ASU Presentation Sep2011
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The document discusses strategies for convention sales and promoting a destination as a convention location. It outlines key aspects like accommodations, unique venues, off-site activities, resources and services available, promotion strategies like tradeshows and networking, connecting partners, and creating programs to incentivize clients to choose the destination. It provides contact information for the director of sales of the Mesa Convention & Visitors Bureau.
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ASU Presentation Sep2011
- 1. Welcome Organizing For Convention Sales Sep 22, 2011
- 2. Convention Destination Meeting Inventory
- 3. Product & Inventory Accommodations
- 4. Key Personnel Sales Force, Marketing & PR Support
- 13. Brochures
- 14. Website
- 16. Networking
- 17. eStrategy
- 18. Connect Partners How can partners be connected to achieve success? Meeting Venue Entertainment Activities F&B Accommodations Client
- 22. Questions? James R. Tevault Director of Sales Mesa Convention & Visitors Bureau 120 N. Center, Mesa, AZ 85201 Direct: 480-682-3635 E-mail: [email_address] Web: VisitMesa.com Facebook.com/VisitMesa Twitter.com/VisitMesa LinkedIn.com/JamesTevault
Editor's Notes
- Is the destination a larger or small convention/meeting destination. How many sq ft, breakout room capabilities, consider partnering with unique venues, outdoor capabilities. Mesa Conv. Center 15k, Marriott 9k Hilton 7k
- What is your product and inventory. High-end – Value driven, do the properties want convention business and what are their group room night ceilings? Mesa has a core of 6 properties for larger meetings. Hilton, Marriott, Holiday Inn, AZGR, Dobson Ranch Inn, Windemere
- Sales Force; How many, Assistants, Interns, etc… Marketing, PR Support including an eStrategy which we’ll talk more about later… Meetings Publications and Editorial in Trade Publications
- Domestic, International includes Canada and Mexico, Social, Military, Education, Religious & Fraternal Associations, Corporate (New businesses), Associations
- What is your idea of the CVB’s role? Then review each individually…
- Is the location a destination to attendees which will boost attendance? Resort destinations can draw big numbers and are attractive for incentive travel too. In the past years Phx has been hurt due to the “Resort” destination… Then talk about convenient location
- Easily accessible by major airport, mass transit, etc… Then unique venues I.e. stadiums, large venues, outdoors, etc…
- Unique Venues
- Unique Venues
- What is your idea of the CVB’s role? Then review each individually… Phoenix, AZ – January 18, 2009 – Over eight years after setting a marathon PR of 2:13:55 in Chicago, American Josh Cox set a new USA Track & Field record for 50 kilometers. With an official time of 2:47:17, Cox bettered the previous 50K record by over four minutes set in 2002 by Alex Tilson.
- Client direct, MCVB collect and send packet. Finding the right accommodations and facilities for the client
- Fullfillment, welcome bags, promotes everything in the area (stay another night)
- SEO
- Attending tradeshows and marketplace events to meet with meeting planners. Sales Missions are great for corporate and government to make cold or maintenance calls to clients. Networking within the industry to build your database of potential clients and keeping your destination top of mind.
- Networking within the industry to build your database of potential clients and keeping your destination top of mind. This is also a great place where you can become a valuable resource by hosting events to showcase the destination. Conducting presentations as an industry expert. Arizona Society of Association Executives
- Prior and post attendance to tradeshows and sales missions should be supported by an estrategy. If the potential client see you before, during, and after you have a better opportunity of building a relationship. Fortunately and unfortunately building relationships have electronically has become crucial to success. Decision makes are spread thin these days wearing multiple hats and don’t have as much time for face to face introductions/meetings.
- Connecting partners in some cases is one of the most vital roles the CVB representatives have. Who has worked sales before? What was the product/service you sold? You completed the transaction with the customer purchasing the product/service and they receive the product/service. At the end of the day CVBs don’t sign agreements, etc… Therefore we are promoting an experience first and foremost to create interest then we must be able to connect partners to make the client’s decision as simple as possible.
- Creating Programs is more than just great ideas, but execution is key! Expand on RFP Process, site visits, and on-site assistance. Slides for incentives, and Website
- CVB’s typically offer incentives or assist the hotels in creating incentives/packages to attract clients to the destination. Discuss value adds… Additional incentives may be required to secure the client’s booking like the one above.
- CVB’s can provide additional services, by creating programs that help boost attendance of events while further promoting the destination’s tourism offerings. Close with the big picture of how tourism showcases our state for long-term economic success… additional vacations, real estate, business, and much more.