MEET HAWAI‘I

Meetings, Conventions, &

Incentives

John Monahan President & CEO Hawai‘i Visitors & Convention Bureau

Lee Conching Director of Sales, Service & Support Hawai‘i Convention Center

• Merged sales team as “Meet Hawai‘i”

• Merged Database into one platform Simpleview

• Cross training for both Sales teams

• Establish territories and accounts for each Sales

Director

• Research MCI vertical markets that were best fit

for Hawaii

2012 MCI Recap & Update

Vertical Markets: Industry Segments

• Legal

• Manufacturing

• Finance

• Earth Sciences

• Sports

• Insurance

• Trade Association

• Food/Retail Services

• Healthcare/Medical

• Technology

• Consumer Products

Source: Meeting Industry Segments

Study, RRC Associates

• Healthcare/Medical

• 3rd Party

• Technology

• Trade Association

• Educational

• Legal

• Food/Retail Services

• Manufacturing

• Sports

• Earth Sciences

• Insurance

• Finance

• Consumer Products

Source: Actual YTD 2012

business

NORTH AMERICA SALES TEAM

Meet Hawai‘i

Island Chapter Team

Debbie Hogan Senior Director of Sales

Big Island Visitors Bureau

Lisa Nakamasu Director of Sales

Kaua’i Visitors Bureau

Marie Watanabe Sales Manager

O`ahu Visitors Bureau

Sherry Duong Director of Sales,

CMI & International

Maui Visitors & Convention Bureau

City-wide

2012 Results for Definite Room Night Bookings

2012 Goal 125,000

2012 Actual 130,423

104% of Goal

Single Property

2012 Goal 700,000

2012 Actual 532,498

76% of Goal

Total Acct Dir Goals CY 2013 CY 2014 CY 2015

All Account

Directors

Citywide 128,500

*7.78% increase

over average

140,500

*9.34% increase

from previous year

152,500

*8.54% increase

from previous year

Single Property 120,000

*19.17% increase

over average

140,000

*16.67% increase

from previous year

165,000

*17.86% increase

from previous year

MCI Total 248,500 rm nts 280,500 rm nts 317,500 rm nts

* New methodology for city-wide room night in place

2013-2015 Sales Room Night Goals

TREND ANALYSIS PROJECTION

TAP Report

025,00050,00075,000

100,000125,000150,000175,000200,000225,000250,000275,000300,000325,000350,000

2013 2014 2015 2016 2017 2018 2019 2020

Definite Room Nights Tentative Room Nights Pace Targets Consumption Benchmark

Hawaii Room Nights 2013 2014 2015 2016 2017 2018 2019 2020 Total

Definite Room Nights 157,986 176,959 119,457 137,251 73,366 37,137 88,986 97,119 888,261

Pace Targets 198,276 158,204 133,556 118,049 100,891 92,443 73,820 43,906 919,145

Variance (40,290) 18,755 (14,099) 19,202 (27,525) (55,306) 15,166 53,213 (30,884)

Consumption Benchmark 244,701 244,701 244,701 244,701 244,701 244,701 244,701 244,701 1,957,608

Pace Percentage 80% 112% 89% 116% 73% 40% 121% 221% 97%

Total Demand Room Nights 676,948 588,044 303,022 307,500 251,458 71,571 137,080 121,276 2,456,899

Lost Room Nights 518,962 411,085 183,565 170,249 178,092 34,434 48,094 24,157 1,568,638

Conversion Percentage 23% 30% 39% 45% 29% 52% 65% 80% 36%

Tentative Room Nights 104,023 153,998 103,470 59,425 58,956 16,067 50,930 17,786 564,655

Hawaii Events

Definite Events 169 50 26 8 8 3 4 4 272

Pace Targets 179 58 30 19 11 10 10 3 320

Variance (10) (8) (4) (11) (3) (7) (6) 1 (48)

Consumption Benchmark 429 429 429 429 429 429 429 429 3,432

Pace Percentage 94% 86% 87% 42% 73% 30% 40% 133% 85%

Total Demand Events 358 130 63 29 32 8 8 7 635

Lost Events 189 80 37 21 24 5 4 3 363

Conversion Percentage 47% 38% 41% 28% 25% 38% 50% 57% 43%

Tentative Events 167 106 46 20 14 5 6 4 368

2013 – 2014 Short Term

• Focus Efforts on West coast and Asia

• Vertical Markets: Tech & Corporate

• Review tentatives

Long Term Potential (Calendar 2016 and Future)

• Key Vertical markets

– Legal, Medical, Healthcare, 3rd

parties

• Hawai‘i Kuhina Program

• Review tentatives

• Lost and Return Business

2013 Partnerships

New Program to Impact 2016-2018

• Airline and Freight Incentive

– Million Airline Miles

• American and United Airlines

– Freight (shipping from West Coast)

• Provide 6 tons/ 3 containers roundtrip

Growth Development: Global Outreach

Who Using like associations to meet with US Associations to co-meet in Hawai‘i

Why Increase attendance from the International Markets

Benefit Revenue Growth for the Association

Growth Development: Attendance Building

• US Opportunity

– Increased attendance at the Annual

Conference

• International Opportunity

– Attracting delegates from International

Markets

• Exhibitor Opportunity

– US

– International

Hawai‘i Kuhina Program

• Strategic Partnerships

Future Development

• Receive leads and respond to leads

through Simpleview

– Track business we send to you

– Track your team’s response and rate

of converting those leads

• On-Line RFP for planners

• Access to view availability at Center

MAHALO