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Winning Business
A Venue Perspective
ICCA International Meetings
Foundation
Seminar
Winning Business – A Venue’s
Perspective
12 February 2016
Copyright © 2014 Convex Malaysia Sdn Bhd. All Rights Reserved |
www.klccconventioncentre.com ICCA IMFS | Angeline Lue | Sales & Marketing Director | 21 February 2016
Stick to your purpose
Venues vs. Hotels … differences?
Purpose Built Dedicated function space
Designed to service the meetings and events industry.
Mandate to deliver positive economic impact
Business Purpose Deliver revenue & operational profit
Generate room nights by delivering delegate attendance
Deliver footfall to the retail & integrated precincts
Promote and elevate the destination experience
Business Mix Delegates & participants from Conferences, Exhibitions, Meetings & Events
Client Focus Meetings Planners, Exhibitions Organisers, Association Management Companies
& Professional Conference Organisers
Partnership Bidding, destination promotion, alliances, industry suppliers, stakeholders
1
… Collaboration to enhance the destination experience
Different business
models
Different operating
models
and target audiences
vary
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Be a Partner
What Impacts a quote …?
Fundamentals Venue Rental, Food & Beverage, AV & IT
Additional Services Security, Banners & Exhibition cleaning and utilities
(i.e. air-con, electricity)
Considerations Licenses, Preferred Suppliers, Safety Guidelines.
Specific requirements applicable to the exhibition component of an event
Event Details Outlines the information specific to the event including:
Hirer details
Event details (Space, F&B & Ancillary Charges)
Billing details
Hiring period
Hiring fees
Terms & Conditions Details the standard terms and conditions that apply
Event Guidelines Supporting document providing information on the facility and its operations
Provides guidelines on all aspects on how to work within the venue
ICCA IMFS | Angeline Lue | Sales & Marketing Director | 21 February 2016
Being a partner
… Available, solution
orientated & open!
Venue mandate
Client relationship
management & mindset,
move from a venue/supplier
relations to …
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Provide a memorable experience
Be Prepared Research
Obtain clear brief on client expectations
Understand your clients objectives
Brief support & potential partners
Brief Operations Team
What to cover Food & Beverage packages
AV & IT requirements
Room allocations & Set up configurations
Move in/Move out schedules
Support services i.e. VIP arrivals
On site, be sensitive to… A different business culture
Budget constraints
Food & Beverage expectations/dietary requirements
Time constraints
Have your Ops specialists on hand to address questions i.e. technology capacity etc.
The cardinal rule Follow up, follow up, follow up!
ICCA IMFS | Angeline Lue | Sales & Marketing Director | 21 February 2016
Delivering an experience!
Move from a Site
Inspection to …
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Speak with one voice
Sales Focus Sales Generation & Booking Process
Proposal Generation
Hiring Agreement & Payment Schedule
Operations Focus Event co-ordination
On site support
Event execution
Planning & Partnership a clear event brief and event profile in the sales process
a comprehensive File Handover
a joint client relationship management approach
Seamless Execution Work as a team and rely on each others areas of expertise & knowledge
Utilize Event Guidelines as a venue information source
Utilize the Venue website as information source
Encourage client to complete a post-event evaluation form
ICCA IMFS | Angeline Lue | Sales & Marketing Director | 21 February 2016
Sales & Operations … … The Dream Team!
Change your
mindset form
Sales vs. Ops to…
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Deliver win-win outcomes
Build a relationship in the sales process Customize offerings that are tailor-made to meet client demand
Value add through product innovation
Maintain a flexible mindset & be willing to customise
Be a partner in the contracting process Listen to concerns & sensitivities
Cover issues such as Risk aversion & management
Simplify the complexity of legal jargon
Be cognisant Hiring Agreements vary & have different terminology
Highlight terms and conditions
Be prepared for amendments to clauses & payment schedule
Execute together as a team in the delivery of the event Ensure clients are familiar with the event Guidelines
Be sensitive to business culture & cross culture alignment
Ensure the support capabilities match the delivery brief
Manage expectations
Exercise diplomacy
ICCA IMFS | Angeline Lue | Sales & Marketing Director | 21 February 2016
You are only as
good as you last
event!
Partnership & collaboration
champions success!
Copyright © 2014 Convex Malaysia Sdn Bhd. All Rights Reserved |
www.klccconventioncentre.com
Copyright © 2012 Convex Malaysia Sdn Bhd. All Rights Reserved |
www.klccconventioncentre.com
Copyright © 2014 Convex Malaysia Sdn Bhd. All Rights Reserved |
www.klccconventioncentre.com
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for more information
Terima Kasih!
Thank You!