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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'[email protected]

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Global Sales

IEEE

Panel of Conference Organizers (POCO)

24-25 July 2008

Seattle, Washington


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Dean D'AnnaAssociate Director, Northeast Global Sales Office (212) 459-7510   dean.d'[email protected]


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Bob BitnerHilton [email protected] BatistaHilton [email protected]Presented by: Muriel [email protected]


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Elizabeth MaisonetDirector, Global Accounts410 Park Avenue, 6th FloorNew York, NY 10022Phone: 212-715-7073 Fax: 212-750-0570 [email protected] www.raffles.com www.swissotel.com


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Global National Sales Offices

GSO Summary from 2007


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Global National Sales OfficesIEEE Resources



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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


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Hotel Chains Global Account

Pyramid for Success



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Global Trends & Forecasts


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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>.


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Hotel Forecast

Hotel Performance in High Demand Markets

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


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Air Travel Forecast

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


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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>.


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Annual Percent Change of Growing Global Economy

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


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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


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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


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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


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    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


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    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.


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    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.


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    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.


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    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.


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    “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


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    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.



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