Meetings Mean Business Communications Tool...

An HSMAI Members‐Only Resource

Meetings Mean Business

Communications Tool Kit February 2009

Produced by HSMAI’s Resort Marketing Advisory Board

Table of Contents

Introduction ........................................................................................................ p. 2

Special Thanks to the Meetings Mean Business Subcommittee ........................ p. 3

Talking Points: The Facts About the Value of Face‐to‐Face Meetings .............. p. 4

Fighting the AIG Backlash: Get Back to Basics ................................................... p. 7

Sample Op‐Ed/Letter to the Editor .................................................................... p. 8

Sample Article for Customer Newsletters ........................................................ p. 10

Sample Letter to Local & Regional Business Leaders ....................................... p. 12

Additional Resources & Information ................................................................ p. 14

of 16

Meetings Mean Business Communications Tool Kit


Introduction

Meetings drive business, support business, and enhance business…for associations, corporations, non‐profits and government organizations of all sizes in all industries throughout the United States and abroad.

In the hospitality industry, the business of meetings:

“…is a 365‐day‐a‐year business that …generated $122.31billion in total direct spending… making it the 29th largest contributor to the gross national product.

“The industry’s spending and tax revenue ripple through every sector of the local economy, from restaurants and transportation to retail stores and other services, while supporting 1.7 million jobs in the United States.” (according to the Convention Industry Council)

For the hospitality industry, and the national and global economies, meetings drive business, support business, and enhance business. Meetings Mean Business.

This tool kit is designed exclusively for you and your fellow members of the Hospitality Sales & Marketing Association International. It provides information and tools especially for those working in the meetings market segment to use in their sales and marketing efforts in today’s ever‐changing and challenging economy.

The project began as a response to the so‐called “AIG Effect” which has taken an incredible toll especially on the resort sector of the hospitality industry. Under the leadership of the HSMAI Resort Marketing Advisory Board, the project evolved to also address the challenges all of HSMAI’s members have in the face of the difficult economic climate.

We encourage you to incorporate the tool kit’s components into your communication efforts to your key stakeholders including your customers, property owners, sales teams, local news media, regional business leaders and other audiences important to you and your property and/or company. For maximum impact, supplement these materials with information and data specific to your community.

HSMAI will continue its efforts working with the media and allied industry organizations to spread the message about the importance of meetings, events and travel to the economy and to encourage business, non‐profit and government leaders to get back to meetings because MEETINGS MEAN BUSINESS to us all.

Sincerely, Robert A. Gilbert Tom Bewley President & CEO Director of Sales & Marketing, Kiawah Island Golf Resort HSMAI and, Chair, Resort Marketing Advisory Board

of 16



Special Thanks to the Meetings Mean Business Subcommittee

Tom Bewley, Director of Sales & Marketing, Kiawah Island Golf Resort

Barry Brown, Director of Sales & Marketing, Hotel del Coronado

Tiffany Fessler, Senior Account Supervisor, Edelman

Robert A. Gilbert, CHME, CHA, President & CEO, HSMAI

Cindy Estis Green, Managing Partner, The Estis Group

Perry Goodbar, Vice President Hospitality Sales & Business Development, The Colonial Williamsburg Resort Collection

Juli Jones, Vice President, HSMAI

Jim Mostad, Director of Sales, The Breakers

Jason Smith, Vice President‐Communications, HSMAI

Mark Thompson, Vice President of Marketing, Irving Texas CVB and liaison from the HSMAI Hotel Director of Sales & Marketing Advisory Board

John Washko, Vice President of Sales & Marketing, The Broadmoor

of 16



Talking Points: The Facts About the Value of FacetoFace Meetings Use these talking points to communicate the value of face‐to‐face meetings to key stakeholders and reference them when objections to booking meetings (and keeping them booked) arise.

Weave them into your conversations.

Include them in your marketing materials.

Share with your public relations team to incorporate into their efforts.

Train your staff and management so they are all prepared to address current and potential customers’ concerns when they arise.

