MEET HAWAI‘I Spring... · Total Acct Dir Goals CY 2013 CY 2014 CY 2015 ... Consumption Benchmark...
Transcript of MEET HAWAI‘I Spring... · Total Acct Dir Goals CY 2013 CY 2014 CY 2015 ... Consumption Benchmark...
MEET HAWAI‘I
Meetings, Conventions, &
Incentives
John Monahan President & CEO Hawai‘i Visitors & Convention Bureau
Lee Conching Director of Sales, Service & Support Hawai‘i Convention Center
• Merged sales team as “Meet Hawai‘i”
• Merged Database into one platform Simpleview
• Cross training for both Sales teams
• Establish territories and accounts for each Sales
Director
• Research MCI vertical markets that were best fit
for Hawaii
2012 MCI Recap & Update
Vertical Markets: Industry Segments
• Legal
• Manufacturing
• Finance
• Earth Sciences
• Sports
• Insurance
• Trade Association
• Food/Retail Services
• Healthcare/Medical
• Technology
• Consumer Products
Source: Meeting Industry Segments
Study, RRC Associates
• Healthcare/Medical
• 3rd Party
• Technology
• Trade Association
• Educational
• Legal
• Food/Retail Services
• Manufacturing
• Sports
• Earth Sciences
• Insurance
• Finance
• Consumer Products
Source: Actual YTD 2012
business
NORTH AMERICA SALES TEAM
Meet Hawai‘i
Island Chapter Team
Debbie Hogan Senior Director of Sales
Big Island Visitors Bureau
Lisa Nakamasu Director of Sales
Kaua’i Visitors Bureau
Marie Watanabe Sales Manager
O`ahu Visitors Bureau
Sherry Duong Director of Sales,
CMI & International
Maui Visitors & Convention Bureau
City-wide
2012 Results for Definite Room Night Bookings
2012 Goal 125,000
2012 Actual 130,423
104% of Goal
Single Property
2012 Goal 700,000
2012 Actual 532,498
76% of Goal
Total Acct Dir Goals CY 2013 CY 2014 CY 2015
All Account
Directors
Citywide 128,500
*7.78% increase
over average
140,500
*9.34% increase
from previous year
152,500
*8.54% increase
from previous year
Single Property 120,000
*19.17% increase
over average
140,000
*16.67% increase
from previous year
165,000
*17.86% increase
from previous year
MCI Total 248,500 rm nts 280,500 rm nts 317,500 rm nts
* New methodology for city-wide room night in place
2013-2015 Sales Room Night Goals
TREND ANALYSIS PROJECTION
TAP Report
025,00050,00075,000
100,000125,000150,000175,000200,000225,000250,000275,000300,000325,000350,000
2013 2014 2015 2016 2017 2018 2019 2020
Definite Room Nights Tentative Room Nights Pace Targets Consumption Benchmark
Hawaii Room Nights 2013 2014 2015 2016 2017 2018 2019 2020 Total
Definite Room Nights 157,986 176,959 119,457 137,251 73,366 37,137 88,986 97,119 888,261
Pace Targets 198,276 158,204 133,556 118,049 100,891 92,443 73,820 43,906 919,145
Variance (40,290) 18,755 (14,099) 19,202 (27,525) (55,306) 15,166 53,213 (30,884)
Consumption Benchmark 244,701 244,701 244,701 244,701 244,701 244,701 244,701 244,701 1,957,608
Pace Percentage 80% 112% 89% 116% 73% 40% 121% 221% 97%
Total Demand Room Nights 676,948 588,044 303,022 307,500 251,458 71,571 137,080 121,276 2,456,899
Lost Room Nights 518,962 411,085 183,565 170,249 178,092 34,434 48,094 24,157 1,568,638
Conversion Percentage 23% 30% 39% 45% 29% 52% 65% 80% 36%
Tentative Room Nights 104,023 153,998 103,470 59,425 58,956 16,067 50,930 17,786 564,655
Hawaii Events
Definite Events 169 50 26 8 8 3 4 4 272
Pace Targets 179 58 30 19 11 10 10 3 320
Variance (10) (8) (4) (11) (3) (7) (6) 1 (48)
Consumption Benchmark 429 429 429 429 429 429 429 429 3,432
Pace Percentage 94% 86% 87% 42% 73% 30% 40% 133% 85%
Total Demand Events 358 130 63 29 32 8 8 7 635
Lost Events 189 80 37 21 24 5 4 3 363
Conversion Percentage 47% 38% 41% 28% 25% 38% 50% 57% 43%
Tentative Events 167 106 46 20 14 5 6 4 368
2013 – 2014 Short Term
• Focus Efforts on West coast and Asia
• Vertical Markets: Tech & Corporate
• Review tentatives
Long Term Potential (Calendar 2016 and Future)
• Key Vertical markets
– Legal, Medical, Healthcare, 3rd
parties
• Hawai‘i Kuhina Program
• Review tentatives
• Lost and Return Business
2013 Partnerships
New Program to Impact 2016-2018
• Airline and Freight Incentive
– Million Airline Miles
• American and United Airlines
– Freight (shipping from West Coast)
• Provide 6 tons/ 3 containers roundtrip
Growth Development: Global Outreach
Who Using like associations to meet with US Associations to co-meet in Hawai‘i
Why Increase attendance from the International Markets
Benefit Revenue Growth for the Association
Growth Development: Attendance Building
• US Opportunity
– Increased attendance at the Annual
Conference
• International Opportunity
– Attracting delegates from International
Markets
• Exhibitor Opportunity
– US
– International
Hawai‘i Kuhina Program
• Strategic Partnerships
Future Development
• Receive leads and respond to leads
through Simpleview
– Track business we send to you
– Track your team’s response and rate
of converting those leads
• On-Line RFP for planners
• Access to view availability at Center
MAHALO