CONGRATULATIONS!Vilnius, Lithuania

Tuesday 12 February 2013

WORKING WITH EUROPEAN AGENCIESValentini Amarantidou

Managing Director, ARTION Conferences & Events

ASSOCIATION MARKET & MICE ASSOCIATION PCO CORE PCO ASSOCIATION MANAGEMENT COMPANIES

Artion: Greece & Europe for International ClientsExperience in the Baltics

PCO’s ROLE IN DESTINATION SELECTION• Research • Recommendation• Selection• Management

• V. important to have hands on experience• Ambassadors – Active Sales & Marketing• Our opinion matters

CRITERIA IN DESTINATION SELECTION:A COMPLEX MIX

• Politics: Membership, Aims, National Policies, Association Policies• Geographic Rotation Pattern• Infrastructure• Connectivity• Attractiveness: History, Undiscovered Destination, Architecture, Gastronomy• Competitiveness – Pricing – Profitability• Other Assets: Environment, Weather, Post Congress Options

ASSOCIATION IS A MATURE MARKET – BID LAUNCHESINSPECTION VISIT – LAST STAGEBIDDING: KEY ISSUE

WHY ARE ASSOCIATION MEETINGSIMPORTANT

DESTINATIONS ARE FIGHTING FORCEFULLY AGAINST EACH OTHER OVER LEADS

FINANCIAL IMPACT OF A CONFERENCERecent Example:

40th SEFI Annual Conference• 23-29 September 2012• 3 days• 339 delegates

DIRECT FINANCIAL ROI (EUROS)

105.000,00• Conference Venues• Catering• Receptions - Dinners • Museums – Historic Monuments• Audiovisual• Buses & Taxis• Flight tickets (invited)• Hotels (invited)• Printing• Graphic Designers

• Conference Bags & Materials• Webpage • Gifts - Jewelry• PCO/DMC Services• Guides• Photographer • Banners • Flowers • Banks • VAT

DIRECT FINANCIAL ROI (EUROS)

70.000,00 • 224 delegates abroad + 14

national• Airline Companies• Airport Taxes • Taxes

42.000,00 • 9 Hotels• 120 Rooms• 380 Roomnights

45.000,00• Personal Expenses• Taxis • Souvenirs• Hairdresser/ Beauty • Coffee• Restaurants • Shopping

262.000,00Total Exchange Inflow in local &

national economy

=Exports without moving from our

country

INDIRECT EXPORT IMPACT• Academic Community: international recognition & Prestige• Social Development through interaction with the international

environment and contact with foreigners• Upgrading for Professionals called to work with international

standards & requirements• Networking: more projects & interaction for the future• Branding your Destination: mouth to mouth publicity the most

effective• Long Lasting Exposure/Promotion of your DestinationLong Lasting Exposure/Promotion of your Destination

VALUE OF CONGRESS TOURISM - HIGH• Seasonality yes• However, there is a market for all seasons • 12 month high value tourism

Tips & Tricks• Information – Facilitation – Welcoming• Get PCO people on Board• Fair Members Management?• Clients vs Members/Suppliers• Define Position & Ethics• Care & Attention Throughout• Build Confidence• Competitive Advantage• Fam Trips

THE MIX OF PEOPLE SERVING YOUR MICE INDUSTRY

• Clear Conference Catalogue• 1st glance - Infrastructure• 2nd glance – Combinations• 3rd glance – the Myth

• Local DMCs – PCOs• Subventions• Trade Associations• MICE Shows

For CVBs

THANK YOU! www.artion.com.gr