erfps-discover how tactical tips to sourcing smarter not harder
DESCRIPTION
Online RFP engines have become a meetings industry game changer. Planners no longer have to search multiple sites to find meeting space online, but instead can rely on a variety of online aggregators to do the work for them. This new technology provides planners with more options and increases efficiency during every step of the site selection and sourcing process. However, there two sides to every coin. While planners relish the consolidated sourcing process, the increased demand has hotels searching for a resolution on how to identify the most qualified eRFPs in a sea of potential opportunities. Hotels do want your business, but few can accommodate every meeting or event that expresses an interest. BOTTOM LINE: You have to work smarter to get the results you need! As a planner, how can you get to the top of their list? Ensuring your RFP gets the speedy, thorough response it deserves is all about pre-selecting the best fit for your meeting or event, and providing the right details to help suppliers evaluate the potential value of your business. Discover tactical tips to smarter sourcing: • Better understand the hotel landscape with the advent of the eRFP • What to include in your RFP for better results • Using the right tools and industry resources to help you do research prior to hitting SENDTRANSCRIPT
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Today’s Panelists
Christine “Shimo” Shimasaki, CDME, CMPManaging Director, empowerMINT
Eric EdenVice President of Marketing, Cvent, Inc.
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Today’s Panelists
Frank PassananteRegional Vice President of Sales,Hilton Worldwide
Darren TempleSenior Vice President of Sales and Services, Dallas Convention and Visitors Bureau
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Agenda
Understanding Considerations Hoteliers Face as a Result of the Advent of the eRFP
Introduction
Questions and Discussions
How to Utilize Technology to Send More Qualified RFPs
5 Tips for Delivering Better RFP Results
The Value of Leaning on the Destination Experts
Understanding Considerations Hoteliers Face as a Result of the Advent of the eRFP
Frank PassananteRegional Vice President of Sales,
Hilton Worldwide
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Online Aggregators
Fax Private LabelWebsites
Evolution of Planner Behavior
TIME
Phone
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The Growth of eRFPs
Hilton’s Business Opportunities from eRFP Channels is Big and Growing
*Based on RFPs sent through the Cvent Supplier Network
Increase in RFP Volume*
33%
Increase in Unique OrgsSourcing*
32%
More than 40%Of Hilton WW’s Total Leads come through
eRFP channels
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Training & Allocation of Resources
Time Management
Increased Competition
Hotelier Considerations
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Refine Your Search
Keeping Lines of Communication Open is Key
Be Transparent with RFP Details & Outcomes
Tips to Get Priority Attention from Hotels
The Value of Leaning on the Destination Experts
Darren TempleSenior Vice President of Sales and Services,
Dallas Convention and Visitors Bureau
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CVBs 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
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The Growth of eRFPs
*Based on RFPs sent through the Cvent Supplier Network
Increase in RFP Volume*
46%
Increase in Unique OrgsSourcing*
42%
31%Of the Dallas CVB’s 2012 business came from eRFP channels
Dallas, Texas2011 vs. 2012 RFP Growth
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How CVBs Can Help
Knowledge Provider
Time Saver
Connector
Protector
How to Utilize Technology to Send More Qualified RFPs using empowerMINT
Christine “Shimo” Shimasaki, CDME, CMP
Managing Director, empowerMINT
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Planners – Destinations – Experts
How to Source to CVBs through DMAI’s empowerMINT.com
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Search & Compare
How to Source to CVBs through DMAI’s empowerMINT.com
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Quickly Connect with An Expert
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Quickly Connect with An Expert
How to Utilize Technology to Send More Qualified RFPs using Cvent
Eric EdenVice President of Marketing,
Cvent, Inc.
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How to Source to CVBs through the Cvent Supplier Network
Include the Destination Experts
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Include the Destination Experts
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Rely on Industry Resources to do Your Research
From the Supplier Network, planners can view “Meeting Destinations”
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CVB Copy Feature When sending an RFP to a particular metro area
or destination, the planner will be asked if they would like to copy a local destination expert.
If the planner selects the CVB, it will be added to the RFP and any future notifications.
Include the Destination Experts
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5 Tips for Delivering Better RFP Responses
Use Industry Resources to do Your Research
Include the Destination Experts
Refine Your Search
Keep Lines of Communication Open
Be transparent with RFP Details & Outcomes
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CMP Credit
This session has been verified by CIC to qualify for continuing education credit towards the CMP certification.
Participation has earned you .50 Clock Hours (30 min) for CMP-IS Domain: A. Strategic Planning
We will send you an email one week after the webinar with a link to your certificate.
Thank you for participating!