If you have additional ideas for good talking points, or additional ideas on how to put them to work, please send them to [email protected] for potential inclusion in an update to this tool kit.

1. Businesses, especially ones that are vested in relationships, are being tested now more than ever. There is nothing more important in a troubled economic climate, than bringing people together to reaffirm the path forward through the economic challenges they are facing.

According to the Meeting Professionals International Foundation/George P. Johnson EventView study,

Fortune 1000 'Chief Marketing Officers' view meetings and events as having the highest return on

investment of any marketing channel or initiative.

Sales conferences and performance incentive programs are powerful business tools that drive sales and

generate results. To jump start the economy, businesses need to develop innovative sales techniques.

Business meetings do get results ‐ they can solidify partnerships, develop needed solutions to business

issues and increase productivity.

Meetings and events remain important, particularly for international businesses. No technology can

replace the value of face‐to‐face interaction and the relationships made through these meetings.

(Meeting Professional ‐http://www.mpiweb.org/cms/mpiweb/mpicontent.aspx?id=21010

2. The current downturn is having a more severe and longer‐lasting effect on the travel and tourism industry 9/11.

When organizations cancel meetings at resorts and other high‐end destinations, they are taking money

out of that local economy.

As more and more meetings are cancelled, the hospitality industry will begin having to make hard

decisions about layoffs in an economy where the unemployment rate continues to rise.

The hospitality industry employed more than 1.8 million people in 2006 in the United States.

of 16

http://www.mpiweb.org/cms/mpiweb/mpicontent.aspx?id=21010



The 2009 annual hotel occupancy forecast is now 58.3 percent – the lowest U.S. occupancy since Smith

Travel Research began tracking hotel data in 1988 (20 years ago).

Smith Travel Research reported overall occupancy in the U.S. down an average of 4.2 percent at year‐

end 2008 (with a 7.5 percent decline in the last four months of the year). The RevPAR average for the

same period was down by 1.9 percent (with an 8.2 percent decline in September ‐ December).

Supply Demand Occupancy ADR RevPAR

2007 1.3 0.9 ‐.04 6.2 5.8 2008 2.7 ‐1.6 ‐4.2 2.4 ‐1.9

Jan. – Aug. 2008 2.4 ‐0.3 ‐2.6 3.9 1.2 Sept. – Dec. 2008 3.2 ‐4.6 ‐7.5 ‐0.8 ‐8.2

3. Resorts offer physical capabilities and economies of scale that cannot often be achieved in other settings.

Resorts can save money for planners, since everything a planner needs is available on site. Any

recreational or leisure activities are on property and can save time, hassles and transportation costs

(and can often be included in one overall price, allowing planners to budget more effectively).

Offsite meetings can wipe out distractions and allow employees to focus on the task at hand, allowing

employees to disconnect from their work loads and responsibilities.

Forty percent of planners in Convention South’s 2008 poll said on‐site hotel amenities were very

important.

Meeting planners are still looking for unique experiences for attendees and a return on incentive trips

and other sales meetings. (Business Travel News)

Resorts and high‐end destinations increase attendance rates at meetings (Convention South, May 2008)

4. Destination hotels and resorts offer top‐notch personalized service and a level and quality of experience that many organizations want, and need, for their corporate meetings, sales meetings and incentive trips.

Even in tight economic times, people appreciate the quality and the history of grand dame resorts.

(Newsweek)

The definition of luxury is changing in the current economy. The term doesn’t necessarily mean an

organization is spending an exorbitant amount of money, but it does mean a group is getting an

authentic experience and excellent service. (Travel Weekly, Leading Hotels of the World CEO)

of 16

http://www.mimegasite.com/mimegasite/articles/article_display.jsp?vnu_content_id=1003536172

http://www.newsweek.com/id/171246



Those accustomed to staying at five‐ and six‐star resorts may now stay at four‐ or five‐star resorts or

reduce the number of days in their stay. However, they are unlikely to begin staying at three star

properties. It’s all about scaling back to fit each person’s own economic situation.

