What Every Professional Should Know about Partnering with Destination Marketing Organizations (DMOs) Wednesday, November 29, 2017 Presented by Bonnie Wallsh Chief Strategist Bonnie Wallsh Associates Moderated by Tyler Davidson Vice President & Chief Content Director Meetings Today
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Today s Speaker: Bonnie Wallsh Chief Strategist Bonnie Wallsh Associates BonnieWallshcmp@gmail.com
Learning Objectives Discover best practices for taking advantage of all the services that DMOs offer Integrate the services of DMOs as part of your meeting and event resources Create your own toolbox of strategies for working with DMOs
WHAT EVERY PROFESSIONAL SHOULD KNOW ABOUT PARTNERING WITH DESTINATION MARKETING ORGANIZATIONS (DMOs) Presented by Bonnie Wallsh, MA, CMM, CMP Emeritus Chief Strategist Bonnie Wallsh Associates, LLC Sponsored by Meetings Today November 29, 2017
WHAT ARE CVBs, DMOs, and TOURISM OFFICES? DMOs CVBs Resource for suppliers in and around a destination Usually supported by government funding, membership dues, and/or hotel occupancy taxes Organization that promotes a town, city, region, or country in order to increase the number of visitors. It promotes the development and marketing of a destination, focusing on convention sales, tourism marketing, and services. Tourism Offices Usually in major cities both in location and within USA, representing international destinations
HOW DO YOU DEVELOP RELATIONSHIPS WITH DMOs? Professional Associations Conferences Presentations Local Programs Social Media Webinars Publications Fam Trips
BUILD YOUR FOUNDATION FOR YOUR EVENT Meeting and Event Objectives Program Attendee Profile Budget History Hot Buttons
CREATE AN EFFECTIVE RFP (REQUEST FOR PROPOSAL) What should be included in your RFP? Group s full name Contact information Objectives Value of group to facility Prospective dates Flexibility of dates and booking patterns Complete meeting specifications Priorities Must have/ Would like to have History Decision maker / decision date
WHAT ARE THE BIGGEST MISCONCEPTIONS ABOUT DMOs? Fee for services RFPs will be sent out to every one rather than those that are a good fit Lack of awareness that DMOs are the clearing house for everything happening in location Lack of awareness of close relationship between DMOs and municipalities All DMOs are membership driven DMOs only help citywide groups Conflict between using services of DMOs and national sales offices or 3 rd party planners Facilities can provide all of the information on destination Fear of losing control
WHAT ARE THE BIGGEST CHALLENGES CONFRONTING DMOs Lack of awareness of services provided IN GENERAL? Not understanding the value provided by DMOs Lack of trust by third party providers Contacting us after contracts are signed Time not enough hours in the day Inadequate funding/ tight budgets Competitive market
Lack of availability WHAT ARE THE BIGGEST CHALLENGES CONFRONTING DMOs Booking outside of the block IN GENERAL? Technology replacing face to face communication Not being in control of our own destiny relying upon members to provide exceptional service Lack of responsiveness from clients Last minute requests
WHAT ARE THE BIGGEST CHALLENGES CONFRONTING DMOs IN SPECIFIC LOCATIONS? Availability and space Asheville Lack of large branded hotel Boise, Berkeley Competition with Airbnbs Asheville Perception of city Boise, Charlotte, Atlantic City Transportation Hawaii, Atlantic City, Berkeley Boondoggle Perception Hawaii and lack of geography knowledge Cost Hawaii
WHAT SERVICES ARE MEETING AND EVENT PLANNERS REQUESTING? Site selection expertise RFP (request for proposal) distribution Site inspections Customized marketing assistance Liaison with local experts and government representatives Coordination with local vendors Assistance with community service projects On-site assistance
WHAT INNOVATIVE SERVICES DO YOU OFFER TO YOUR CLIENTS? Incentive funding/ extraordinary savings program Customized digital marketing and special meeting promotions Customized presentations with maximum efficiency Virtual reality tours Assistance in driving meeting attendance
WHAT INDUSTRY TRENDS ARE IMPACTING YOU? Clients are seeking unique local experiences Balance between group and transient business Security, both in-event and cyber security Technological advances and upgrades Electronic lead delivery and response systems
TOP 5 TIPS FOR GETTING THE MOST FROM DMOs Develop good relationships with DMOs Ask and you MAY receive; Don t ask and you CERTAINLY won t receive Clear concise communication Take advantage of FREE services from destination experts Ethics, honesty, integrity
CASE STUDY of CLIENT REQUEST Savvy Cycling Tours Richard and Arlene Sheff Site Selection for bicycle group Partners with DMOs for special activities and requirements
CASE STUDY of CLIENT REQUEST Bonnie Wallsh, M.O.B. (mother of the bride) Wallsh/Levy wedding Visit Berkeley CVB Out-of-Town reception venue, Le Bateau Ivre
