Global Sales

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Global Sales IEEE
Panel of Conference Organizers (POCO)
24-25 July 2008 Seattle, Washington
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• Dean D'AnnaAssociate Director, Northeast Global
  Sales Office [phone]   dean.d'anna_at_starwo
  odhotels.com

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Bob Bitner Hilton Domesticbob.bitner_at_hilton.com
Rosalie Batista Hilton Internationalrosalie.ba
tista_at_hilton.com Presented by Muriel Carroll
muriel.carroll_at_hilton.com
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Elizabeth MaisonetDirector, Global Accounts410
Park Avenue, 6th FloorNew York, NY 10022Phone
212-715-7073 Fax [phone]
Elizabeth.Maisonet_at_FRHI.comwww.fairmont.com
www.raffles.com www.swissotel.com
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Global National Sales Offices

• GSO Summary from 2007

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Global National Sales OfficesIEEE Resources

• Diana Voto Disney Resort Destinations NY Global
  Office diana.voto_at_disney.com
• Kelly-Ann Stoddart Delta Hotels
  kstoddart_at_deltahotels.com
• Elizabeth Maisonet Fairmont - Raffles -
  Swissôtel elizabeth.maisonet_at_frhi.com
• Harold Rodriguez Fiesta Americana Hotels
  harold.rodriguez_at_posadas.com
• Merideth Bord 4 Seasons/Regent
  merideth.bord_at_fourseasons.com
• Linda Pond Rindos - Gaylord Hotels
  lrindos_at_gaylordhotels.com
• Bob Bitner Hilton Domestic Bob.Bitner_at_hilton.com
  
• Rosalie Batista Hilton International
  rosalie.batista_at_hilton.com
• Michelle Nicoletti Hyatt Hotels Corporation
  mnicolet_at_hyatt.com
• Eileen Smrtka - Hyatt International
  eileen.smrtka_at_hyatt.com
• Mark V. O'Day - InterContinental Hotels
  Mark.ODay_at_ihg.com
• Donna Kelley Marriott Global Sales
  donna.kelley_at_marriott.com
• Tanya Troyer Omni ttroyer_at_omnihotels.com
• Liz Copti - Perferred Hotel ecopti_at_preferredhotel
  group.com
• Christina Cameris - Ritz Carlton
  christina.cameris_at_ritzcarlton.com
• Natalie Moran - SOFITEL - NOVOTEL MERCURE
  moran_natalie_at_accor-na.com
• Dean D'Anna Starwood Hotels/ Westin/Sheraton
  dean.d'anna_at_starwoodhotels.com
• Brian Reaver - Wyndham brian.reaver_at_wyndhamworldwi
  de.com

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Role of the Global Sales Organization
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Model for Partnership
IEEE Conference Management Team
The National Sales Organization

• Destination expertise
• Property expertise
• Account expertise
• Solutions provider
• Advocacy
• Industry expertise

• Contract requirements
• Organizational history
• Operational expertise
• Industry relationships
• Benchmarking/Best Practice
• Supplier relationships

• Logistical requirements
• Operational expertise
• Conference budget
• Marketing/Promotion
• Volunteer involvement

IEEE Conference Organizer
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Hotel Chains Global Account
Pyramid for Success
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Benefit to IEEE Meeting Organizers
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Global Trends Forecasts
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2008 Cost Overview Worldwide

• Airfare Costs? increase minimally at 2 to 4
• Hotel Costs? daily room rates increase by 6 to
  9 on average
• Meeting Costs? expected increase 8 to 10
• Car Rental Rates? increase 5 to 10

"2008 Industry Forecast." BCD Travel 2007 1-14. 3
Jul 2008 lthttp//www.bcdtravel.comgt.
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Hotel Forecast
Hotel Performance in High Demand Markets
"2008 Industry Forecast." BCD Travel 2007 1-14. 3
Jul 2008 lthttp//www.bcdtravel.comgt.
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Air Travel Forecast
"2008 Industry Forecast." BCD Travel 2007 1-14. 3
Jul 2008 lthttp//www.bcdtravel.comgt.
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Meetings Forecast
Meeting costs are expected to rise as food, fuel
costs, high airfares, and group rates impact the
meeting budget 2008 forecasts indicate that
average group rates will increase by 8 to 10 in
major markets. 10 Largest Global Markets 1. The
United States 2. China 3. Japan 4. Germany 5.
UK 6. France 7. Spain 8. Italy 9. Russian
Federation 10. Canada
"2008 Industry Forecast." BCD Travel 2007 1-14. 3
Jul 2008 lthttp//www.bcdtravel.comgt.
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Annual Percent Change of Growing Global Economy
"2008 Industry Forecast." BCD Travel 2007 1-14. 3
Jul 2008 lthttp//www.bcdtravel.comgt.
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Tourism on the Global Level in 2007