5. In many cases cancelling a meeting can cost the company more than actually having the meeting.

Meetings are planned months, and in many cases years, in advance. Most were set way before there

was an economic crisis.

It may be less fiscally responsible to cancel meetings depending on the contract. (Travel Weekly)

6. An economic recession threatens hospitality just like any other industry, with jobs and economic indicators hanging in the balance. Just as companies invest in R&D in their products and services, they’ll also need to continue to invest in their employees and executive leadership to survive these economic times.

Sometimes when salaries or bonuses need to be cut, a trip or attendance at a convention, conference or

educational meeting in a nice destination outside of the office can be perceived as higher in value and

more significant than the monetary value lost.

Insurance and financial services organizations have used incentive trips as a bargaining chip in keeping

employees. (Insurance & Financial Meetings Management)

Incentive trips offer a competitive advantage in a crowded arena, and cancellations of these events can

affect relationships with key company resources. Incentive trips build loyalty and increase productivity.

(Insurance & Financial Meetings Management)

Measurement and ROI will reveal the value of meetings and trips and the effect to the organization’s

bottom line. These trips are not cost centers; they’re profit centers. As long as a company can show

ROI, they will continue using high‐end incentives and planning sales meetings. (Insurance & Financial

Meetings Management)

Some professions require continuing education to maintain licenses and will continue to plan and hold

conferences and conventions to provide employees with these opportunities. (Meeting Professional)

# # #

of 16

http://www.themeetingmagazines.com/index/Default.aspx?tabid=1024

http://www.mpiweb.org/cms/mpiweb/mpicontent.aspx?id=21010



Fighting the AIG Backlash: Get Back to Basics by John Washko (Originally published February 2009 in Hotel & Motel Management)

In a year that has not been kind to the hospitality industry, the news in October that American Insurance Group (AIG) had treated its top producing brokers to a $440,000 spa retreat at a luxury resort just days after receiving federal bailout money couldn’t have come at a worse time. As occupancy rates dip to levels not seen since post‐9/11 and construction on new properties comes to a screeching halt, the “AIG backlash” has affected all sectors, but the negative perception from this media exposure has dramatically hit the resort and luxury sector, with widespread meeting cancellations, slower bookings and diminishing prospects for the coming year. And while the public outrage over the timing of the AIG incentive trip is certainly understandable, hospitality professionals know that because the event had been on the books for more than a year and was tied to AIG’s incentive program, cancelling would have been both costly and difficult. Still, perception is reality, and the ongoing AIG backlash brings with it many challenges as we enter the New Year: The economy is likely to get worse before it gets better, scrutiny on resorts and luxury properties may increase, and organizations may continue to cancel meetings and incentive trips into the first and second quarter of 2009. So how should you navigate these troubled waters in the next several months? Reach out. If your property relies on annual business meetings and incentive programs, reach out to your customers and reassure them that these kinds of gatherings are essential, even in down times. Use as examples other organizations (by industry type for confidentiality) that are “staying the course” and moving forward with their planned events. Sales conferences and performance incentive programs are powerful business tools. They motivate top performers to go further and provide training opportunities for up‐and‐coming professionals—essential business components in a challenging economy. Pay attention to fundamentals. Luxury hotels and resorts offer top‐notch personalized service and a level and quality of experience that many organizations want, and need, for their corporate meetings and incentive trips. Business travelers especially demand excellent service from top‐notch staff—and will not accept anything less from your resort. Avoid cutting back on amenities your customers have come to expect.

Revisit your networks. The relationships you have built and nurtured over the years are critical right now. It’s time to reconnect and reinforce the value proposition of your destination or property. Continue to strengthen your relationships with trade and industry groups, travel and meeting planners and local convention and visitor bureaus to stay top of mind.

Finally, and perhaps most importantly, if there’s anything the hospitality industry has learned over the years is that “charging less in hopes of attracting more” is not a long‐term solution to economic woes. Avoid making downward adjustments to your room rates and other pricing that you may come to regret once the economy turns around.

