WELCOME

WE’RE ALL ON THE SAME TEAMLet‘s be AWESOME!

• Hear results of planner and hotel interviews about the pivotal role of the DMO Sales Professional

• Understand the importance of the two key roles uncovered• Prepare to take action on the contributions of the DMO

Sales Professional that matter most, as identified by both planners and hotels

WHAT IS YOUR PAIN POINT?

Planners don’t associate -top of mind-

CVBs with FIND

What Planners Have to Say About CVBs/DMOs

What is Changing for Sales Professionals

57%Corporate Executive Board

What is Changing for Sales Professionals

We are looking to drive greater efficiencies and automating the processes where human interactions do not add value.

---Hotel’s View in eRFP Efficiencies(2013 DMAI/HTNG Webinar)

“Our reputations do not come from how we talk about ourselves.

Our reputations come from how others talk about us.” ---Simon Sinek

Planners are RAVING FANS…or fall into one of 3 buckets

unaware

otherwiseengaged

unawaredissatisfied

or misperception

otherwiseengaged

What about lead

distribution?

Are you really my advocate, or do you have a membership

bias?Don’t you just

handle city-wides?

Free…what’s the catch?

How do you share credit

with my other

partners?

SPEAK UP…I CAN’T HEAR YOU!!!

Our Promise and Value To Planners

– Comprehensive View of the Destination– Local Expertise– Extensive In-Market Relationships– FREE to YOU!

We are the best first point of contact to help planners FIND the right fit

for any size meeting.

Over 500 DMO Sales

Professionals Reached

What Are Your Concerns?as a CVB Sales Professional

A. Lack of understanding about my value by planners

B. Credibility with my local hoteliersC. “Just being copied” on leads from

planners/ third partiesD. Multiple channels available to

planners that now do what you doE. No concernsF. Other

What Are Your Concerns?as a CVB Sales Professional

Lack of understand-

ing36%

Credibility with my

local hote-liers12%

Just being copied15%

Multiple channels

30%

Other4%

No concerns3%

We are the best first point of contact to help planners FIND the right fit for any size meeting.

Comprehensive View of the DestinationLocal ExpertiseExtensive In-Market RelationshipsFREE to you!

?Our

Promise

Our Value

Our Roles

INSIDERS…Where do we go from here…

WHATWHY

HOW

Six Industry Expert Interviews

Successful DMO Sales Professionals

EDUCATORS FACILITATORS

Let’s look at this way…

DMO Sales Professional as TIME SAVER

PLANNER

• Saves me time and duplicity of effort in going direct to multiple parties

HOTEL/VENUE PARTNERS

• Provides fully qualified leads that save me time and duplicity of efforts in research

DMO Sales Professional as KNOWLEDGE PROVIDER

PLANNER

• Offers unique expert knowledge that helps me find the best match/deal for my meeting

HOTEL/VENUE PARTNERS

• Delivers complete and high quality information about the meeting and planner that allows me the opportunity to truly differentiate my offerings

DMO Sales Professional as CONNECTOR

PLANNER• Provides me with

connections I can trust and facilitates relationships within the destination

HOTEL/VENUE PARTNERS• Facilitates the relationship

with the planner and helps support my sales position by knowing my hotel well

DMO Sales Professional as PROTECTOR

PLANNER• Helps protect me from sales

pressure when I am still in the exploratory mode in a business model built to serve my interests, and acts as my eyes and ears in the destination keeping me informed of issues that may impact my meeting

HOTEL/VENUE PARTNERS• Trusted lead source that

sends leads my hotel is well suited to deliver on, and one that helps me understand how and when a planner wants to communicate

We are the best first point of contact to help planners FIND the right fit for any size meeting.

--Comprehensive View of the Destination--Local Expertise--Extensive In-Market Relationships--FREE to you!

Educators and Facilitators for Our Planners and Community Stakeholders as:--Time Savers--Knowledge Providers--Connectors--Protectors

Our Promise

Our Value

Our Roles

The Steps to Sustaining the CVB Sales Professional Value

1. Talk the same language & promise the same thing

2. Take action and adopt new roles to support both planners & hoteliers

3. Join the industry in educating planners about our value

3

Stay Connected…Be a Champion!

www.empowermint.com/insider

THANK YOU FORBEING PART OF THE SOLUTION

FOR OUR INDUSTRY