A Global Market Opportunity In China Today

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China Market Services
A Global Market Opportunity In China Today!
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What is HBI?

• A Meeting Planners Resource
• We Find The Right Venue For Your Events
• We Leverage Our Global Buying Power To Get You
  The Best Deal
• We Protect Your Interests
• No Cost To You!

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What We Do For You!

• Develop Your Meeting Profile
• Consult On The Best Location Place
• Research The Venue For You
• Solicit Proposals
• Negotiate on Your Behalf
• Close The Right Deal For YOU!
• Support Your Event With Continued Services

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HBI Value!

• 700 Global Associates
• XX Countries
• XX Room Nights Booked
• XX Value
• YOUR MEETING SUCCESS!!!!!

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How HBI Does It!

• History
• Experience
• People
• Technology
• Relationships

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HelmsBriscoe History

• Founded in 1992
• Roger Helms, President and CEO
• Late 2000
• HelmsBriscoe International established
• Pat Durocher, Managing Director
• Ian Quartermaine, Exec VP Development
• 2006
• Over 750 Associates
• Presence in 32 countries
• Exceeded 2.7 million Room Nights in 05

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Global HBI Locations
Current HBI Locations
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www.helmsbriscoe.com
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Structure of Company

• Corporate Office Scottsdale, AZ
• Leadership team and staff
• International Office Scottsdale, AZ
• Leadership team and staff
• Directors and Associates
• Administrative/Operational Staff and Technology
  Trainers

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The HelmsBriscoe Team

• Associates
• Offices in 78 USA cities and 32 countries
• All associates are 100 commission based
• We succeed when you are successful!

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Associate Profile

• 11 years in the industry
• 75 former hotel sales execs
• 80 choose to work virtual
• 13 average accounts each
• 11 month average booking window
• Entrepreneurial spirit

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CLIENTS

• Over 8,000 clients
• 70 Corporate, 20 Association, 10 other
• All industry types

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HB TOOLS/PLATFORMS

• HB Express
• RFP Tool
• HB InSite
• Collective Knowledge
• HB Inform
• Financial

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HB TechnologyHB Express

• Electronic RFP
• Launched in 2002
• Powered by Starcite
• One Stop Shop search engine
• Contains over 40,000 Hotels ( and growing
  properties globally)
• No cost for hotels to sign up
• No cost for hotels to reply to an RFP

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HB TechnologyHB Insite

• Launched in 2003
• Proprietary to HB
• Largest data base of experiential information of
  its kind
• Information derived from our associates and
  clients

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Market Trends
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Global Market

• Association Meetings Union of International
  Associations
• Small decline in 2004 for global meetings
• Over the last 5 years (2000 -2005) -2.4 fall
• Africa 11
• Asia 14.9
• Australasia -2
• North America -6
• South America -16

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Global Market

• Market Share by continent (association meetings)
• Europe 56.8
• North America 13.9
• Asia 14.9
• South America 6.4
• Africa - 4.8
• Australasia/Pacific 3.2

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Global Market
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Global Market

• Top Countries for Meetings (association)

Country No of Meetings of all meetings 1. USA
1080 11.79 2. France 552
6.03 3. Germany 491 5.36 4. UK
377 4.12 5. Spain 361
3.94 6. Italy 336 3.67 7.
Switzerland 302 3.30 8. Belgium
282 3.08 9. Austria 279
3.05 10. China, Hong Kong Macau 231
2.52
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Global Market

• Growth in emerging markets
• In Asia we have a great deal of intra regional
  travelers who are set to venture further a field
  in the very near future. Because the populations
  of India and China are so huge, a modest
  percentage growth in international travel could
  have a significant impact on the rest of the
  world and if managed correctly will become our
  bread and butter business for the next decade or
  two
• Peter de Jong CEO PATA

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Global Market

• Other emerging markets
• Eastern Europe
• Budapest
• Prague
• Middle East
• Dubai- US 35 Billion will be spent on
  conference and incentive activity in Dubai over
  the next 14 years!
• Doha

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Global Market

• North America (75), Europe (64), Asia (32)
  most popular regions for past 3 years
• General meetings (65), Incentives (47), trade
  shows (37), board meetings (33), product
  launches (30)
• Majority of meetings run 3 to 4 days
• International Corp - lt50 (29), 51-100 (26),
  101-250 (24) gt1,000 (3)

2004 International Meeting Planner Survey
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Global Market

• Type of property Corp 49 US chain, 33
  Foreign-owned, 18 Independent
• Level of hotel 52 4, 38 5, 9 2
• Location, rates, service Key points
• High speed internet technology
• Speed of reply
• Understanding of multi-cultures

2004 International Meeting Planner Survey
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China Market

• Size of the MICE market estimated at 1.5 Billion
  USD
• China ranked 11th worldwide as a preferred
  Meeting and Convention destination
• ICCA statistics show that 90,000 meetings and
  conventions attendees came to China in 2004

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SITE SELECTION FAST FACTS

• Use of internet up 20
• Technology changing procurement practices
  standardization and lead times
• Preferred and approved relationships are
  increasingly important
• 56 meetings last 2.5 days, 30 2 days or less
• Lead times 4 months Corporate, 13 months
  association
• Priorities location, rates, service

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HBI Future Trends

• Globalization
• Corporate transparency of costs
• Meeting consolidation procurement strategy
• Speed of response (24hr)
• Technology high speed, wireless

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HelmsBriscoe China

• How does HBI differentiate
• Works directly for the client
• NO net rates no mark up
• Paid on performance by venue
• Global buying power over 750 associates
• Technology
• Communication and information global
• Ability to service the client anywhere in the
  world
• Scalable workforce

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Ensure Success

• Accurate information in Express (StarCite)
• Basic understanding of HB within hotel
• Speak the buyers language
• Timely turnaround on leads
• Be competitive
• Pay commissions in a timely manner
• Consider becoming a partner hotel

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Relationships
HelmsBriscoes relationship as the largest
purchaser of hotel space for many hotel chains
provides our clients with buying power and
unbiased solutions
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The Big Win!!!

• Untapped potential
• Develop relationships with HelmsBriscoe
• Unique ability to service the market from a
  global perspective
• Increase visibility and business for China

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Thank You