John Washko, vice president of sales and marketing for The Broadmoor sits on the HSMAI Americas Board of Directors and is a member of HSMAI’s Resort Marketing Advisory Board. For information on HSMAI's exclusive resources for resort marketing professionals, visit http://www.hsmai.org/Members/SIGResortMarketing.cfm.

# # #

of 16

http://www.hsmai.org/Members/SIGResortMarketing.cfm



Sample OpEd/Letter to the Editor

Almost every newspaper and business journal has an Op‐Ed and/or Letters to the Editor section, which is often the most‐read of the paper. The following is intended for your submission to one or both of those sections (dependent upon your own newspaper’s guidelines), in order to reach as many people, including business leaders, as possible regarding the value of business meetings and travel.

HSMAI members may use and reproduce this letter, in whole or in part and by any means, without charge or further permission. You may tailor it to fit your property, company and community and distribute it to your local media contact list, including your newspaper, business journal, and other media outlets.

If you customize this letter, and/or if you have an Op‐Ed printed in your local paper, please send a copy to [email protected] for potential inclusion in an update to this tool kit.

Meetings Mean Business Three letters have spelled trouble for the hospitality industry over the past several months: AIG.

The public outcry over an incentive trip by American International Group was understandable. The timing of the trip – just a week after the company received $85 billion in federal bailout funds – ignited a fury on Capitol Hill.

While the issue made for dramatic TV and heaping portions of righteous indignation, observers ignored the valid business principles of work‐related travel and focused mainly on the misguided idea that all business meetings spawn excessive spending of taxpayer money. That’s plain wrong.

Scuttling the entire travel sector is like pulling out a good spark plug from a misfiring engine; the overreaction makes things run worse.

As it stands, indiscriminate cutbacks – including canceled meetings affecting healthy sectors or industries unrelated to bailout funds – generate the unintended consequence of spoiling local economies just at a time when every dollar counts.

Continue on this path and economic recovery may seize altogether. The services sector lost 20 percent of the 598,000 jobs slashed in January, including 28,000 eliminated by the hospitality industry. The impact is felt nationally and even more acutely at the local level.

Business travel isn’t a demon. It’s an economic halo.

The economic crisis stresses employees as they watch friends and family lose jobs. “Am I next?” breadwinners wonder. Loyalty has reached a low point. All organizations should be focused on keeping the hearts and minds of their top producers.

Incentive travel is a smart motivator used by many companies as a reward to top performers and revenue drivers – and not necessarily executives at the top of the pay scale. In times of recession, businesses need to reinforce loyalty among high‐performing employees at all levels worried about their futures. Failure to connect, whether through travel or other rewards, makes businesses vulnerable to underperforming sales staff and to talent raids by competitors.

of 16



Even regular business meetings – those outside the realm of overt luxury – enhance key relationships and inspire success. Meetings and events produce the highest returns on investment of any marketing channel or initiative, according to a study of Fortune 1000 chief marketing officers. As the economy has imperiled businesses across the country, strategic, face‐to‐face meetings at off‐site locations may mean the difference between survival or not.

Still, business‐ travel jitters are palpable. There’s a discernable “AIG effect” as companies abandon travel incentives and cancel business meetings at resorts, fearful they’ll be judged guilty by association.

Wells Fargo – the recipient of $25 billion in bailout funds – announced Feb. 3 it would cancel all employee recognition events, including one scheduled for Las Vegas. The cancellations happened because of “misconceptions” created by news coverage about business travel, Wells Fargo President and CEO John Stumpf wrote in a full‐page ad in the New York Times.

“Who loses besides our team members?” Stumpf wrote. “The workers who depend on our business. The hospitality industry. Hotel housekeepers. Restaurant servers. The airlines.”

While cancelations may produce a feel‐good effect for critics, it suffocates right at the spot in need of oxygen: the wallet.

Resorts and hotels are economic engines. At a time when economic stimulus is gravely needed, meetings and convention business provide high octane. Nationally, business‐related travel generates 2.4 million American jobs and $244 billion in spending, according to one industry estimate.

