Group Sales & Services. March 23 rd, 2017

Transcription

1 Group Sales & Services March 23 rd, 2017 Monday, March 27, 2017

2 FY Group Sales

3 70,000 Sales Goal to Actual YTD 57,058 Actual 64,848 60,000 Actual 54,053 Actual 57,670 Actual 60,906 50,000 Room Nights 40,000 30,000 Goal of 53,200 Goal of 56,200 Goal of 60,900 Goal of 61,000 Goal of 72,000 72,000 20,000 10,000 Value of $8,433,143 Value of $9,684,241 Value of $11,828,241 Value of $14,000,000 Value of $13,000,000 (YTD) 0 FY FY FY FY FY YTD (Partial Year)

4 300 Number of Groups by Area of Origin NC: NC: 133 NC: West & Mid-West Mid-Atlantic & Northeast Southeast International YTD 9 0

5 45,000 Number of Room Nights by Area of Origin 40,000 38,706 39,969 35,000 33,393 30,000 25,000 NC: 25,082 NC: 23,933 20,000 NC: 20,527 15,000 15,243 10,000 7,462 9,755 11,484 10,893 7,375 West & Mid-West Mid-Atlantic & Northeast 5,000 Southeast International YTD 0

6 30,000 Number of Room Nights by Market Segment Government Group Tour 25,000 20,000 19,935 22,377 Corporate SMERF Association Sports/Athletics 15,918 16,230 15,460 15,000 10,990 13,384 11,174 12,777 10,000 9,870 7,452 5,000 3,986 4,283 3,310 2,560 2,316 2,431 1, YTD (Partial Year)

7 900 Tentative Sales Leads Issued YTD

8 250,000 Tentative Room Nights 200, , , , , , ,000 50, YTD

9 12,000 Person-to-Person Outreach 10,000 9,869 8,868 8,000 7,504 6,000 6,457 4,000 2, YTD

10 70,000 Indirect Outreach 62,687 60,000 55,893 50,000 40,000 38,524 30,000 20,000 24,987 10, YTD

11 Lift volume/schedule Sales Challenges Meeting space total sq. footage/availability House Bill 2 future impact Difficult to measure total effectiveness of programs Regional meeting competition increasing

12 Sales Opportunities Accolades volume/high level Staff wired to succeed Financial support Asheville can deliver the unique experiences planners are looking for

13 Planners seek bigger, bolder F&B experiences; formal banquet dinners replace with interactive fun meal experiences. Security Trends - Promising Purpose driven experiences (millennials) matter Disruption technological forces, changes in DC, delegates are no longer attendees but participants

14 17-18 Trends - Promising Group size, number of meetings scheduled, uptrending meeting rates, longer meetings, more demand for customized meetings packages. Healthcare, education, the financial industry, major Pharma are all delivering strong demand in Incentive meetings are making a comeback.focusing on the best and most unique features of a locale, enriching the experience for all attendees.

15 FY Group Sales Client Contact Brand Boosters Communications

16 Client Contact: 48-Hour, Client Events, Client Contact Vetted by area directors of sales Sunday-Wednesday nights Scaled to size Sourced through ACVB Eligibility standards set - Once every 3 years - Established festivals no eligible Promoted in appealing way XXXXX in XXXX Good old fashioned phone calls, invitations to special events at your property or within your destination, meeting for coffee or cocktails after work, are all seen as critical in nurturing a relationship with those who can be so meaningful in delivering volume business to your hotel or resort. - Hotel News Resource.com 3/17

17 Reimagined FAMs FAM Experience - 48-HR - 25 qualified planner event - 1X in Spring National audience corporate, incentive, association - Add CMP credits FAM Experience NC/SC - 15 NC/SC qualified planners (+1) - Focus on corporate - Limited programming (FR-SS) Motorcoach FAM - Exclusive to Asheville area

18 48-Hour Experience Impact FAM History - 48-HR - 10 Experiences (Nov. 13) - 58 direct/indirect planners - 23 definite/pending EIC Financial Returns - $3.2 million in direct spend (Lodging, transportation, F&B, retail, space rentals, business services for attendees, organizer and exhibitors)

19 Client Contact Client Events 2017/ Fall/Winter Raleigh - Spring Atlanta Northeast Trade Events - 25 events targeted Targets - Mid-week (48-Hr/Incentive/select government) - Northeast - Mid-Atlantic (Ohio Valley) - Financial, Insurance, Medical

20 Trade Events Corporate & Incentive Meeting Planners International World Education Congress Financial & Insurance Planners Conference IMEX Americas Meeting & Convention SE Connect Corporate Meeting Industry Council Luxury Meetings (MN, OH, MASS) National National National Southeast National West Regional

21 Corporate, Incentive, Association 13 th Pharmaceutical Professionals Summit* National Smart Meetings NE (3day)* Smart Meetings (FL, TX, OH) Single day Association Executives of NC American Society of Assn. Executives Annual Meeting & Tradeshow Holiday Showcase Destination Showcase SC Society of Assn. Executives Northeast Regional NC (A) National (A) Mid-West (A) Mid-Atlantic (A) SC (A)

22 Trade Events Motorcoach & Intl. American Bus Association National Tour Association Spotlight on SE Tourism Heartland Travel Showcase Travel South Domestic Showcase National National National Mid-Atlantic National Travel South International Economic Development Partnership of NC Trade Mission* International International

23 Brand Boosters

24 Brand Boosters

25 Communications

26 Communications xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

27 Communications Print Placements Meetings Today (2) Successful Meetings (3) Association Forum (1) Digital Placements Meetings Today (2) Meetings Net (3) Articles Prevue, Meetings Today Carolinas, Meetings Today webinar and magazine, SportsEvents

28 Have More Fun On Us Opens doors Influences decision Great communication tool Targets Mid-Week

29 Deployment Map Shawn Boone Tina Porter Molly Nelson Carla McGlynn

30 Discussion