41
Boston Convention Marketing Center Performance Report / MCCA Board Meeting – March 2020
Boston Convention Marketing CenterPerformance Report / MCCA Board Meeting – March 2020
2
Boston Convention Marketing Center February 2020CITYWIDE CONVENTION SALES & HOTEL RELATIONS
Bulls Eye * Non Bulls Eye Totals
BCEC Events 1 0 1
Hynes Events 0 0 0
Total Events 1 0 1
BCEC Room Nights 14,354 0 14,354
Hynes Room Nights 0 0 0
Total Room Nights 14,354 0 14,354
*Bulls Eye = 1,000 rooms on peak or more
3
Boston Convention Marketing Center YTD (July 2019 – February 2020) CITYWIDE CONVENTION SALES & HOTEL RELATIONS
Bulls Eye * Non Bulls Eye Totals
BCEC Events 18 8 26
Hynes Events 1 3 4
Total Events 19 11 30
BCEC Room Nights 228,390 17,135 245,525
Hynes Room Nights 5,200 2,074 7,274
Total Room Nights 233,590 19,209 252,799
*Bulls Eye = 1,000 rooms on peak or more
4
SIGNIFICANT ACTIVITIES (FEBRUARY 2020)
Boston Convention Marketing CenterCitywide Convention Sales & Hotel Relations
• Cardinal Health Retail Business Conference & Pharmaceuticalo BCECo 14,354 room nightso 2023
5
Boston Convention Marketing Center February 2020EVENT & MEDIA SALES
# of Events
BCEC Events 3
HYNES Events 3
Lawn on D Events 4
Total Events 10
BCEC Room Nights 0
HYNES Room Nights 640
Lawn on D Room Nights 0
Total Room Nights 640
6
Boston Convention Marketing Center YTD (July 2019 – February 2020)EVENT & MEDIA SALES
# of Events
BCEC Events 40
HYNES Events 26
Lawn on D Events 36
Total Events 102
BCEC Room Nights 5,415
HYNES Room Nights 3,792
Lawn on D Room Nights 30
Total Room Nights 9,237
7
SIGNIFICANT ACTIVITIES (JULY 2019 – FEBRUARY 2020)
Boston Convention Marketing CenterEvent & Media Sales
• MGH Institute Commencement (2022, 2023)o BCECo 2000 attendees
• Leading Edge Cannabis World Congress (2021)o Hyneso 2000 attendees
• Guinness Book of World Records Largest Skin Cancer Screening (2020)o Hyneso 1200 attendees
• CMS National Provider Enrollment (2020)o BCECo 1000 attendees
8
FEBRUARY 2020
Boston Convention Marketing CenterMarketing Activities (Sampling)
• Participated in the GBCVB booth at Destinations Showcase in Washington, DC• Sponsored a tabletop at MeetNY, an educational and networking event for the New
York Society of Association Executives• Worked with sales to develop an initial FY-21 Trade Show & Events Schedule,
evaluating past event participation and looking into new opportunities to engage with clients
• Began blog series on complimentary and value-added services, which has been well-received
• Prepared Cornhole Campaign for mailing to prospective Lawn On D clients in early March
Thank you!REMARKABLE EXPERIENCES. IMAGINATION REALIZED.
PHOTO CREDIT: BILL HORSMAN
Greater Boston Convention & Visitors Bureau March 12, 2020
MCCA/GBCVB PARTNERSHIP UPDATE
MEET THE GBCVB TEAM
Martha Sheridan President and CEO
Hilina AjakaiyeExecutive Vice President
Beth StehleySenior Vice President of Sales
WHO WE ARE:
• Private, not for profit membership organization with over 1200 members in New England.
• Funding Sources: membership dues, cooperative programs, MOTT Grant, MCCA Contract, partnerships and sponsorships.
• Mission: enhance the economy of Boston, Cambridge and metropolitan area and develop business opportunities for members.
