Meetings & ConventionsUSA Markets

May 11, 2005

Today’s Agenda

Welcome & Introductions

2004-A year in review

Vancouver…Becoming a Genuine Brand

Meetings & Conventions Trends

Meetings & Conventions Goals

SWOT

Media & Advertising

Working with Meetings & Conventions Team

Q & A

Member Services

Your Member Services team:

Janet Carson, Vice President, Visitor & Member Services

Eric Kalnins, Manager, Member Services

Curtis Wong, Account Executive

Eric Glaser, Account Executive

Kathy Myck, Member Services

Presenters

Wendy Surkan, Eastern USA

Kyle Matheson, Washington DC & Region

Sonia Baldissera, Midwest USA

Bronwyn Slade, Western USA

Hello, My Name Is . . .

Who are you?

Where do you work?

What do you hope to learn today?

Meeting & Convention Priorities

Generating long-term, city-wide business

Ready for expansion

Building short-term (0-2 years) business opportunities

Leadership & Accountability

Customer-focused & market driven

Dynamic & innovative bids

2004 A Year in Review

Exceeded all targets!

- Lead roomnights: 33% increase over 2003

- Definite roomnights: 45% increase over 2003

- 33% short-term bookings; 67% long-term

Held 25 citywide meetings

Short-term lead generation and database clean up

UK/Europe Sales Representation

Chicago Sales Representation

Be A Host

Vancouver…Becoming a Genuine Brand

Brand Review

Vancouver Brand Promise

The Brand Opportunity

The Brand Identity

Meetings & Conventions Trends

Sustained market recovery; 2% growth in 2005

Buyer’s market

Standardized meeting management policies & procedures

Measuring Meeting ROI

Outsourcing Here to Stay

Attrition Resolution

Web and Wireless

Meetings & Conventions Trends

City Site Selection based on “Word of Mouth”

Competitors Dependent on Season

Competition between Meetings for Attendees & Exhibitors

Hotel Selection based on “Cost” and “Quality”

Planner/Supplier Dynamic

Elevated Recognition of Meeting Planner Position

Networking Break

Marketplace Opportunities

Overall destination appeal

Expansion of the convention centre

2010 Olympic Games

Strengthening U.S. economy

Excellent infrastructure

High value & quality of products & services

Airlines more flexible with Saturday stayovers

Issues in competing cities

Challenges

Unknowns about expansion

Lack of 1000+ room hotel on-site

CVBs with larger budgets and incentives

Lack of large off-site venues

Conservative room blocks

Increased use of the internet for destination research

Perception of lack of air access and high airfares

Challenges Cont’d

Increased security measures, VISAs and passports

Concerns about customs

Exchange rate – strengthening CDN dollar

Peak season hotel rates

Small convention hotels

International politics and trade disputes

US Government travel policy

Addressing the Challenges

Remove the value proposition from the Vancouver sell

Be proactive & spread the good word Handle objections earlier in the sales process Be prepared to be creative, flexible & think long term

Media Relations

Media relations team works to get coverage of Vancouver in consumer and trade magazines for free.

In 2004 audience of 340 million reached worldwide through print and broadcast outlets.

Advertising equivalency of this coverage was $22.5 million.

Outlets include ABC’s The Bachelor, M&C magazine, US Weekly, Cooking Light, National Geographic and Meetings West.

Media Relations

The media relations team achieves this coverage through:

Hosting 400 media per year on site inspections

Providing support such as fact checking, images and story ideas

Sending monthly newsletters and regular updates to our extensive database of media contacts

In-market activities, including media marketplaces, CTC media events and sales calls

Working with Meetings & Conventions Team

Members Only

Sales vs Convention Services

Client-driven lead distribution

CVB M & C Team-we are here to help you!

Q & A

Wrap Up

• Workshop Evaluations• Mark Your Calendar!

– May 26, 102nd Annual General Meeting– June 8, Media Training

RSVP ONLINE through the Members Only website at tourismvancouver.com/members or call 604.631.2855

Thank You For Coming!