Innovative CVB Services

Presented by

Bonnie Wallsh, MA, CMP, CMM Chief Strategist

Bonnie Wallsh Associates, LLC

Moderated by

Tyler Davidson Chief Content Director

Meetings Focus

Wednesday, October 30, 2013

Today’s Webinar is worth the following credit toward the CMP

application through the CIC: Stakeholder Management, 1 hour. To

receive this credit for attending simply visit:

www.meetingsfocus.com/webinarclubcvb

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Housekeeping

Thank you to our Webinar Sponsors:

Today’s Speaker:

Bonnie Wallsh, MA,CMP, CMM Chief Strategist

Bonnie Wallsh Associates, LLC

bwacamp@carolina.rr.com

Learning Objectives

• Develop successful productive partnerships with CVBs/ DMOs

• Secure the best room rates in a destination

• Utilize the myriad free services, such as marketing and micro-sites,

offered by CVBs

• Compose RFPs that fulfill your meeting objectives

• Identify how a CVB can be your liaison to city government

departments

• Distinguish the responsibilities of the meeting planner with the

CVB/DMO representative

Meetings Focus Webinar

Wednesday, October 30, 2013

Presenter

Bonnie Wallsh, MA, CMP, CMM

Chief Strategist

Bonnie Wallsh Associates LLC

Tel: (704) 491-0921

e-mail: bwacmp@carolina.rr.com

INNOVATIVE CVB SERVICES

• Chris Colbert, Director of Trade Show Sales, Cobb County CVB

• Debi DeBenedetto, CHA, Tourism & Group Sales Manager,

Naples Marco Island Everglades CVB

• Trisha Edmonds, Director of Sales, Destination Irvine

• Linda Ekeland, Director of Sales, Chapel Hill/ Orange County CVB

• Sara Garnett , Director of Sales, Greater Wilmington CVB, DE

• Amanda Smith Rasnick, CMP, Group Sales Manager

Lake Erie Shores & Islands®

• Janine Wachter, CMP, Director of Convention & Event Services,

Greater Madison CVB

Grateful Acknowledgements

• How CVBs can save you time and money

• Innovative services offered by trend-setting CVBs

• Composing an Effective RFP

• How CVB partnerships can work to your benefit

• CVB expectations of meeting planners

Objectives

• CVB - Convention and Visitors Bureau

• DMO - Destination Marketing Organization

• DMAI - Destination Marketing Association International

• What’s the difference?

• How do they operate?

Unscrambling Alphabet Soup

• Most services are FREE

• CVBs provide services for meetings as small as 10

room nights

• CVBs may assist with events that don’t include sleeping rooms

• Distributes information only to venues appropriate for your group

• CVBs work with national sales offices and site

selection companies • May not be membership driven

What Would People Be Surprised To Learn About CVBs?

• Unbiased information

• One-stop shopping

• RFP distribution Leads for Best Rates and Availability

• Collection of RFP responses

• Advises You of Last Minute Cancellations

• Shares Busy Periods for Location

• Knows Traditional Hotel Booking Patterns

How Can CVBs Help You In Executing Successful Meetings and Events?

• Group’s full name

• Contact information

• Overview of meeting including goals and objectives and attendee profile

• Value of Your Group to Facility

• History of previous meetings - preferably 3 Years

• Prospective dates including flexibility – booking patterns

What Should Be Included In An Effective RFP?

• Budget - range of rates

• Special requirements/ Deal breakers

• Complete meeting specifications including program

• Prioritize – Must Have/ Would Like to Have

• Hot buttons

• Date proposal is due / Decision making process

• Risk management plan

What Should Be Included In An Effective RFP?

• The More Information the Better

• Listen Closely

• Separate sales managers for specific markets

• Excellent Communication

• Partner with CVB

• Follow Up after Booking Site

How Can CVBs Help You In Executing Successful Meetings and Events?

• Site inspection / Fam trip

• Custom microsites tailored to group

• Link to organization’s web site

• Financial assistance

What Are INNOVATIVE Services That CVBs Offer To Clients?

• Team building activities – CSR (Corporate Social Responsibility)

• On-line registration

• Housing management

• Custom Google map service

• Recommend suppliers

• Assist with dine-a-rounds and off-site venues

• Liaison with local officials to welcome your group

• Obtain permits

What Are INNOVATIVE Services That CVBs Offer To Clients?

• Airport meet and greet

• On-site registration staff

• Provide give-aways / discount coupons

• Promotional materials

• Marketing assistance to increase attendance

• Social media strategy

• Webinars

• Road Shows

• Participate in Previous Year’s Event

• Connect with local speakers and celebrities

How Can CVBs Help YOU Building Attendance And Social Networking For Your Events?

• Lack of Communication

• Too little Information

• Brought into the Process too Late

What Challenges Do CVBs Face In Partnering With Clients?

• CVB Partnerships

- Baltimore, Fort Worth, Salt Lake City

- Atlanta, Augusta, Macon, Savannah

• Recommendations to Colleagues

• Multi Year Contracts

How Can CVBs Help You With Your Annual Meeting’s Rotation

• Keep Them Informed of Your Final Decision

• Provide Post Con Report to CVB

• Don’t Burn Bridges –

• Small Industry and People Move Around

What AreYour Professional Responsibilities When Working With A CVB?

WHAT WILL YOU DO DIFFERENTLY?

– 1.

– 2.

– 3.

What Have You Learned?

Bonnie Wallsh, CMP, CMM

Chief Strategist

Bonnie Wallsh Associates, LLC

bwacamp@carolina.rr.com

Tyler Davidson

Chief Content Director

Meetings Focus tyler.davidson@meetingsfocus.com

Questions?

Our TAKE 10 feature, offered either on our website or via our Webinar

Wrap e-newsletters, provides answers to some of the key questions we just

did not have time to get to during today’s webinar. Look for an email coming

soon!

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Innovative CVB Services

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