• Oversight from a Board of Directors consisting of key members of the hospitality industry and industry and community leaders
Section B | Destination Services
• Annual commitment from the MCCA = $844,000• Includes a portion of the salaries for both the Destination Services
Team | Meetings and Events and Leisure Destination Services. Includes funding for programs that enhance the experience of the convention delegate attending meetings at either the BCEC or the Hynes Convention Center
• Expenses include: • Citywide Support Initiatives• Destination Services Travel• Site Inspections• Miscellaneous/Administration• Concierge Service Desk at either the BCEC or the Hynes during key conventions.
Section B | Destination Services
Section B | Destination Services
Activity 2019 2020 ProposedNumber of Sites 60 60-65Number of Pre-Promotes
7 8
Number of Citywide Receptions
14 24
Tradeshows 0 2Number of Kick-offs 5 8
Section B | Leisure Destination Services
BCEC Number of Hours
Hynes Number of Hours
Total Number of Events
Fiscal 18/1931 2,084 39 1,917 70
Fiscal 19/2029 1,611 39 1767.50 68
Assists with efforts to market Boston as an outstanding destination for visitors, conventions, meetings and sporting events so that the conventions and show attendees will stay longer in the area and contribute more to the economy through increased spending and purchases.
Section C | Destination Advertising & Promotion
Section C | Destination Advertising & Promotion
YEAR Budget Actual/Committed Variance2019 383,000 201,092 181,9082020 Proposed 428,000
2019 Key Expenditures:Destination AdvertisingNeighborhood PhotographyCVENT/HelmsBriscoeExpedia CampaignsWatkins Research VideoExpedia CampaignsDine-out- August and March
2020 Proposed Key Expenditures:Destination AdvertisingNeighborhood PhotographyCVENT/HelmsBriscoeExpedia CampaignsVideoDine-out- August and MarchMaps
Section C | Destination Advertising & Promotion
Expedia Winter Promotion Update
Year 12/1/2018 - 2/28/2019 6/1/2019 - 8/31/2019
# Participating Hotels 60* 36
Number of Room Nights 57,274 18,603
Hotel Gross Booking Revenue
$11,877,101 $5,519,332
Average Daily Rate $207.00 $306.00
Length of Stay 1.25 2.0
• Neighborhood Programo Enhanced Web Pageso Real Time Social Media Feedso RFP for Production of 12 videos (1:30 and :15)
• Technology Upgradeso Digital Asset Management System (DAM)o Complete Web Redesign in Process
• Strategic Collaboration with BCMC/MCCAo Joint Eventso Establishment of Communications Groupo Shared Research
• Organizational Developmento Finance Department Review and Restructureo HR Review, Policy Revisions, Enhanced ToolsMartha Sheridan
President and CEO
MARTHA SHERIDAN 2019 Accomplishments
Section C | 2019 Accomplishments
• Neighborhood Programo Delivery and Deployment of 12 Videos (1:30 and :15)
• Technology Upgradeso Launch New Web Siteo Expand Visual Assets-Photography, 360 Videoo Mobile Experiences App
• Strategic Collaboration with BCMC/MCCAo Additional Joint Eventso Shared Creative and Digital Assets
• Organizational Developmento Restructured Marketing Departmento Expanded Use of Technology and Systemso Employee Engagement and Training
• New Funding Strategy-TDMDMartha Sheridan President and CEO
MARTHA SHERIDAN 2020 Vision and Goals
National District Statistics
177 TIDsMost Recent: Baltimore, MD
(September 2019)
16 STATES
42%Fixed $ Amount
58%Gross Revenue %
AMOUNT RAISED
Low $10,000
Median $740,000
High $41,000,000
Total $423,696,600
Greater Boston Convention & Visitors Bureau March 12, 2020
THANK YOU
HIGHLIGHTS
SALES PERFORMANCE – March 4, 2019 – March 3, 2020
