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The Better to Serve You With: HB Associates and CVB Sales Professionals empowerMINT, an initiative of Destination Marketing Association International (DMAI) that advocates for the DMO value proposition in the meetings community, and HelmsBriscoe who serves their clients with streamlining the meetings procurement process, have joined forces to better serve any organization looking to find the right fit for any size meeting. It’s certainly a powerful one-two punch to better serve the meetings market! The HelmsBriscoe associates can rely on their DMO partners in any destination to provide the additional insurance of local expertise and direction. DMAI, as the trade association for DMOs has proactively worked with Helms Briscoe to open doors between DMO destination experts and HB associates to combine forces to make sure no opportunity is missed and to give a full arsenal of resources in the site selection process to the end user. Join us to learn more about our extended partnership, as more HB associates and CVB sales professionals build trusted relationships in the meetings marketplace to ultimately better serve the client and leverage each other’s value to the fullest extent. During our webinar you will learn about: • The joint efforts continuing between HelmsBriscoe and DMAI to “keep doors open” for mutually beneficial working relationships between HB Associates and CVB Sales Professionals • Update on HB Partner Program • Using DMAI’s empowerMINT Destination Profiles to send smarter RFPs and take full advantage of local expertise • Success stories and best practices from HB and CVBs who are working together to complement each other
Citation preview
Great Pairs: HB Associates & CVB Sales Professionals
Terri RobertsTraining & Communica.ons
DMAI
Danielle BoylesManaging Director
HelmsBriscoe
Chris?ne “Shimo” Shimasaki, ModeratorManaging Director, empowerMINT
DMAI
Presenters:
A collabora.ve webinar between HelmsBriscoe and DMAI’s empowerMINT.com
Thursday, July 5, 2012
Our Goals for Today
• Share our combined efforts, educa?on and outreach
• Hear success stories and best prac?ces from those in the field
Thursday, July 5, 2012
What makes a great PAIR?
Thursday, July 5, 2012
Thursday, July 5, 2012
“Our reputa.ons do not come from how we talk about ourselves.
Our reputa.ons come from how others talk about us.”
-‐-‐-‐Simon Sinek
Thursday, July 5, 2012
Patricia Zollman, CMPSenior Director, Global Accounts
HelmsBriscoe
“If I didn’t work with a CVB, I would be leM with a lot more leg work, and have to rely more on the hotels in the area to give me des.na.on informa.on. I would not be as certain that my clients would know the newest hotels coming in the area or the changes that the city has planned.
I think all planners should know that CVBs make great strategic partners. They can support your search and help you leverage local rela.onships with vendors and venues, so you can make the right decision on the des.na.on for your mee.ng. They have both the informa.on and the rela.onships to help you with your program needs before the contract is signed as well as aMer the contract is in place.”
Thursday, July 5, 2012
Dyhalma TorresSenior Na?onal Sales ManagerPuerto Rico Conven?on Bureau
“As a CVB, establishing and/or building rela.onships with HB associates has led me to the greatest connec.ons I’ve made through my career. They all have well rounded backgrounds and posi.ve aspects when assis.ng corpora.ons and associa.ons in any kind of mee.ng, conven.on or incen.ve. They’re all crea.ve, resourceful, influen.al and experienced professionals achieving the highest level of customer sa.sfac.on.
All of these aRributes topped by a strategic partnership with the CVB, provides the ul.mate value to the end client thus resul.ng in the success of their program within that des.na.on. I’ve created a bigger impact in fulfilling goals based on my partnership with HB associates rather than aRemp.ng to target direct business alone. HB associates book mul.ple programs a year through the different clients they represent and can truly influence their client into further considering my des.na.on.”
Thursday, July 5, 2012
Kathy HedlundDirector Global Accounts
Presidents Club, HelmsBriscoe
“I love working with our CVB partners whether I know the city well or don’t. They enhance the value I bring to my clients in many ways and are a true extension of the services HelmsBriscoe provides. They help me so much with the site inspec.on process by seUng up appointments, accompanying my clients and me on the site inspec.ons, provide ac.vity op.ons, restaurant op.ons and so much more. Their value is endless to me.”