• 898 million international tourist arrivals
• World tourism increased by 6.1 over 2006
• Middle East has fastest growth rate at 13
• Europe has slowest growth rate at 4.2

Nicholls , Dr. Sarah. "2008 Michigan Tourism-
Past Performance and Future Expectations."
Michigan State University April 2008 1-18. 3 Jul
2008
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Tourism on Global Level for 2008

• The increase in tourists is expected to be around
  4
• Travel and Tourism is the largest generator of
  wealth and jobs globally
• Contribution to GDP is expected to rise from 9
  (US5,890bn) in 2008 to 10.5 (US10,855bn) by
  2018
• Growth is expected to be 4 on average for the
  next decade

Nicholls , Dr. Sarah. "2008 Michigan Tourism-
Past Performance and Future Expectations."
Michigan State University April 2008 1-18. 3 Jul
2008
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Tourism on National LevelTravel is

• One of countrys largest industries with
• 740 billion in direct travel expenditures
• 1.6 trillion in direct, indirect and induced
  travel expenditures
• 100 billion in tax revenue
• One of countrys largest employers with
• 7.5 million direct travel-generated jobs
• 178 billion direct travel generated payroll

Nicholls , Dr. Sarah. "2008 Michigan Tourism-
Past Performance and Future Expectations."
Michigan State University April 2008 1-18. 3 Jul
2008
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Business Climate Overview Outside of The United
States

• Significant projected room rate growth despite
  U.S. economic climate
• Occupancy levels expected to have modest growth
  in 2008
• Major chains all have aggressive international
  expansion plans most with a special focus on
  India, China, and eastern European developing
  countries
• Meeting space remains at a premium

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Tips

• Currency Conversion
• The dollar hits new lows against the Euro, CAD,
  and Pound Sterling
• Guaranteed USD rates, as an option?
• When preparing your budget, allow padding for
  fluctuating conversion rates.

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Tips

• Meeting room rental
• Meeting room rental charges apply -space is at a
  premium and banqueting demands are high.
• Generally rental (hire in the UK) is negotiable
  depending on demand.
• 24-hour hold is always charged. Setup days are
  often discounted.

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Tips

• MICE - Meetings, Incentives, Congresses, and
  Events
• VAT - Value Added Tax (may be refundable)
• DDR - Daily Delegate Rate generally includes
  main meeting room, am/pm breaks, and lunch
  (breakout/exhibit space may be charged extra)
• Congress Center - its not political! Private
  ownership meeting facility.

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Tips

• Stand-up lunches - saves space and promotes
  networking (even if it is a bit messy)
• Plenary room General Session room
• Syndicate rooms breakout rooms
• Classroom schoolroom
• Attrition is generally called room block
  reduction and may fall into the cancellation
  clause
• Convert square meters to square feet.

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Tips for Meetings outside of the United States

• Involve your GSO
• They can be your best advocate
• Involve the countrys Tourism Commission
• Understand the customs of the country
• Contracts are different than USA
• Different but easy
• Less negotiations

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When Hotel Brands go Global

• When a hotel brand goes Global it simply does not
  build hotel buildings in exotic locations, the
  hotel brand represents a message and a way of
  doing business.
• It represents years of doing business and being
  socially aware of the local environment and
  people.
• Not only must global hotel brands focus on
  delivering exceptional experiences for their
  guests, but they must also recognize the
  environment in which they are emerging and create
  a universal desire for their brand.
• When you work with a hotel brand that is familiar
  to you in a not so familiar destination, you can
  have the comfort level that they will know your
  business and make the process of meeting at that
  specific hotel seamless with the help of your
  Global Sales Representative.

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Thank You