carole mckellar ma cmm chartered fcipd executive director, … › cnt › progmdocs › we102 -...
TRANSCRIPT
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
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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
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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
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One Suite of Products
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Just Another Day on the Job
Does this look familiar?
© 1993 Koob and Fletcher / © 2001 Marasco Newton GroupLeadership: Attitude, Function, and Style -- 2001
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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.
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Google “Freemium” ModelCvent “Freemium” Model
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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
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A Free Specialized MICE Search Engine
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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
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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
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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)
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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
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Evolution of the Venue Sourcing Process
1980s
1990s
Fax
2000s
2010s
Cvent
How Planners Communicate with Venues
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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
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?