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Global Sales IEEE

Global Sales IEEE. Panel of Conference Organizers (POCO). 24-25 July 2008 Seattle, Washington. Dean D'Anna Associate Director, Northeast Global Sales Office  (212) 459-7510    dean.d'anna@starwoodhotels.com.

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Global Sales IEEE

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  1. Global Sales IEEE Panel of Conference Organizers (POCO) 24-25 July 2008 Seattle, Washington

  2. Dean D'AnnaAssociate Director, Northeast Global Sales Office (212) 459-7510   dean.d'anna@starwoodhotels.com

  3. Bob BitnerHilton Domesticbob.bitner@hilton.comRosalie BatistaHilton Internationalrosalie.batista@hilton.comPresented by: Muriel Carrollmuriel.carroll@hilton.com

  4. Elizabeth MaisonetDirector, Global Accounts410 Park Avenue, 6th FloorNew York, NY 10022Phone: 212-715-7073 Fax: 212-750-0570 Elizabeth.Maisonet@FRHI.comwww.fairmont.com www.raffles.com www.swissotel.com

  5. Global National Sales Offices GSO Summary from 2007

  6. Global National Sales OfficesIEEE Resources • Diana Voto – Disney Resort Destinations NY Global Officediana.voto@disney.com • Kelly-Ann Stoddart – Delta Hotels kstoddart@deltahotels.com • Elizabeth Maisonet – Fairmont - Raffles - Swissôtelelizabeth.maisonet@frhi.com • Harold Rodriguez – Fiesta Americana Hotels harold.rodriguez@posadas.com • Merideth Bord – 4 Seasons/Regentmerideth.bord@fourseasons.com • Linda Pond Rindos - Gaylord Hotelslrindos@gaylordhotels.com • Bob Bitner – Hilton DomesticBob.Bitner@hilton.com • Rosalie Batista – Hilton Internationalrosalie.batista@hilton.com • Michelle Nicoletti – Hyatt Hotels Corporationmnicolet@hyatt.com • Eileen Smrtka - Hyatt Internationaleileen.smrtka@hyatt.com • Mark V. O'Day - InterContinental HotelsMark.ODay@ihg.com • Donna Kelley – Marriott Global Salesdonna.kelley@marriott.com • Tanya Troyer– Omnittroyer@omnihotels.com • Liz Copti - Perferred Hotelecopti@preferredhotelgroup.com • Christina Cameris - Ritz Carlton christina.cameris@ritzcarlton.com • Natalie Moran - SOFITEL - NOVOTEL – MERCUREmoran_natalie@accor-na.com • Dean D'Anna – Starwood Hotels/ Westin/Sheraton dean.d'anna@starwoodhotels.com • Brian Reaver - Wyndhambrian.reaver@wyndhamworldwide.com

  7. Role of the Global Sales Organization

  8. Model for Partnership The National Sales Organization IEEE Conference Management Team • Destination expertise • Property expertise • Account expertise • Solutions provider • Advocacy • Industry expertise • Contract requirements • Organizational history • Operational expertise • Industry relationships • Benchmarking/Best Practice • Supplier relationships • Logistical requirements • Operational expertise • Conference budget • Marketing/Promotion • Volunteer involvement IEEE Conference Organizer

  9. Hotel Chains Global Account Pyramid for Success

  10. Benefit to IEEE Meeting Organizers

  11. Global Trends & Forecasts

  12. 2008 Cost Overview Worldwide • Airfare Costs increase minimally at 2% to 4% • Hotel Costs daily room rates increase by 6% to 9% on average • Meeting Costs expected increase 8% to 10% • Car Rental Rates increase 5% to 10% "2008 Industry Forecast." BCD Travel 2007 1-14. 3 Jul 2008 <http://www.bcdtravel.com>.

  13. Hotel Forecast Hotel Performance in High Demand Markets "2008 Industry Forecast." BCD Travel 2007 1-14. 3 Jul 2008 <http://www.bcdtravel.com>.

