Carole McKellar MA CMM Chartered FCIPD Executive Director, … › cnt › progmdocs › WE102 -...

Carole McKellarMA CMM Chartered FCIPD

Executive Director, EuropeHelmsBriscoe

cmckellar@helmsbriscoe.com

Impact of global recession = organisationsmaking tough choices as they need to:

• Change shape, function, operations• Innovate to meet future demands• Lay foundations for future growth• Encourage long-term investment• Create long-term sustainable growth

Organisations need to RETHINK

Recent Research by Cass Business SchoolFor The John Lewis PartnershipEmployee Owned Business (EOB) Model

Photo: OLI SCARFF, Telegraph Newspaper

Retail organisation in the UKEstablished in 1929Owned and run for the benefit of employees

Photo: OLI SCARFF, Telegraph Newspaper

Employeeownership “maybe the new sourceof workingenergy” – Lewis,1957

Survey Results showed commercial benefits:

• Outperformed non-EOBs during recession• Lower risk of business failure• Experienced less sales variability – more resilient• Created jobs faster/retained more talent• Experienced higher levels of profitability• Higher rates of sales growth• Experienced more stable performance

The Building Blocks of a Better Society

In pairs at your table:

What added benefits, beyond commercialconsiderations, might have been delivered

by this employee-owned business?

Survey Results also demonstrated benefitsbeyond commercial considerations:

• Happier workforce• More accountable management• Greater culture of responsibility and trust

The Building Blocks of a Better Society

Founded in 1992 with arevolutionary business model:100% Client Focus

Representing Client’s interestsin the marketplace

Acting on behalf of Client Client in control of all

decisions Fully transparent

COMPANY OVERVIEW

Research Clientmeeting history

Work with Client to setmeeting objectives,budget, andrequirements

Use HB resources toidentify appropriatevenues

Research HB exclusiveoffers and promotionsfor Client

Develop and submitRFPs based onClient needs andpriorities

Compile andorganize hotel datato present to Client

Evaluate offers fromvenues

Engage innegotiations withselected venues

Recommendstrategies to reducecost and minimizerisk

Coordinate siteinspections

Assist with hotelselection

Communicate Clientdecision to venues

Provide problemresolution assistanceto Client

Follow up with Clientto discuss eventdelivery

WHAT WE DO

STRATEGIZE EVALUATE NEGOTIATE EXECUTE

Somewhere around the world, a hotel responds

to a HelmsBriscoe RFP every 2.5 minutes

The Global Leader in Meetings Procurement HB is the largest meetings procurement company in the world

with over $1.1 billion in room revenue in the past 2 years Over 6.5 million room nights in the past 2 years Annually contributes more than $1 billion in gross meeting

spend to the hospitality community Global presence with 1,100+ Associates in over 40 countries

BY THE NUMBERS

GLOBAL EXPERIENCE

Substantially lower overall Client costand risk

Over 125,000 hotels in the HB Connectdatabase vie for group business whichensures the viability of a supplier fundedmodel

Alignment between HB and event goals– we only earn when planners confirmtheir event

Transfers much of the cost ofprocurement from buyer to seller

Transparent to all

Client verifiable rates and savings

SUPPLIER FUNDED

Significant industry experience withhotel or meeting planner expertise

Supported by local seniorleadership

Each independent contractor’ssuccess is directly tied to theirClients’ satisfaction

HB ASSOCIATES

What are the similarities with the EOBs?

• Outperformed market during recession• Created jobs• Retained talent• Improved profitability• Innovated• Shared in revenue generated• Experienced high levels of morale/teamworking

HelmsBriscoe Performance RecordCommercial Benefits

2010 Year to Date

$460 million revenue – 30% increase cf. 2009Q3 - $187 million revenue – an all time record

Increase of 600,000 room nights cf. 2009Almost all new business

Each table to discuss:

What do you consider to be the key factorsdriving this HelmsBriscoe success story?What relevance do those factors have

for your organisation?

Identify spokesperson to represent table

One crucial factor in the success story= partnership with Cvent

• Streamlining processes• Improving access to shared knowledge• Increasing profitability

The power of an effective strategic partnership

© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001

Page 19

19

www.cvent.com • 866-318-4358

Fast Growing OnlineVenue Selection

Vineet Panjabi

International Sales Executive, Cvent

•Welcome to today’s presentation! My name is ______ and I’llbe introducing you to the Cvent Supplier Network!

