Just Copy or Truly Collaborate? HB Associates & CVB Sales Professionals

Terri Roberts Training & Communications

DMAI’s empowerMINT

Danielle Boyles Vice President HelmsBriscoe

Presenters:

A collaborative webinar between HelmsBriscoe and DMAI’s empowerMINT.com

Our Goals for Today

• Share our joint efforts, education and outreach

• Taking advantage of destination expertise to ease frustration in this seller’s market

• Success stories and best practices from HB/CVBs

Ongoing Communication

4

who’s building the bridge?

HB Destination Partner Program

• Program launched in 2010

• As of October 2014, more than 130 Destination Partners in the Program

• Growth seen in HB production and significant increase in HB leads sent to Destination Partners

• Strong relationships of trust being established

• Clients benefitting overall

HB Destination Partner Program Value Proposition

COMBINE: Power of the Network (HB)

with

Power of the Destination

(CVBs)

• Leverage CVB Expertise

• Leverage CVB Services: Site inspections Marketing assistance Attendance promotion

• Increase Client Confidence and Enrich Client Experience

HB Destination Partner Program Value Proposition

COMBINE: Power of the Network (HB)

with

Power of the Destination

(CVBs)

• Increase HB Leads (RFPs) that destination is included in right from the start

• Build long lasting relationships between CVB and Associates

• CONVERT BUSINESS

Partner Hub

HB Destination Partner Program Easy to Locate Partners

HB Intranet:

Partner Profile

Direct Link To empowerMINT

HB Destination Partner Program Easy to Locate Partners

Partner Listing Associate Ratings

Partner Profile

Direct Link To empowerMINT

HB InSite:

STOP!! BEFORE YOU BUILD YOUR

RFP

Search Results

HB Destination Partner Program Easy to Locate Partners

HB Connect:

Priority Ranking in Search Results

Destination Expert Pop-Up

HB Destination Partner Program Including CVBs on RFPs

Source: 2014 HelmsBriscoe Associate Survey

Most of

the Time 54%

Sometimes 32%

Almost Never 10%

Never 4% In 2013, a CVB

was included in 70% of HB RFPs

in Cvent

This is up from 18% in 2010!

• Inside Out campaign continues for CVB Sales Professionals with Evolving Roles

• Continue to build trust through transparency with all planning partners

• Focus on treating our 3rd party planners-just like any other planner

DMAI’s Outreach and Education

We are the best first point of contact to help planners FIND the right fit for any size meeting.

Comprehensive View of the Destination

Local Expertise

Extensive In-Market Relationships

FREE to you!

Educators and Facilitators for Planners and Community Stakeholders as:

--Time Savers

--Knowledge Providers

--Connectors

--Protectors

Be Inquisitive

Be Consultative

Be the Driver!

Our Promise

Our Value

Our Roles

Our Actions

2011-2012

2012-2013

2013-2014 DMO Sales Professional’s Evolving Role…

Inquisitive Consultative

Destination Expert Driver

There’s a better way to FIND…

Filter for all that information

Consultative Advice Destination Specific RFP-Reconstructed

Seasonality Special events City wide conventions Business and leisure transient demand

Tracking Down Information

Logistics of the Site Inspection

HB Destination Partner Program Outreach and Education

Ongoing and Hand in Hand with DMAI: Education for both Associates and DMO Community

HB Destination Partner Program HB-Exclusive Promotions

HB Destination Partner Program Enhanced Partner Buzz

HB Destination Partner Program HB Client E-Newsletter

HB Destination Partner Program In-Market Presentations

Building Relationships

Building Relationships “Visit Orlando consistently makes me look good. They are professional, well-organized, and well

respected by the hotels in the area.”

“I had NYC & Co. with me on site visits and just before the day was over, my NYC & Co contact suggested one more hotel and with one phone call, we were in the hotel on a site visit. My client

loved and booked it!”

“The Atlanta CVB was very helpful when my client was doing sites. They accompanied her on several appointments. They did not try to take over or diminish the importance of my role. Great

response and follow-through!”

“I recently engaged Meet Puerto Rico for a sizable corporate incentive. They went above and beyond to arrange the site visits and provided a meet and greet at the airport. They personally

toured the hotels and San Juan with my client and provided insight into the local culture.”

“I enjoy working with our Destination Partners because who knows their city better

than they do and who is more enthused about it?!”

Stacie Esslinger Regional Vice President

HelmsBriscoe

Melanie Hoover, CTA Assistant Vice President of Meeting Sales

Fort Worth CVB 2013 Domestic HB Destination

Partner of the Year

Thank You for Attending!!