Locally, <<insert your local business‐related and conventions statistics here. Include an anecdote, preferably from a third‐party outside the hospitality industry, someone who can provide an authoritative yet detached opinion on economic impact>>.

Squashing business‐related travel also changes a potential economic multiplier into a heavy‐duty subtraction problem for cash‐starved governments. Business‐related travel generates an estimated $40 billion in tax revenue for federal, state and local governments. Some public services depend on tax revenue generated by conventions and meetings at resorts and hotels.

State and local governments – already hurt by declining revenue spurred by the collapse of the residential housing market – may be forced to cut jobs and services if the economy eats further into the tax base.

Want to help your company, community and country? Keep traveling to meet with your customers and keep meeting to move your business forward.

Crushing the life out of business travel may produce short‐term gain, but it spells doom for jobs and the economy.

<<FULL NAME>>

<<TITLE>>, and member of the Hospitality Sales & Marketing Association International (HSMAI)

# # #

of 16



Sample Article for Customer Newsletters

This article is designed to help you inform your customers (especially meeting planners and corporate travel managers) about the value of meetings and provide them with information they can use in their own organizations when the value of meetings or travel is questioned.

HSMAI members may tailor this article to fit your property, company and community and distribute it to your local media contact list. You may use and reproduce this material, in whole or in part and by any means, without charge or further permission.

Some suggestion for making the article more personal to your property or destination include:

Inserting a quote from your general manager or from a key customer about why they think meetings are important.

Including economic impact data such as the number of jobs your property or destination creates locally.

If you have additional ideas for personalizing the article, or publish a version of it in your newsletter, please send them to [email protected] for potential inclusion in an update to this tool kit.

Meetings Do Make the World Go ‘Round Amid daily news reports of continuing economic trouble for companies in all industry sectors, it is easy to buy into the idea that you need to hunker down and not spend if you can help it. In light of the unflattering media attention over AIG’s incentive meeting for independent insurance agents, business leaders are understandably nervous. It is reasonable that they do not want to be perceived as frivolous, excessive, or imprudent – which they run the risk of being labeled if they have a business meeting or incentive function in a city or at any property that hints at comfort or luxury.

The truth of the matter is that hunkering down, and not meeting with our employees, customers, and key stakeholders is one of the worst things that we can be doing for the future of our companies and our local, regional, state, national and global economies.

Meetings drive business, support business, and enhance business…for associations, corporations, non‐profits and government organizations of all sizes in all industries throughout the United States and abroad.

If you are helping your organization decide whether or not to book that next sales meeting, customer event or incentive function, consider some of the value of face‐to‐face meetings and business travel.

Businesses, especially ones that are vested in relationships, are being tested now more than ever. There is nothing more important in a troubled economic climate, than bringing people together to reaffirm the path forward through the economic challenges they are facing.

• According to the Meeting Professionals International Foundation/George P. Johnson EventView study, Fortune 1000 Chief Marketing Officers view meetings and events as having the highest return on investment of any marketing channel or initiative.

of 16



• Business meetings do get results – they can solidify partnerships, develop needed solutions to business issues and increase productivity.

• Sales conferences and performance incentive programs are powerful business tools that drive sales and generate results.

Just as companies invest in R&D in their products and services, they’ll also need to continue to invest in their employees and executive leadership to survive these economic times. Sometimes when salaries or bonuses need to be cut, a trip or attendance at a convention, conference or educational meeting in a nice destination outside of the office can be perceived as higher in value and more significant than the monetary value lost. Measurement and ROI will reveal the value of meetings and trips and the effect to the organization’s bottom line. These trips are not cost centers; they’re profit centers.

The next time your are faced with the decision to book a meeting, or continue with a meeting you already have booked, consider what you would be losing by making the decision not to meet.

# # #

of 16



Sample Letter to Local & Regional Business Leaders

This letter is designed to help you inform your local and regional business leaders about the value of meetings and the impact of them on your economy. For maximum impact, tailor this letter to fit your property, company and community and distribute it to your own network, and include your Chamber of Commerce’s members and your Economic Development Council’s members.

