This document discusses working with European agencies on association meetings and conferences. It provides information on: - The roles of Professional Conference Organizers (PCOs) in destination selection for meetings, including research, recommendations, selection, and management. Having hands-on experience is important. - The complex criteria involved in destination selection, including politics, infrastructure, competitiveness, and other assets like weather and post-conference options. - Why association meetings are important for destinations to host, as they provide significant direct and indirect financial benefits through spending in the local economy. Even small conferences can result in hundreds of thousands of Euros exchanged locally. - Tips and tricks for Convention and Visitors Bureaus to

1. WORKING WITH EUROPEAN AGENCIES
Valentini Amarantidou
Managing Director, ARTION Conferences & Events
CONGRATULATIONS!
Vilnius, Lithuania
Tuesday 12 February 2013

2. ASSOCIATION MARKET & MICE
 ASSOCIATION
 PCO
 CORE PCO
 ASSOCIATION MANAGEMENT COMPANIES
Artion: Greece & Europe for International Clients
Experience in the Baltics

3. PCO’s ROLE IN DESTINATION SELECTION
• Research
• Recommendation
• Selection
• Management
• V. important to have hands on experience
• Ambassadors – Active Sales & Marketing
• Our opinion matters

4. CRITERIA IN DESTINATION SELECTION:
A COMPLEX MIX
• Politics: Membership, Aims, National Policies, Association Policies
• Geographic Rotation Pattern
• Infrastructure
• Connectivity
• Attractiveness: History, Undiscovered Destination, Architecture, Gastronomy
• Competitiveness – Pricing – Profitability
• Other Assets: Environment, Weather, Post Congress Options
ASSOCIATION IS A MATURE MARKET – BID LAUNCHES
INSPECTION VISIT – LAST STAGE
BIDDING: KEY ISSUE

5. WHY ARE ASSOCIATION MEETINGS
IMPORTANT
DESTINATIONS ARE FIGHTING FORCEFULLY AGAINST EACH OTHER OVER LEADS

6. FINANCIAL IMPACT OF A CONFERENCE
Recent Example:
40th SEFI Annual Conference
• 23-29 September 2012
• 3 days
• 339 delegates

7. DIRECT FINANCIAL ROI (EUROS)
105.000,00
• Conference Venues • Conference Bags & Materials
• Catering • Webpage
• Receptions - Dinners • Gifts - Jewelry
• Museums – Historic Monuments • PCO/DMC Services
• Audiovisual • Guides
• Buses & Taxis • Photographer
• Flight tickets (invited) • Banners
• Hotels (invited) • Flowers
• Printing • Banks
• Graphic Designers • VAT

8. DIRECT FINANCIAL ROI (EUROS)
70.000,00 42.000,00
• 224 delegates abroad + 14 • 9 Hotels
national • 120 Rooms
• Airline Companies • 380 Roomnights
• Airport Taxes
• Taxes
45.000,00
• Personal Expenses
262.000,00
Total Exchange Inflow in local &
• Taxis national economy
• Souvenirs
•
•
Hairdresser/ Beauty =
Coffee Exports without moving from our
• Restaurants country
• Shopping

9. INDIRECT EXPORT IMPACT
• Academic Community: international recognition & Prestige
• Social Development through interaction with the international
environment and contact with foreigners
• Upgrading for Professionals called to work with international
standards & requirements
• Networking: more projects & interaction for the future
• Branding your Destination: mouth to mouth publicity the most
effective
• Long Lasting Exposure/Promotion of your Destination

10. VALUE OF CONGRESS TOURISM - HIGH
• Seasonality yes
• However, there is a market for all seasons
• 12 month high value tourism

11. Tips & Tricks For CVBs
• Information – Facilitation – Welcoming • Clear Conference Catalogue
• Get PCO people on Board • 1st glance - Infrastructure
• Fair Members Management? • 2nd glance – Combinations
• Clients vs Members/Suppliers • 3rd glance – the Myth
• Define Position & Ethics • Local DMCs – PCOs
• Care & Attention Throughout • Subventions
• Build Confidence • Trade Associations
• Competitive Advantage • MICE Shows
• Fam Trips
THE MIX OF PEOPLE SERVING YOUR
MICE INDUSTRY

12. THANK YOU!
www.artion.com.gr