Transcript How CVBs Work

Society of Government Meeting Professionals
Education
Resources
Networking
A Gilmer Institute of Learning Presentation
Original Content Provided by Kelly Roche, CGMP, CTA
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“I not only use the brains that I have, but
all that I can borrow.”
President Woodrow Wilson
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Understand how and why CVBs exist
Learn how to best utilize the wide range of
resources offered by CVBs to make your next
meeting or event a success
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How many:
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Meeting Planners
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3rd Party/Meeting Management Firms
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How many have ever used a CVB before?
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How many haven’t? Why not?
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What is a CVB?
Misperceptions and Common
Questions
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CVB Services
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3rd Party Firms and CVBs
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What does a CVB need from you?
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How Business Is Evaluated
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Open Forum
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An umbrella organization that sells to and services all types of
travelers.
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An information clearinghouse, convention management consultant
and promotional/marketing body for the community.
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A coordinating entity that brings together the interests of local
government, trade and civic associations, and individual travel
employment and enhancing the quality of life for its residents.
suppliers to build outside visitor traffic to an area.
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An economic development agent that assists in increasing an area’s
income and
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IN ENGLISH: Destination Marketing Organization
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We are the visitors’ and meeting professionals’
trusted partner - the heart, soul and energy of our
destination.
We drive economic success and enhance the quality
of life in our communities.
Our communities appreciate our contribution:
“The better the CVB, the better the experience.”
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Over 60% are independent, 501 (c) 6
organizations
25% are some form of government agency
More than 75% cite hotel/motel tax as their
primary source of funding
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Other sources include membership dues, advertising
revenues, grants, in-kind services.
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Note: Not all CVBs are membership organizations.
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Sales – Conventions and Leisure/Tourism
 “City Wides” and Other Groups
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Services
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Public Relations/Communications
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Marketing/Advertising
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Administration
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Membership
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Housing
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CVB services cost money.
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CVBs receive a kickback on meetings booked through them.
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If you use an NSO, you don’t need a CVB.
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I have/am a DMC, so I don’t need a CVB.
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CVBs only help citywide conventions, not one or no hotel
meetings.
CVBs will send your leads to their entire membership universe.
My host hotel/s can provide me with all the information and
resources I need.
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Only big cities have CVBs.
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What else?
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How do you send information to hotels when
you receive our RFP?
Can you help with things for our attendee guests
to do?
What’s the difference between a CVB and a
DMC?
How can I learn more about your destination?
How can my attendees?
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Yours is not a very well known destination.
What will you do to help me sell this to my
boss/board/attendees?
I’ve booked a meeting at your hotel. Now what
will you do for me?
My meeting is over. Why are you still asking
questions about it?
Any others?
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Bureau process for a City Wide
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Sales
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Service
Bureau process for a one-property booking
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Sales
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Service
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Promotional
materials
Printing and mailing
service
Sponsorship
assistance
Discount coupon
program
Offsite event
locations
Speaker assistance
• Customized attendee
websites/mini-sites
• Customized city maps
• Pre-registration, name
badges, lead retrieval
• On-site registration
staffing
• Surveys
• What do you need?
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Housing management
Permits for parades, street closings, venue
access, etc.
Official welcomes, presentations, dignitaries
Local educational opportunities
Community service events for attendees
Volunteer recruitment
Local vendor referrals
The “meeting planner’s meeting planner”, and
the “DMCs DMC”
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Brochures and collateral to enhance attendee interest –
including digital!
Imagery (including slides, digital images, video, logos)
to use in your own promotional materials –
complimentary!
Generate and distribute press releases and photo
advisories to encourage attendance or recognize your
meetings and events
Identify unique story angles to generate awareness
either pre- or post-event
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Build in added value (and possibly added revenue
potential) by building in pre- or post-event trips
Your CVB partner can work with you and nearby
destination CVBs to create dynamic and entertaining
pre- or post-trips
Examples:
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Pittsburgh Meeting: pre and post trips to Frank Lloyd Wright’s
Falling Water (Laurel Highlands) or Niagara Falls
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Minneapolis Meeting: pre and post trips to Fargo ND or
Minnesota’s North Shore or the Mississippi Valley
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Irving Meeting: pre and post trips to Dallas or Fort Worth
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The same way we work with any client!!
CVB respects the client’s wishes in lead distribution,
regardless of whether the client is an independent
planner, a 3rd party housing firm or a staff planner
CVBs can work with National Sales Offices for the
benefit of their local properties
CVBs will work with “preferred properties” at the
client’s request
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How RFPs help
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Why Meeting Histories mean so much
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How identifying your “flexibility” points can
maximize value
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Alternate dates
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Pattern options
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Other “on site” revenue opportunities – F&B, etc.
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Does the business actually “fit” the space?
What is the rooms:space ratio?
Are there any F&B events on site?
Does the business fit a “hole” on the calendar?
Does it come at a “need” (valley) time or during a
peak?
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Is it flexible – can dates be shifted?
Is it short-term or long-term business?
Is it one-time only business?
Does your company do a lot of business with
my company?
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What do you want from the CVBs you work
with?
What do you wish we understood better about
your business?
How and who do you want us to be?
What do you wish we could do for you?
What do you wish we’d stop doing?
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Thank you for attending today’s program! We
hope you learned something new!
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