Some suggestions for making the article more personal to your property or destination include:

Asking a respected local business to co‐sign the letter with your general manager and/or owner.

Inserting a quote from your general manager about why he or she thinks meetings are important.

Including economic impact data such as the number of jobs your property or destination creates locally.

HSMAI members may tailor this letter to fit your property, company and community. You may use and reproduce this material, in whole or in part and by any means, without charge or further permission.

If you customize this letter, please send a copy to [email protected] for potential inclusion in an update to this tool kit.

<<PRINT ON YOUR LETTERHEAD>>

<<DATE>>

Dear <<Personalize if possible; an alternative is “Dear Business Leader”>>:

You surely heard the public outcry over an incentive spa trip by American International Group (AIG) shortly after it received billions in federal bailout funds. While the issue made for dramatic TV and heaping portions of righteous indignation, observers ignored the valid business principles of work‐related travel and focused mainly on the misguided idea that all business meetings spawn excessive spending of taxpayer money.

I encourage you as a business leader to push back against this “AIG Effect” and keep your business traveling, meeting, and rewarding top producers. If you don’t, it will be like pulling out a good spark plug from a misfiring engine; the misdiagnosis of the root problem makes things run worse.

Indiscriminate cutbacks generate the unintended consequence of spoiling local economies just at a time when every dollar counts.

Resorts and hotels are economic engines. At a time when economic stimulus is gravely needed, meetings and convention business provide high octane. According to one industry estimate, at the national level business‐related travel generates 2.4 million American jobs and $244 billion in spending. It generates an estimated $40 billion in tax revenue for federal, state and local governments. Many of our own public services depend on tax revenue generated by conventions and meetings at resorts and hotels.

Locally, <<insert your local business‐related and conventions statistics here >>.

Business meetings enhance key relationships and inspire success. Meetings and events produce the highest returns on investment of any marketing channel or initiative, according to a study of Fortune 1000 chief

of 16



marketing officers. As the economy has imperiled businesses across the country, strategic, face‐to‐face meetings at off‐site locations may mean the difference between survival or not.

Incentive travel is a smart motivator used by many companies as a reward to top performers. In times of recession, businesses need to reinforce loyalty among high‐performing employees at all levels worried about their futures. Failure to connect, whether through travel or other rewards, makes businesses vulnerable to underperforming sales staff and to talent raids by competitors.

Do not fall victim to the AIG Effect. Send your employees on travel to meet with customers. Incentivize your top producers with travel and other rewards. Hold your own meetings and events, which will move your business and our economy forward.

Sincerely,

<<SIGNATURE>>

<<FULL NAME>>

<<TITLE>>, and member of the Hospitality Sales & Marketing Association International (HSMAI)

of 16



Additional Resources & Information All underlined text below includes clickable hyperlinks. All resources can be accessed from www.hsmai.org and http://www.resortmarketing.org/.

Resources & HSMAI Member Benefits

DOSM Toolbox: a one‐stop virtual warehouse of best practices, templates, and other resources for marketing planning, training, advertising, public relations, brand management, resource allocation, employee management, annual budgeting, and more.

Resort Best Practices Initiative: one of the most unique data sharing market research studies in the resort industry. It provides subscribers up‐to‐date information on current best practices and future trends, and gives a resort insights into marketing techniques used successfully by others. Executive summaries of completed reports are available to non‐subscribers.

HSMAI Resort Marketing “Best Practices Initiative” Reports Growth in Revenue Generation, Engagement Online

HSMAI eConnect Special Sections: the HSMAI Foundation’s research portal has the information and resources you need

Financial Crisis, Economic Downturn: Impact on Global Lodging Industry

The latest news from a selection of Business Journals from across the country. Set the ones you want to view on the page via RSS.

HSMAI University Webinar Archives: more than 80 presentations from industry leaders covering key topics from “Forecasting in a Windstorm” (2/3/09) to “Maximizing Revenue in a Downturn” (12/2/08).