  14. Air Travel Forecast "2008 Industry Forecast." BCD Travel 2007 1-14. 3 Jul 2008 <http://www.bcdtravel.com>.

  15. Meetings Forecast • Meeting costs are expected to rise as food, fuel costs, high airfares, and group rates impact the meeting budget • 2008 forecasts indicate that average group rates will increase by 8% to 10% in major markets. • 10 Largest Global Markets: • 1. The United States • 2. China • 3. Japan • 4. Germany • 5. UK • 6. France • 7. Spain • 8. Italy • 9. Russian Federation • 10. Canada "2008 Industry Forecast." BCD Travel 2007 1-14. 3 Jul 2008 <http://www.bcdtravel.com>.

  16. Annual Percent Change of Growing Global Economy "2008 Industry Forecast." BCD Travel 2007 1-14. 3 Jul 2008 <http://www.bcdtravel.com>.

  17. Tourism on the Global Level in 2007 • 898 million international tourist arrivals • World tourism increased by 6.1% over 2006 • Middle East has fastest growth rate at 13% • Europe has slowest growth rate at 4.2% Nicholls , Dr. Sarah. "2008 Michigan Tourism- Past Performance and Future Expectations." Michigan State University April 2008 1-18. 3 Jul 2008

  18. Tourism on Global Level for 2008 • The increase in tourists is expected to be around 4% • Travel and Tourism is the largest generator of wealth and jobs globally • Contribution to GDP is expected to rise from 9% (US$5,890bn) in 2008 to 10.5% (US$10,855bn) by 2018 • Growth is expected to be 4% on average for the next decade Nicholls , Dr. Sarah. "2008 Michigan Tourism- Past Performance and Future Expectations." Michigan State University April 2008 1-18. 3 Jul 2008

  19. Tourism on National LevelTravel is… • One of country’s largest industries with • $740 billion in direct travel expenditures • $1.6 trillion in direct, indirect and induced travel expenditures • $100 billion in tax revenue • One of country’s largest employers with • 7.5 million direct travel-generated jobs • $178 billion direct travel generated payroll Nicholls , Dr. Sarah. "2008 Michigan Tourism- Past Performance and Future Expectations." Michigan State University April 2008 1-18. 3 Jul 2008

  20. Business Climate Overview Outside of The United States… • Significant projected room rate growth despite U.S. economic climate • Occupancy levels expected to have modest growth in 2008 • Major chains all have aggressive international expansion plans most with a special focus on India, China, and eastern European developing countries • Meeting space remains at a premium

  21. Tips … Currency Conversion • The dollar hits new lows against the Euro, CAD, and Pound Sterling… • Guaranteed USD rates, as an option? • When preparing your budget, allow padding for fluctuating conversion rates.

  22. Tips… Meeting room rental • Meeting room rental charges apply -space is at a premium and banqueting demands are high. • Generally rental (“hire” in the UK) is negotiable depending on demand. • 24-hour hold is always charged. Setup days are often discounted.

  23. Tips… • MICE - Meetings, Incentives, Congresses, and Events • VAT - Value Added Tax(may be refundable) • DDR - Daily Delegate Rate –generally includes main meeting room, am/pm breaks, and lunch (breakout/exhibit space may be charged extra) • Congress Center - it’s not political! Private ownership meeting facility.

  24. Tips… • Stand-up lunches - saves space and promotes networking (even if it is a bit messy) • Plenary room= General Session room; • Syndicate rooms= breakout rooms; • Classroom= schoolroom • Attrition is generally called “room block reduction” and may fall into the cancellation clause • Convert square meters to square feet.

  25. “Tips for Meetings outside of the United States” • Involve your GSO • They can be your best advocate • Involve the country’s Tourism Commission • Understand the customs of the country • Contracts are different than USA • Different but easy • Less negotiations

  26. When Hotel Brands go Global • When a hotel brand goes Global it simply does not build hotel buildings in exotic locations, the hotel brand represents a message and a way of doing business. • It represents years of doing business and being socially aware of the local environment and people. • Not only must global hotel brands focus on delivering exceptional experiences for their guests, but they must also recognize the environment in which they are emerging and create a universal desire for their brand. • When you work with a hotel brand that is familiar to you in a not so familiar destination, you can have the comfort level that they will know your business and make the process of meeting at that specific hotel seamless with the help of your Global Sales Representative.

  27. Thank You

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