•The Supplier Network is a site-selection and RFP tool that wehave designed to help bring planners and suppliers together.

•Today’s presentation will last about 30 minutes, and at theend I’ll stay on the phone as long as necessary to answer anyquestions you may have.

• TO: Let’s take a look at today’s agenda and how we can getyou some qualified RFP’s!

© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001

Page 20

20

In business for the past 11 years

Largest delegate managementcompany globally

670+ Employees

80,000 users in 35 countries

275,000 events planned using Cvent

$2.5B sourced through the SupplierNetwork

Profitable for the last 31 quarters

About Cvent

Recent Awards:

© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001

Page 21

21

One Suite of Products

22

Just Another Day on the Job

Does this look familiar?

© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001

Page 23

23

How can I start this process?“I am not even sure that I am getting the best deal.”

Difficult to locate meetingspecific information

Who is the right point ofcontact and what is the bestway to get a hold of them

Playing phone tag andemailing each venueone by one

Event Management | Sourcing

Let venues COMPETEfor your business

•Make all the CSN stuff appear after a click. When the slide first pops up,only the stuff on the left is visible.

24

Google “Freemium” ModelCvent “Freemium” Model

25

51.1% of hospitality executives surveyed by HeBS are

shifting a portion of their budgets to online because they

believe Internet marketing produces the best results.

This is a smart move considering the online channel

is still the only growth channel in hospitality and

the most measureable marketing channel.

source: HeBS study “Mastering Internet Marketing in 2010:Results of the 4th Benchmark Survey on Hotel Internet Marketing”

© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001

Page 26

26

A Free Specialized MICE Search Engine

27

CSN Search Results

Search 100,000+venues & servicesworldwide

Find hotels,restaurants,special event venues,caterers,photographers,audio-visual, etc.

Filter by location,total meeting spaceand other criteria

Free serviceto find event venues

28

Detailed Venue Profiles

Meeting andexhibit space

Property-wideimage galleries

Capacity perfloor-planconfiguration

Exclusive offersand promotions

© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001

Page 29

29

Send Requests for Proposal & Compare Bids

Step-by-step RFP designprocess inclusive of industrystandard fields

Submit RFP to multiplesuppliers at once

Send RFP direct to:

Global Sales Office (GSO)

Convention & Visitors Bureau(CVB)

30

Compare Bids with One Click

View the report in Excel

And once the comparisons are made, and you sign the contract, your accountcan eliminate the painful process of calling venues to say ‘thanks but no thanks’

-you can note who won the business right in your account, and at the same timegive the other properties your customized decline reason—avoiding anothersales call.

As a planner you have complete control of the site selection process using ourtool, from the initial research to awarding the RFP!

© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001

Page 30

31

Evolution of the Venue Sourcing Process

1980s

Mail

1990s

Fax

2000s

Email

2010s

Cvent

How Planners Communicate with Venues

32

Online Bookings Are Coming to Asia Pac

Internet usage in Asia Pac is growing rapidly over the past couple years, increasing22% to nearly half a billion visitors to internet sites, with most individual countriesin the region experiencing double-digit growth rates.Source: comScore, November 2009

Online travel booking in Asia Pac is on a roll, with an estimated 11% CAGR inonline bookings in Asia Pacific over the next four years.Source: European Travel Commission, November 2009

India, with a total of 439 projects/77,561 rooms, is the world’s third largest hotelconstruction Pipeline and is growing quickly. Strong Pipeline activity in India willalso result in sizeable year-over-year increases in New Hotel Openings, which areforecasted to reach a historic high of 105 hotels/21,407 rooms in 2012Source: HNN.com, September 2010

By 2020, Asia will account for 32% of global travel spend, up from 21% today.Source: “The Travel Gold Rush 2020” by Oxford Economics, September 2010

33

Vineet Panjabi

vpanjabi@cvent.com571-830-2291 (USA)www.cvent.com

Thank you

Wrap-up session - each table to discuss:

How could your organisationwork closer with HelmsBriscoe/Cvent

to increase market share?

Identify spokesperson to represent table

Thank you for joining us today!

HOW will you RETHINKyour organisational strategy?