HSMAI’s Adrian Awards Winners’ Gallery: a searchable database of past Adrian Awards winners. It will let you read the strategies and see the work that delivered top results and top honors.

Articles from HSMAI

Back‐to‐Basics Marketing Tips For Today’s Challenging Economic Conditions | By Dorothy Dowling

55 Trends Now Shaping the Future of Society, Travel, & Hospitality:

Trend #12 – Tourism, vacationing, and travel (especially international) continue to grow with each passing year

Trend #19 – The economy of the developed world is growing steadily, with only brief interruptions

of 16

http://www.hsmai.org/

http://www.resortmarketing.org/

http://www.hsmai.org/Members/SIGDOS.cfm

http://www.hsmai.org/Members/SIGBestPractices.cfm

http://www.hsmaieconnect.org/news/154000320/4039414.html

http://www.hsmaieconnect.org/news/154000320/4039414.html

http://www.hsmaieconnect.org/indepth/112000450.html

http://www.hsmaieconnect.org/indepth/112000450.html

http://www.hsmaieconnect.org/rssfeeds.html

http://eo2.commpartners.com/users/hsmai/archived.php

http://www.adrianawards.com/gallery/gallery.asp

http://www.hsmaieconnect.org/news/4038755.html

http://www.nxtbook.com/nxtbooks/hsmai/mr_summer_08/index.php#/0



Customer Events & Learning Opportunities from HSMAI

HSMAI offers educational opportunities for all levels of sales and marketing professional. These programs range from networking and panel discussions on business trends at the local level, to conferences and seminars that touch on international travel and hospitality issues, to webinars on specialized subjects.

HSMAI also offers business‐building opportunities at HSMAI’s Affordable Meetings® events across the country.

Search online for HSMAI events that may be taking place in your region or are geared toward specific subjects.

Ongoing

Upcoming Webinars from HSMAI University

“Meetings Mean Business” webinar (directly tied to this tool kit’s content) April 7, 2009

Archived Webinars from HSMAI University

March 2009

Managing Business Results 2‐4 Denver, CO

Managing Revenue 5‐6 Denver, CO

Hotel Sales Strategy Conference 31 Chicago, IL

April 2009

HSMAI’s Affordable Meetings® Mid‐America 1‐2 Chicago, IL

May 2009

9th Annual Resort Conference 3‐5 Palm Beach Gardens, FL

June 2009

HSMAI’s Affordable Meetings® West 10‐11 San Jose, CA

Revenue Management & Internet Marketing Strategy Conference 25 Anaheim, CA

September 2009

HSMAI’s Affordable Meetings® National 9‐10 Washington, DC

Event Technology Expo at Affordable Meetings 9‐10 Washington, DC

Managing Business Results 21‐23 Denver, CO

Managing Revenue 24‐25 Denver, CO

of 16

http://www.hsmai.org/Events/event.cfm?id=1373

http://www.hsmai.org/Events/hsmaiuniversity.cfm

http://eo2.commpartners.com/users/hsmai/archived.php




https://events.jspargo.com/AMMA09/public/enter.aspx

http://www.hsmai.org/ResortSite/



https://events.jspargo.com/AMW09/public/enter.aspx


https://events.jspargo.com/AMN09/public/enter.aspx

https://events.jspargo.com/AMN09/public/Content.aspx?ID=9184





of 16

Additional Organizations, Articles, Resources and More

American Hotel & Lodging Association (AH&LA)

10 Things You Should Do Right Now to Protect Your Bottom Line

Meeting Professionals International

“Call to Action” for business leaders to act carefully when considering cutting meetings and events

FutureWatch 2008: A Comparative Outlook on the Global Business of Meetings and Events

Professional Convention Management Association

Examples of Legitimate Business Purposes for Conferences and Events

Model Board Policy Regarding Approval of Conferences and Events

U.S. Travel Association

2009 Policy Agenda

Keep America Meeting

U.S. Travel Forecast

Article Round Up

Business Trip, or Just a Junket? It Matters Lately (2/8/2009) | By Leslie Wayne and Stephanie Clifford | The New York Times

