52nd ICCA Congress

International Congress and Convention Association.

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Developing New Ancillary Revenue Streams – how venues can develop a strategy to sell naming rights

International Congress and Convention Association.

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James Rees – ExCeL London

Hilmar Guckert – Dusseldorf Congress

Stefan Lohnert – ICS Stuttgart

Welcome

International Congress and Convention Association.

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• Mature market – stadia, arenas

• Sponsors understand concept

• Business to consumer model

Background

International Congress and Convention Association.

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• £6m annual fee signed 2007

The O2

International Congress and Convention Association.

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Emirates Stadium

2004• £90m - £48m(8) shirt, £42m(15) naming 2012• £150m – extra 5 yrs shirt, 7 yrs naming

International Congress and Convention Association.

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International Congress and Convention Association.

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Emirates Airline

International Congress and Convention Association.

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Emirates Airline

International Congress and Convention Association.

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£36m over 10 years

International Congress and Convention Association.

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An opportunity?

International Congress and Convention Association.

Twitter: #ICCA13

An opportunity?

International Congress and Convention Association.

Twitter: #ICCA13

An opportunity?

• Timing, post-Olympics

• International profile

• Valuation undertaken

• Appetite for B2B??

International Congress and Convention Association.

Twitter: #ICCA13

Actions

• Economic impact

• Engaged agency to test market

• Event industry education needed

• Success via partner approach