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International Congress and Convention Association #ICCAWorld iccaworld.com
PCO Hot Topic Sessionin collaboration with
Accommodation management:Navigating a new landscape!
Are PCOs and hotels prepared to manage the
increasing disruption and challenges in accommodation services for
international meetings?
55th ICCA Congress
International Congress and Convention Association #ICCAWorld iccaworld.com
The Good, the Bad and the Ugly
(guess who is who?)
André Vietor - Managing DirectorOscar Cerezales - COO Asia [email protected]@mci-group.com
International Congress and Convention Association #ICCAWorld iccaworld.com
International Congress and Convention Association #ICCAWorld iccaworld.com
To understand and analyse the new
ecosystem
To discuss possible solutions
To apply disruptive thinking
To gather all valuable views and
inputs
The changing meetings landscape
Group exercise
New business models
impacting our industry
Some facts and figures
Disruptive thinking - solutions
International Congress and Convention Association #ICCAWorld iccaworld.com
Are we (our industry) different
from others?(evolution, patterns,
maturity?)
SimpleComplicated
Complex
International Congress and Convention Association #ICCAWorld iccaworld.com
Distribution of Airbnb propertries vs hotels
platforms scammers brokers
International Congress and Convention Association #ICCAWorld iccaworld.com
Implications: deep diving(group exercise)
International Congress and Convention Association #ICCAWorld iccaworld.com
Positive implications Negative implications
For CVBs
For Associations
For Hotels
For PCOs
International Congress and Convention Association #ICCAWorld iccaworld.com
implications
Barcelona 38,000 hotel rooms (*)
Airbnb 9,200 apartments (24,2% of *)
The new norm
WHAT ARE ASSOCIATIONS DOING TO ENSURE FUTURE SUSTAINABLITY
revenue streamsthe tree and the forest
International Congress and Convention Association #ICCAWorld iccaworld.com
Your business model3rd box thinking
Future
DisruptionInnovation
(evolution, patterns, maturity?)
©Rachel Botsman
Group activity
Top3 revenue channels in 2025(very expected today)
Top3 revenue channels in 2025(unexpected)
For Associations
For CVBs
For PCOs
International Congress and Convention Association #ICCAWorld iccaworld.com
10Y AGO TODAY0
10
20
30
40
50
60
70
80
90
100
GROUPS INDIVIDUALS
Registration shift
2x
International Congress and Convention Association #ICCAWorld iccaworld.com
Housing onlyPCO manages 12% of 60%
Full PCO servicePCO manages 28% of 60%
International Congress and Convention Association #ICCAWorld iccaworld.com
Create a registration package including accommodation
affiliate partnership
Buy a licence or develop your own in-house hotel search and booking engine
Communication strategy informing that rooms booked outside the official block does affect finances of the
association
Create a registration package that includes accommodation…
Who has experience to share?For which type of meeting or in which geographical region does this model work (if at all)?Are there legal aspects to be considered?
Communication strategy informing that rooms booked outside the
official block does affect finances of the association…
Who has experience to share from the US market?Would hotels agree to check rooming list with registrations list to spot direct bookings and respect a commission?Do you think associations are willing to admit the importance of financing the organisation through hotel commission?
Buy a licence or develop your own in-house hotel search and booking engine…
Any experience?Were you able to increase your individual hotel booking ratio?What percentage do you still loose to other booking portals?Does the initial cost and constant investment actually pay back?How long did it take you to develop it and to see the ROI?
“Make your enemies your allies”
Example booking.com of“affiliate partnership”
Collaborate with other hotel booking portals for meetings and conferences…
Who has experience to share?Does it work? Were you able to increase the individual delegate hotel booking ratio?What’s the feedback from congress delegates and association clients?
International Congress and Convention Association #ICCAWorld iccaworld.com
Wrap up
The fast moving trends get most of the attention
The slow moving trends have most of the power Stewart Brand
International Congress and Convention Association #ICCAWorld iccaworld.com
Thanks!