Congress ‘Killing’ Resort Hotel Business, Tisch Says (2/9/2009) | By Erik Holm | Bloomberg.com

Forecasting roundup: looking forward (1/13/2009)| By Carlo Wolff | hotelnewsnow.com

Trade groups organize to fight public outcry over biz travel (2/9/2009) | By Jeri Clausing | Travel Weekly

Risk Of U.S. Hotel Recession Retreats (1/12/2009)| hotelnewsnow.com

The Value of Meetings (PDF) | TBA Global

http://www.ahla.com/content.aspx?id=25020

http://www.mpiweb.org/cms/mpiweb/Blog/blog.aspx?blogid=1954&customerid=1123249

http://cl.exct.net/?ju=fe4c11797c670c7a7310&ls=fdfb177572660c7875157575&m=fef51174706103&l=fe961670706105797d&s=fe3015727564057b701d77&jb=ffcf14&t=

http://cl.exct.net/?ju=fe4b11797c670c7a7311&ls=fdfb177572660c7875157575&m=fef51174706103&l=fe961670706105797d&s=fe3015727564057b701d77&jb=ffcf14&t=

http://www.ustravel.org/resources/public_affairs/09_Policy_Agenda.pdf

http://keepamericameeting.com/

http://www.tia.org/resources/PDFs/Research/National_Summary_for_Web.pdf

http://www.nytimes.com/2009/02/09/business/09junket.html?_r=1

http://www.bloomberg.com/apps/news?pid=20601208&sid=aRjhpPlqMJ7w

http://www.hotelnewsnow.com/articles.aspx?ArticleId=483

http://www.travelweekly.com/article3_ektid189236.aspx?terms=*trade+groups+organize+fight+public+outcry+biz+travel*

http://www.hotelnewsnow.com/Articles.aspx?ArticleId=479

http://www.hsmai.org/docs/TBA_POV_Valueofmeetings5.pdf

MID-AMERICA April 1–2, 2009 n Navy Pier n Chicago, IL

www.affordablemeetings.com

Stand Out from the Competition

In today’s economic climate, planners are extremely motivated to

find affordable options that still offer great value for their meetings

and events. They rely on HSMAI’s Affordable Meetings® to stay

current on the latest trends, properties, products and services in the

region and across the country. You can rely on HSMAI’s Affordable

Meetings® to connect with these planners, and gain valuable

exposure in the marketplace.

56% of HSMAI’s Affordable Meetings® planners do not attend any other trade show. 71% of Mid-America attendees are decision makers or significant influencers.

71% of attendees look at new products/services to use at their next meeting or event. 75% of attendees research properties/services to use for their next meeting or event.

(over) >

Exhibit at HSMAI’s Affordable Meetings® Mid-America to increase your visibility and connect with qualified sales leads.

MID-AMERICA April 1–2, 2009 n Navy Pier n Chicago, IL

www.affordablemeetings.com

When it comes to generating business and

securing bookings, nothing beats face-to-face

interaction. At HSMAI’s Affordable Meetings®

Mid-America you’ll meet 1000+ qualified

meeting and event planners from corporations,

associations, government agencies and

other industry sectors. Whether planners are

looking for immediate solutions or interested

in building long term relationships, you need

to have presence on the expo floor to get their

attention and secure their business.

Your business should do more than just survive in these tough economic times. Your business should stand out!

Call to reserve exhibit space today.

“My mission was to find new clients

with potential for Latin America. At

the show, we were able to zero in on

prospective clients, leaving with a

solid list of contacts for immediate

follow-up after the show.”

Margarita G. Muselli, Key Account Director, Groups and Incentives, InterContinental Hotels Group, Latin America

To exhibit, call +1.703.631.6200 or +1.800.564.4220 or e-mail [email protected].

J. Spargo & Associates, Inc.HSMAI Event Management

Meetings Mean Business Communications Tool...

Documents

Transcript of Meetings Mean Business Communications Tool...