Two 2 Tango

June 16, 1976

June 16, 1976

June 16, 1976

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Hugo Slimbrouck • Director of Strategic Partnerships of OVATION GLOBAL DMC

(www.ovationdmc.com)

• Director of Sales MCI Brussels PCO

• Ovation Global DMC is part of the MCI Group (www.mci-group.com) – 44 offices worldwide & 930 talents

• 2007 Global President of Site (www.siteglobal.com)

• Past president & council member of JMIC – the Joint Meetings Industry Council (www.themeetingsindustry.org)

• Founder of Meeting in Brugge

• 16 years of international hotels sales & marketing management with Holiday Inn, Don Carlos Marbella, Hilton, Sheraton, Pullman & Sofitel

• Consultant & speaker in the hospitality & meetings industry

• MPI Belgium Meetings Industry Personality of the Year in 2010

EXPECTATIONS

Learn how to dance • Increase knowledge about the two partners: PCO and

Destination Services • Learn the steps: how PCO and Destination Services can

work better together • Understand how destination services can help PCO • Understand how destination services can help PCO • Who takes the lead? Understand how to work more

efficiently together. Collaborate together instead of having a traditional supplier – client relationship.

• Make sure there is a balance in understanding and responding to each others wants and needs

• Understand how to break silos and use synergies

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What’s in a name?

DMC

PCO

AMC

M&E

CVB

DMO

MICE

DMC Disco Mix Club DMC Drive My Car ( Beatles Song ) DMC Disaster Management Center DMC Digital Mapping Camera DMC Defense Management Council DMC Deep Meaningful Conversation DMC Dutch Marine Corps DMC Director of Meetings & Conferences DMC Demands Mega Commission

DMC

“ A Destination Management Company (DMC) is a term for a professional services company possessing extensive local knowledge, expertise and resources, specializing in the design and implementation of events, activities, tours, transportation and program logistics. ”

• Airport Meet & Greet • Transportation Management • Hotel Accommodation • Restaurants • Team Activities • City Immersions and Excursions • Venue Finding

• Global Concept & Event Theming • Gala Dinners & Entertainment • Hospitality & Room Gifts • Educational Programs • Support with AV and Technical Production • Logistics • Overcoming Language Barriers

What DMC’s do

PCO

PCO Parliamentary Counsel Office PCO Polier Communication Operator PCO Penguin Cafe Orchestra PCO Pure Chocolate Organic PCO Polycysteus Ovarium Syndroom PCO Population Caring Organization PCO Pediatric Care Online PCO Process Control Outlet PCO Printing Control Officer PCO Polar Conservation Organisation PCO Public Call Office

A PCO, or professional conference organiser, offers turnkey services for association meetings. This often commences with the bid process (to win a large conference for a destination) and includes budget planning and full financial management, marketing and PR for the conference, delegate registration, ongoing delegate management, housing bureau, abstract and content management, venue sourcing, transportation, social programme, excursions, sponsorship management and exhibition management.

PCO

• Concept & Format

• Finance Management, budget, break even analysis, financial reconciliation, VAT • Congress secretariat (Registration and housing) • Marketing and Promotion • Sponsorship and Exhibition Sales • Speakers Management/Abstract Management (Programme Management)

• Logistics, Suppliers Management

What do PCO’s do?

• Core PCO vs Casual PCO • Local PCO vs International PCO • F ull PCO Mandate vs partial PCO Mandate

Types of Mandates

Target audiences

• Associations (Internal and external associations) • Governments and institutions (European Commission & Parliament, Ministers, United Nations, etc…)

Who do PCO’s target?

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Global Corporations [A] •Corporate Meetings [A1]

•Corporate Incentives [A2]

Associations and Affinity Groups [B]

Agencies, Intermediaries and Third Parties [C] including

• Travel Management Companies [C1]

• Travel Agents [C2]

• Tour Operators [C3]

• PCOs [C4] and

• Incentive Houses [C5]

• Cruise Brokers [C6]

Destination referrals – hotels, venues, restaurants etc etc [D]

Agencies, Intermediaries and Third Parties [E] including

• Advertising Agencies [E1]

• PR Companies [E2]

• Communications Agencies [E3]

• Event Management Companies [E4]

• Event Marketing Companies [E5]

Independent Meeting Planners [F]

High Net Worth Individuals [G]

Upscale individual and smalls groups of hobbyists [H] – golfers, gourmands etc

NTOs, CVBs [I]

Cruise Companies [J]

DMC Fishing Pond

MCI objectives

• Offer end to end services

• No competition

• Fewer - but bigger clients

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DMC Local PCO Core PCO

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• Financial & Legal Responsibility

• Core = Long-term contract

•

•Association

• Financial & Legal Responsibility

• Local = Short-term contract

LOC

Core PCO

Local PCO Core PCO

Local PCO

Local DMC

Global DMC

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PCO M&E DMC

MCI objectives

PCO M&E DMC

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Sales Operations

Break the Silos

MCI objectives

End to End

Client relationship

Congress Mgt

Source Hotels & Congress

Source Ground Services

Source Off Site

Functions

Source Local Staff

PCO Destination Services

Dance as a team

What does it take?

• Understand each other business model

• Share resources and expertise to stand out from the competition

• Respect both entities

• Share processes

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Destination Services within MCI

Ovation Offices

• Top DS within the group

• MCI owned

Strategic Partners

• Top DMC where MCI does not have an office

• MCI strategic partners

• INCON partners

DMC Lite

• M&E/PCO with DMC training

• MCI owned

• Internal business mainly

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MCI – Ovation Standard Operating Procedures (SOP)

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Check lists Code of conduct

Templates

MCI – Ovation Standard Operating Procedures (SOP)

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Check lists

DMC for PCO Check List

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• To do list

• How to select suppliers

• SOP on

– transport,

– staff contract and staff briefing

– Precon Meeting

– Excursions for official events

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• Congress case study

• Congress proposal

• Admin docs for internal use

–Venue overview

–Restaurant overview

–Freelance staff overview

DMC for PCO Check List

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Templates

MCI – Ovation Standard Operating Procedures (SOP)

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Code of conduct

MCI – Ovation Standard Operating Procedures (SOP)

Code of conduct

• Applies to MCI and Destination Services

• Simplify

• Mutual benefits from efficient relationship

• Deliver successful events as a team

• Mutual respect and understand dynamics of both product practices

Know it, spread it, apply it

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A Winning Team

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Check lists Code of conduct

Templates

Understand the business model of both product practices

Respect & apply the rules of engagement

Simplify your life - use global PARTNERSHIPS

Both PCO and DS committed to making this work for the benefit of MCI / INCON as a group

http://www.youtube.com/watch?v=dBHhSVJ_S6A