Thursday, July 5, 2012
Dawn Rockas, CMPNa?onal Sales Director
San Diego Visitors and Conven?on Bureau
“There has never been a beRer .me for CVB’s to work with HelmsBriscoe than now. The CVB compe..on s.gma.sm is fading as more HB Associates and their CVB des.na.on partners are coming to trust each other to add value to the search, site, marke.ng and over all group mee.ng experience.
Both en..es are working hard to improve communica.on; evidenced through the HB Des.na.on Partnership program and DMAI’s advocacy for improved best prac.ces for all CVBs. Business is being booked, rela.onships are being strengthened and clients are realizing their return on investment.”
Thursday, July 5, 2012
What about lead distribu.on?
How do CVBs protect their value with their hotel
stakeholders?
How do HB Associates protect their value with
their clients?
How do we best share credit?
SPEAK UP…I CAN’T HEAR YOU!!!
Thursday, July 5, 2012
DMAI’s Outreach and Educa?on
• Inside Out Campaign
• Let’s talk in the same language
• Let’s promise the same thing
• Build trust through transparency
• Clearly ar?culate our promise and value
• Our 3rd party planners are just like any other planner
Thursday, July 5, 2012
Our Promise and Value To HB Associates
– Comprehensive View of the Des?na?on
– Local Exper?se– Extensive In-‐Market Rela?onships
– FREE to YOU!
CVBs are the best first point of contact in any des?na?on to help HB Associates
FIND the right fit for any size mee?ng and to help you expertly serve your client.
Thursday, July 5, 2012
Comprehensive View of the Des?na?on
• Help educate planners on the value of their mee?ng in the des?na?on
• Give real expert advice on best op?ons
• Ensure planners don’t miss a thing and can take advantage of all the des?na?on has to offer!
Thursday, July 5, 2012
Local Exper?se
• Know what only the locals know
• I invest my ?me being fully educated on the des?na?on, so planners don’t have to
Thursday, July 5, 2012
Extensive In-‐Market Rela?onships
• Years spent building rela?onships in the local community
• Planners-‐one to many-‐can leverage this great base of knowledge, connec?vity and buying power
Thursday, July 5, 2012
We’re not FREE, but FREE to YOU!
• Help planners understand what complimentary really means
• Educate planners on how the services in the des?na?on are funded
• The ul?mate no brainer!
Thursday, July 5, 2012
HBs Destination Program
Thursday, July 5, 2012
HBs Destination Program
Thursday, July 5, 2012
Ongoing Communication
• Easy to Find – HB Intranet, HB Insite, empowerMint.com
Thursday, July 5, 2012
Ongoing Communication
• HB Connect
(Cvent)
Thursday, July 5, 2012
Ongoing Communication
Thursday, July 5, 2012
Ongoing Communication
Thursday, July 5, 2012
Destination Panel Discussions
Thursday, July 5, 2012
Building Confidence
Thursday, July 5, 2012
Building Relationships
Thursday, July 5, 2012
HBs Outreach and Education
• Des.na.on Program – Value Proposi.on
• Ongoing Communica.on – Keeping Front of Mind, Included from the Start
• Des.na.on Panel Discussions – Breaking Myths, Being Transparent
• Building Confidence -‐ Building Rela.onships
Thursday, July 5, 2012
Mike Saberfield, Regional VP HelmsBriscoe
• What’s unique about your des.na.on…uncommon knowledge?
• Is our RFP over city-‐wide, special event or construc.on?
• If brand hotels are “centralizing” their sales force, use as an opportunity to become a local expert on your hotels
• Use HB associates tes.monials or success stories to gain credibility
Thursday, July 5, 2012
Dyhalma Torres, Senior Na?onal Sales ManagerPuerto Rico Conven?on Bureau
• Call us FIRST to help you make the best recommenda?ons
• Ask the CVB about des?na?on promo?ons or sponsorships
• Ask for FREE site inspec?on assistance
Thursday, July 5, 2012
Thank You for Coming!!
Thursday, July 5, 2012