IDEAL CLIENTS FOR DMOs A client that starts way in advance, has clean timelines, understands the value of their business, can make decisions with the support of the Executive Director and the board approves, quick acting and fair. Rachael Riggs-Nocera, CMP, Manager, Meeting and Convention Sales- Midwest/ Chicago, Tourism Vancouver Tel: (847) 853-1647, Mobile: (773) 590-1613 Riggs-nocera@tourismvancouver.com
IDEAL CLIENTS FOR DMOs Our ideal customer understands all the aspects and strengths of a CVB. This customer collaborates with both the CVB sales and service teams. Knowing their vision of success allows us to customize our product and services ensuring a successful outcome. Martha Sheridan, President and CEO Providence Warwick Convention & Visitors Bureau Tel: (401) 456 0224 Email: msheridan@goprovidence.com
IDEAL CLIENTS FOR DMOs Open minded, flexible, detailed and honest with history, and realistic with expectations. The more details a client can provide about their event, the more we can help them find the right fit in our city. Malinda Harrell, CMP, CASE Greater Raleigh Convention and Visitors Bureau Tel: (919) 645-2668 Email: mharrell@visitraleigh.com
IDEAL CLIENTS FOR DMOs You!! An educated meeting professional who is NICE and has reasonable expectations. We are ALL in the hospitality industry let s be hospitable to one another Responding to an update inquiry is greatly appreciated even if a decision has not been made or if another city or venue was chosen. Chris Colbert, Director of Trade Show Sales Cobb Travel & Tourism Tel: (800) 451-3480 Email: ccolbert@travelcobb.org
IDEAL CLIENTS FOR DMOs Our ideal client is a planner who has a good understanding of what they want in terms of operational details (space, rooms, etc.) but are open to hearing all of the options available to them. We love the client who wants to inject some Asheville authenticity into their program Dianna Pierce, Vice President Sales Asheville Convention & Visitors Bureau Tel: (828) 258-6108 Email: dpierce@exploreasheville.com
IDEAL CLIENTS FOR DMOs An ideal client collaborates with the CVB and expresses all of his/her needs and expectations upfront. Patty Kieffer, CASE, Senior National Sales Manager Visit Mobile Tel: (251) 208-2012; Mobile: (251) 508-0620 Email: pkieffer@mobile.com
IDEAL CLIENTS FOR DMOs An ideal client is one that knows their attendees behaviors and can be honest, upfront, and descriptive regarding their needs. He or she communicates with us and gives us ample turnaround time for requests. Janine Wachter, CMP, Director of Convention and Event Services Greater Madison Convention & Visitors Bureau Tel: (608) 441 3948; (800) 373-6376 ex 3949 Email: Wachter@visitmadison.com
WITH GRATITUDE
WITH GRATITUDE Karina Anthony, Marketing Director Jessica Merrill, Communications Manager Meet AC (Atlantic City) Meet AC (Atlantic City) Tel: (609) 449-7147; Cell: (609) 515-0210 Tel: (609) 449-7159; Cell: (609) 515-0209 kanthony@meetac.com jmerrill@meetac.com Jeff Blair, Marketing Partner Development Visit Berkeley Tel: (510) 549-7040; (800) 847-4823 jblair@visitberkeley.com Ned Blair, Senior National Sales Manager (With input from Mike Butts, Bill McMillan, Randy Smith) Visit Charlotte Tel: (704) 331-2731 Ned.Blair@visitcharlotte.com
WITH GRATITUDE Shawn Boone, National Sales Manager Asheville Convention & Visitors Bureau Tel: (828) 258-6105 sboone@exploreasheville.com @AshevilleCVB Lisa Edens, Senior Sales Manager Boise Convention & Visitors Bureau Tel: (208) 472-5207 ledens@boisecvb.org Kathryn Farrington, Vice President of Marketing Discover Newport (Rhode Island) Tel: (401) 845-9117 kfarrington@discovernewport.org
Kelly R. Groff, CDME, President & CEO Visit Montgomery (Maryland) Tel: (240) 641-6745 kgroff@visitmontgomery.com Scott Higgins, Associate Director of Sales Valley Forge Tourism & Convention Board Tel: (610) 834-7963 shiggins@valleyforge.org Mary Neister, Vice President Meet Hawaii Tel: (808) 924-0253; Mobile: (808) 265-3398 mneister@hvcb.org Thomas Riel, CASE, Vice President of Sales & Services Providence Warwick Convention & Visitors Bureau Tel: (401) 456-0229 triel@goprovidence.com WITH GRATITUDE WITH GRATITUDE
WITH GRATITUDE Arlene Sheff, CMP Richard Sheff, Directeur Sportif Savvy Cycling Tours Savvy Cycling Tours Tel: (949) 510-7181 Tel: (949) 510-3455 sheffarlene@gmail.com sheffrichard@yahoo.com Jennifer M. Vacek, CASE, Director, Convention Sales Visit Pittsburgh Tel: (412) 325-0278; Mobile: (412) 215-2726 Jennifer.vacek@visitpittsburgh.com Deidre Wetelainen, Vice President Sales & Service Visit Rochester (New York) Tel: (585) 279-8315 deidrew@visitrochester.com
RESOURCES Meetings Today 615 Fifth Street S.E. Cedar Rapids, Iowa 52401 Tel: (800) 553-8878 Tyler Davidson, Vice President and Chief Content Editor Tyler.Davidson@meetingstoday.com
THANK YOU Bonnie Wallsh, MA, CMM, CMP Emeritus, Chief Strategist Bonnie Wallsh Associates, LLC bonniewallshcmp@gmail.com (704) 491-0921
Questions? Bonnie Wallsh Chief Strategist Bonnie Wallsh Associates bonniewallshcmp@gmail.com Tyler Davidson Vice President & Chief Content Director Meetings Today Tyler.Davidson@meetingstoday.com
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