HB Associates & CVB Professionals-Great Pair

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


What makes a great PAIR?


“Our reputa.ons do not come from how we talk about ourselves.

Our reputa.ons come from how others talk about us.”

-‐-‐-‐Simon Sinek


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.”


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.”


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.”


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.”


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!!!


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


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.


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!


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


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


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!


HBs Destination Program


Ongoing Communication

• Easy to Find – HB Intranet, HB Insite, empowerMint.com



• HB Connect

(Cvent)


Destination Panel Discussions


Building Confidence


Building Relationships


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


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


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


Thank You for Coming!!


HB Associates & CVB Professionals-Great Pair

Education

Transcript of HB Associates & CVB Professionals-Great Pair