icca international meetings foundation seminar · copyright © 2014 convex malaysia sdn bhd. all...

Copyright © 2014 Convex Malaysia Sdn Bhd. All Rights Reserved |

www.klccconventioncentre.com

Winning Business

A Venue Perspective

ICCA International Meetings

Foundation

Seminar

Winning Business – A Venue’s

Perspective

12 February 2016


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



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 …



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!


Delivering an experience!

Move from a Site

Inspection to …



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


Sales & Operations … … The Dream Team!

Change your

mindset form

Sales vs. Ops to…



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


You are only as

good as you last

event!

Partnership & collaboration

champions success!



Visit www.klccconventioncentre.com

for more information

Terima Kasih!

Thank You!

icca international meetings foundation seminar · copyright © 2014 convex malaysia sdn bhd. all...

Documents