aim of supporting our customers in creating premier event experiences. We have been able to support your needs thanks in part to a strong and successful relationship with Vista, who has contributed professional expertise and multi-level support toward Lanyon’s operational initiatives to help us become a global leader in cloud-based software for meetings, events and travel. I am pleased to share with you that Vista has entered into a definitive agreement to acquire Cvent, a leading cloud-based enterprise event management company, with more than 15,800 customers worldwide. Vista makes strategic investments in leading software and data-enabled companies, and clearly sees the value of innovation in the event management space. Vista may consider a potential combination of Cvent and Lanyon after Vista completes its acquisition of Cvent. For now, we remain separate and distinct companies, and we will act independently in the market, committed to enabling customers to advance audience engagement and overall event experiences. We remain focused on our top priority, ensuring you have the proven technology and quality support you need to better manage your initiatives. We look forward to continuing to build our relationship with you and we will share additional information as needed. If you have any questions or comments you’d like to share, please don’t hesitate to contact your Lanyon representative. Cheers, db David W. Bonnette CEO Lanyon
  15. 15. IHG© … as well as false news…. 15
  16. 16. IHG© Focus for IHG Europe Sales in terms of MICE 16 Group Revenue Win 14% for Europe Sweetspot account strategy with Mee6ngs Execu6ves World Class Account Team u6liza6on (KADS – Mee6ngs Teams – Property Teams) Mee6ngs OTA Strategy
  17. 17. IHG© Focus for IHG Europe Sales in terms of MICE 17 Group Revenue Win 14% for Europe Sweetspot account strategy with Mee6ngs Execu6ves World Class Account Team u6liza6on (KADS – Mee6ngs Teams – Property Teams) Mee6ngs OTA Strategy Con6nue to establish our brand as desired mee6ng brands (IHG EXPO)
  18. 18. IHG© Thank You! Andreas Kohn

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