105 NEW Definite Bookings NEW Leads Reviewed/Qualified296
Top 5 Convention Bookings
Yankee Security Convention
October 2020 and 2021
F&B: $28,000/year
Rental: $20,000/year
Guest Rooms: 250/year
New England Library Association
October 2021
F&B: $45,000
Rental: $ 5,000
Guest Rooms: 388
New England Fence Association
February 2020
F&B: $45,000
Rental: $ 5,000
Guest Rooms: 280
NE Convenience Stores & Energy
Marketers Association
March 2020
F&B: $15,000
Rental: $15,500
Guest Rooms: 125
GEICO
May 2020
F&B: $35,000
Rental: $ 2,000
Guest Rooms: 355
Events Contracted Rental Contracted Food &
Beverage
Contracted Total Contracted Room
Nights
53 of the 105 NEW Bookings Occurred $313,025 $245,205 $558,230 3,729
Fiscal Year 19 12 Bookings $24,475 $46,535 $71,010 0
Fiscal Year 20 Year to Date 41 Bookings $288,550 $198,670 $487,220 3,729
52 NEW Future Events $723,782 $298,400 $1,022,182 7,689
Remainder of FY20 32 Bookings $381,540 $181,700 $563,240 1,367
FY21 and forward 20 Bookings $342,242 $116,700 $458,942 6,322
GRAND TOTAL 105 Bookings $1,036,807 $543,605 $1,580,412 11,418
FY19/20 ActualConnect NE - Boston
NE/SAE – Booked Convenience Stores
Connect Association and Sports
DC Sales Calls – March 30-April 1, 2020
Association Focus with GSCVB and Sheraton
FY21 PlanConnect Association & Indoor Sports
PCMA
RCMAConnect NENE/SAE
Key Proposal Highlights
53 NEW Bookings Occurred 52 NEW Bookings To Occur
Tradeshows 20/21
ABA - CoLAP Program
October 2020
F&B: $30,000Rental: $ 5,000Rooms: 750
Starquest
April 2021
F&B: $ 4,000Rental: $30,000Rooms: 200-250
Fallbrook Gymnastics
June/July 2021
F&B: $ 4,000Rental: $ 5,000Rooms: 1,000
SPECTRA Financial Review – July 2019 – March 2020
Accounting for $700K in total revenue
Revenues
Concessions: +43% YOY
Catering: +50% to plan, -19% YOY
Total Revenues: $2,490,578
+24% to plan, +16% YOY
Cost of Sales: -1%
Concessions COS: -1.7%
Catering COS: -0.5%
Total Payroll: -7.5%
Profit
Margin: +7% to plan
+46% to plan at $913,331
KEY EVENTS
Aerosmith
Aug. 2019
Dropkick Murphys
Sept. 2019
Slayer
Nov. 2019
Red Sox Winter Weekend
Jan. 2020
Tenant Team Partnership
Drive per caps $0.50 to plan
OkT-BirdFest
Springfield Indians Throwback Night
What If Night
❖ Tribute to The Simpsons – Springfield Isotopes
Initiatives
• Concessions menu evolution
• Plant based protein
• Parents lounge for dance & sports
• Flowers for upcoming commencements
• Revisit Center Grill & Breakaway Lounge projects
CUSTOMER FEEDBACK & INITIATIVES
NPS SCORES – February 2020
Service Scouts Secret Shopper Reports
OVERALL EVENT EXPERIENCE
SCORE
February 18 Harlem Globetrotters
89.8%
Public Safety Overview - Springfield Sells OutBernie Sanders Rally
Springfield Thunderbirds Military Appreciation Night
Premier Fighting Championship
MCCA Board Meeting DraftThursday, March 12, 2020MCCA Projects Pending Board Approval through June 2020
12 March 2020
Operations and Capital Projects 2
Boston Convention & Exhibition Center DraftProject Title Project Description Board Date Construction Cost BCEC Hall A
Escalator Addition Installing two (2) new escalators in Hall A of the Convention Center
April 16, 2020 $3,000,000
BCEC Pedestrian Passageway
Installation of a pedestrian walkway enclosure between the Omni Hotel and the BCEC
April 16, 2020 $2,600,000
BCEC High Roof Re-seaming
This project calls for the re-seaming of the high roof at the BCEC. Re-seaming will help minimize the number of high roof leaks and maintain the useful life of the roof.
April 16, 2020 $500,000
BCEC BMS and HVAC Upgrades
This project includes the replacement of the exisiting Building Management System and related HVAC upgrades.
