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www.iccaworld.com
How to win The International Association BusinessInternational Congress & Convention Association
Arnaldo NardoneICCA President.
Arnaldo Nardone
• 38 years in the tourism Industry.
• 35 years as a Hotelier.
• 14 years in the meeting industry. Cocal- JMIC-ICCA
• Sales & Marketing.
Arnaldo Nardone
• Destination Marketing. (city -country)
• Consultancy for Destinations & Companies Mice Intl.Consulting. www.miceconsulting.com
• Personal Bidding experience. (ICCA 2005)
• 14 years in ICCA.• Elected ICCA President October 2010 in
Hyderabad.
Evolution of meetings 2000-2009- ICCA-
51015069
5898 5978
7147 72327648
75787675
8294
0
1000
2000
3000
4000
5000
6000
7000
8000
9000
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
400 news – not all the marketGenetics, biotecnology, robótics ,nanotecnology
International Congress and Convention Association www.iccaworld.com
Meetings in Asia Pacific
Year # Events Market share
2000 895 17.5%
2001 965 19.0%
2002 1,081 18.3%
2003 1,045 17.5%
2004 1,415 19.8%
2005 1,432 19.8%
2006 1,557 20.4%
2007 1,584 20.9%
2008 1,537 20.6%
2009 1,691 20.4%
Venues
Professionalism
Intensified Competition.
International Congress and Convention Association www.iccaworld.com
Top 10 countries Asia Pacific
Rank Country 2009
1 Japan 257
2 China PR 245
3 Republic of Korea 176
4 Australia 169
5 Singapore 119
6 Thailand 103
7 Malaysia 96
8 Chinese Taipei 91
India 91
10 Hong Kong, China PR 67
China is poised-ready to overtake Japan- Potential for destinations
¿Why we predict that China is ready to reach the first position?
• Enormous Interest of Associations in holding meetings in China.
• The potential is tremendous for destinations which understand the work with associations.
• If Chinese members start get elected to positions of influence the pace will be acelerated.
• Competitors countries push its members. Why not China?
International Congress and Convention Association www.iccaworld.com
Top 10 cities Asia Pacific
Rank City 2009
1 Singapore 119
2 Seoul 96
3 Beijing 90
4 Bangkok 76
5 Kuala Lumpur 72
6 Hong Kong 67
7 Taipei 64
8 Sydney 61
9 Shanghai 58
10 Tokyo 58
International Congress and Convention Association www.iccaworld.com
Top Cities in China PR
Rank City 2009
1 Beijing 96
2 Shanghai 58
3 Xian 11
4 Guangzhou 9
5 Xiamen 7
6 Dalian 6
7 Tianjin 5
Second cities will climb swiftly when regional asia-pacific Association events increase in number &scale.
Notes about the China figures
• Figures are underestimate.• ICCA only list events identified by
our researchers.• This information comes from
ourmembers- clients-desk research.• New meetings originated in your
local Universities aren´t known by us.
• You have to work collecting information from your local venues.
International Congress and Convention Association www.iccaworld.com
The Bidding process.The final decision-making.
International Congress & Convention Association
International Congress and Convention Association www.iccaworld.com
Think association meeting – think “Olympics”
• Each Association works different.• Two-thirds of Market- local contact• One-third central.
• New scenario: Centrally-driven vs traditional.
• Association HQ role Local “ambassador” role.
International Congress and Convention Association www.iccaworld.com
Think association meeting
• Association decision making is complex-you need to learn and know it.
• Research is the key.• Work on both sides: HQ association
and local contact to submit a bid.
• Bidding different tan mass marketing.
• Business one to one
Analysis of a Bidding processAnalysis of a Bidding processLong and complex.Long and complex.
• Mixed work- our local destination work .Mixed work- our local destination work .• Our decisions prevailed.Our decisions prevailed.
Fase 1Fase 2
Fase 3Fase 4
Fase 5
Fase 6InitialResearch
LocalContact
InternationalContact
Bid manual
EvaluationMoney-time
requirements
Finalevaluation
Final decisionBidding created
Analysis of a Bidding processAnalysis of a Bidding process
• Mixed work- local destination workMixed work- local destination work• Association decision prevailed.Association decision prevailed.
Fase 7
Fase 8Fase 9
Fase 10
shortlisting
DetailedSite
inspections
Final BIDpresentation
Decision
International Congress and Convention Association www.iccaworld.com
Decision-making criteria- Associations.
• ICCA´s Guide for members- 4 Categories:
• Logistical criteria.• Financial criteria.• Internal association objectives.• Political/emotional criteria.• ICCA uses 11 different D.M.criteria in its
bids.
International Congress and Convention Association www.iccaworld.com
Logistical criteria- Objectives & hard facts.
• Accessibility.• Venues.• Accommodation.• Suppliers/partners.• Won’t win you the bid.• Can easily lose you the bid.• ! Clients decide shortlist ! • Not enough ! • ! Define size of events your
destination can handle ! Don't waste time-money
International Congress and Convention Association www.iccaworld.com
Financial criteria.Different models.Very important
• Objectives vary!
• Who is responsible for what? Financial Risk?
• Risk & reward.
• Quality vs price.• Locals & HQs.
• Look for surplus to reinvest.
• Good price for delegates.
• Client Headquarters?• Local contact and
bidding team?• Share?• subsidies
International Congress and Convention Association www.iccaworld.com
Financial criteriaWHAT DOUBTS ASSOCIATIONS WILL HAVE
IN CHINA?
• They don't understand Chinese contracts.
• They don't understand legal matters.• Government permissions.• They don't understand commission
policies.• They don't understand if their Chinese
partners are trying to make a profit or not.
• They need strong local partners.
International Congress and Convention Association www.iccaworld.com
Internal association objectives.Key issue.
• Association mission?• Why is the Association holding this meeting?• What are the objectives of the delegates?• -------------------------------------------------------
• Association growth-increase members?• Business opportunities-for delegates?• Legacy potential-transfer of knowledge? Train locals?
Solve problems refer to their expertise area?
• !Unless you understand this your proposal will fail !
• Competitors destinations are centre on this issue.
International Congress and Convention Association www.iccaworld.com
Political/emotional criteria
• Almost never written down.
• Destination appeal- Can it fit into the needs?• Bidder-related factors- What is unique?• Decision-maker factors.! Concentrate on them!• Impact of bid presentation. ! SHOW ENTHUSIASM & COMMITMENT!
International Congress and Convention Association www.iccaworld.com
Bid documents & proposal documents
• Must follow timetable.• Must follow format.• Must include all requests.• Should address each decision-
making factor.• Financial information.• Why here? Why now?• Tell a story! Emotions!
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