May 21, 2020 $5,500,000
BCEC Sidewalk Replacement and
Crash Barrier Installation
This project includes the replacement of the sidewalk at the North Plaza of the BCEC as well as adding security barriers.
May 21, 2020 $5,000,000
Total Cost: $16,600,000
12 March 2020
Operations and Capital Projects 3
Boston Common Garage Draft
Project Title Project Description Board Date Construction Cost
BCG 2020 Low Roof Repairs
The work includes the removal and replacement of waterproofing and repair of the low roof at the BCG.
April 16, 2020 $4,500,000
BCG Energy Lighting Initiative
Upgrade lighting fixtures to replace outdated fixtures and improve efficiency at the garage. Rebate not applied.
May 21, 2020 $2,000,000
Total Cost: $6,500,000
12 March 2020
Operations and Capital Projects 4
MassMutual Center Draft
Project Title Project Description Construction Cost
MMC AHU Replacement
Repair the six (6) air handlers serving the arena space at the MMC.
$4,000,000
Total Cost: $4,000,000
12 March 2020
Operations and Capital Projects 5
MCCA Projects for Board Approval DraftA vote to implement the Development and Construction Committee’s recommendation to authorize contracts with the lowest eligible bidders for the BCEC Hall A Escalator Addition; BCEC Pedestrian Passageway; BCEC High Roof Re-seaming; BCEC BMS and HVAC Upgrades; BCEC Sidewalk Replacement and Crash Barrier Installation; BCG 2020 Low Roof Repairs; BCG Energy Lighting Initiative; MMC AHU Replacement would take the following form:
VOTE -- The Massachusetts Convention Center Authority hereby votes to authorize the Executive Director to execute a construction contract pursuant to the procurement and public bidding laws of MGL c 149, for the BCEC Hall A Escalator Addition; BCEC Pedestrian Passageway; BCEC High Roof Re-seaming; BCEC BMS and HVAC Upgrades; BCEC Sidewalk Replacement and Crash Barrier Installation; BCG 2020 Low Roof Repairs; BCG Energy Lighting Initiative; MMC AHU Replacement for an estimated amount of Twenty-Seven Million One Hundred Thousand dollars ($27,100,000.00).
MCCA Board MeetingThursday, March 12, 2020Procurement Schedule
2
BCEC EXPANSION RFP TIME LINEDesigner Services
• April 15, 2020 RFP Issued for Best Qualified (Preset Interview Dates and list of required attendees)
• May 28, 2020 Receive RFP• June 10, 2020 Present Shortlist• June 24-25, 2020 Designer Selection Interviews• June 26, 2020 Designer Selection• July 13, 2020 Executive Committee Vote• July 16, 2020 Authority Board Vote
3
BCEC EXPANSION RFP TIME LINEOwner Project Manager• April 8, 2020 RFP Issued for Best Qualified (preset interview
dates and list of required attendees)• May 21, 2020 Receive RFP• June 3, 2020 Present Shortlist• June 17-18, 2020 Interviews• June 19, 2020 Selection• July 13, 2020 Executive Committee Vote?• July 16, 2020 Development Committee/Authority Board Vote
• Sept 17, 2020 Authority Board Vote for CM at Risk• Sept 28, 2020 Submit Application to OIG of Commonwealth for CM
@ Risk • Nov 27, 2020 Approval of CM @ Risk from OIG of the
Commonwealth
4
BCEC EXPANSION RFP TIME LINEConstruction Manager at Risk
Dec 3, 2020 Issue RFP for Construction Management at Risk @ 30% Design
Jan 28, 2021 Receive RFP
Feb 9-10, 2021 Interviews for Construction Managers
Feb 11, 2021 Selection of Construction Manager
Feb 18, 2021 Development Committee/Authority Board Vote
5
BCEC EXPANSION RFP TIME LINE
June – Sept
2021 Early Release Contracts, ie: Soil Remediation, utilities, site work
Oct 2021 Project GMP with Construction Manager
Oct 2023 Tentative Substantial Project Completion
