The Better to Serve You With: HB Associates and CVB Sales Professionals empowerMINT, an initiative of Destination Marketing Association International (DMAI) that advocates for the DMO value proposition in the meetings community, and HelmsBriscoe who serves their clients with streamlining the meetings procurement process, have joined forces to better serve any organization looking to find the right fit for any size meeting. It’s certainly a powerful one-two punch to better serve the meetings market! The HelmsBriscoe associates can rely on their DMO partners in any destination to provide the additional insurance of local expertise and direction. DMAI, as the trade association for DMOs has proactively worked with Helms Briscoe to open doors between DMO destination experts and HB associates to combine forces to make sure no opportunity is missed and to give a full arsenal of resources in the site selection process to the end user. Join us to learn more about our extended partnership, as more HB associates and CVB sales professionals build trusted relationships in the meetings marketplace to ultimately better serve the client and leverage each other’s value to the fullest extent. During our webinar you will learn about: • The joint efforts continuing between HelmsBriscoe and DMAI to “keep doors open” for mutually beneficial working relationships between HB Associates and CVB Sales Professionals • Update on HB Partner Program • Using DMAI’s empowerMINT Destination Profiles to send smarter RFPs and take full advantage of local expertise • Success stories and best practices from HB and CVBs who are working together to complement each other

1. Great Pairs: HB Associates &
CVB Sales Professionals
Terri Roberts
Training & Communica.ons
DMAI
Danielle Boyles
Managing Director
HelmsBriscoe
Chris?ne “Shimo” Shimasaki, Moderator
Managing Director, empowerMINT
DMAI
Presenters:
A collabora.ve webinar between HelmsBriscoe
and DMAI’s empowerMINT.com
Thursday, July 5, 2012

2. Our Goals for Today
• Share our combined
efforts, educa?on and
outreach
• Hear success stories and
best prac?ces from
those in the field
Thursday, July 5, 2012

3. What makes a great
PAIR?
Thursday, July 5, 2012

4. Thursday, July 5, 2012

5. “Our reputa.ons do not come
from how we talk about ourselves.
Our reputa.ons come
from how others talk about us.”
-­‐-­‐-­‐Simon Sinek
Thursday, July 5, 2012

6. Patricia Zollman, CMP
Senior Director, Global Accounts
HelmsBriscoe
“If I didn’t work with a CVB, I would be leM with
a lot more leg work, and have to rely more on
the hotels in the area to give me des.na.on
informa.on. I would not be as certain that my
clients would know the newest hotels coming in
the area or the changes that the city has
planned.
I think all planners should know that CVBs make
great strategic partners. They can support your
search and help you leverage local rela.onships
with vendors and venues, so you can make the
right decision on the des.na.on for your
mee.ng. They have both the informa.on and
the rela.onships to help you with your program
needs before the contract is signed as well as
aMer the contract is in place.”
Thursday, July 5, 2012

7. Dyhalma Torres
Senior Na?onal Sales Manager
Puerto Rico Conven?on Bureau
“As a CVB, establishing and/or building rela.onships
with HB associates has led me to the greatest
connec.ons I’ve made through my career. They all
have well rounded backgrounds and posi.ve aspects
when assis.ng corpora.ons and associa.ons in any
kind of mee.ng, conven.on or incen.ve. They’re all
crea.ve, resourceful, influen.al and experienced
professionals achieving the highest level of customer
sa.sfac.on.
All of these aRributes topped by a strategic
partnership with the CVB, provides the ul.mate
value to the end client thus resul.ng in the success
of their program within that des.na.on. I’ve created
a bigger impact in fulfilling goals based on my
partnership with HB associates rather than
aRemp.ng to target direct business alone. HB
associates book mul.ple programs a year through
the different clients they represent and can truly
influence their client into further considering my
des.na.on.”
Thursday, July 5, 2012

8. Kathy Hedlund
Director Global Accounts
Presidents Club, HelmsBriscoe
“I love working with our CVB partners
whether I know the city well or don’t.
They enhance the value I bring to my
clients in many ways and are a true
extension of the services HelmsBriscoe
provides.
They help me so much with the site
inspec.on process by seUng up
appointments, accompanying my clients
and me on the site inspec.ons, provide
ac.vity op.ons, restaurant op.ons and
so much more. Their value is endless to
me.”
Thursday, July 5, 2012

9. Dawn Rockas, CMP
Na?onal Sales Director
San Diego Visitors and Conven?on Bureau
“There has never been a beRer .me for CVB’s
to work with HelmsBriscoe than now. The
CVB compe..on s.gma.sm is fading as more
HB Associates and their CVB des.na.on
partners are coming to trust each other to add
value to the search, site, marke.ng and over
all group mee.ng experience.
Both en..es are working hard to improve
communica.on; evidenced through the HB
Des.na.on Partnership program and DMAI’s
advocacy for improved best prac.ces for all
CVBs. Business is being booked, rela.onships
are being strengthened and clients are
realizing their return on investment.”
Thursday, July 5, 2012

10. What about lead
distribu.on?
How do CVBs protect their
value with their hotel
stakeholders?
How do HB Associates
protect their value with
their clients?
How do we
best share
credit?
SPEAK UP…
I CAN’T HEAR YOU!!!
Thursday, July 5, 2012

11. DMAI’s Outreach and Educa?on
• Inside Out Campaign
• Let’s talk in the same language
• Let’s promise the same thing
• Build trust through transparency
• Clearly ar?culate our promise and value
• Our 3rd party planners are just like any other planner
Thursday, July 5, 2012

12. Our Promise and Value
To HB Associates
– Comprehensive View of the Des?na?on
– Local Exper?se
– Extensive In-­‐Market Rela?onships
– FREE to YOU!
CVBs are the best first point of contact in any des?na?on
to help HB Associates
FIND the right fit for any size mee?ng
and to help you expertly serve your client.
Thursday, July 5, 2012

13. Comprehensive View
of the Des?na?on
• Help educate planners on
the value of their mee?ng in
the des?na?on
• Give real expert advice on
best op?ons
• Ensure planners don’t miss a
thing and can take advantage
of all the des?na?on has to
offer!
Thursday, July 5, 2012

14. Local Exper?se
• Know what only the
locals know
• I invest my ?me being
fully educated on the
des?na?on, so planners
don’t have to
Thursday, July 5, 2012

15. Extensive In-­‐Market Rela?onships
• Years spent building
rela?onships in the local
community
• Planners-­‐one to many-­‐
can leverage this great
base of knowledge,
connec?vity and buying
power
Thursday, July 5, 2012

16. We’re not FREE,
but FREE to YOU!
• Help planners
understand what
complimentary really
means
• Educate planners on
how the services in the
des?na?on are funded
• The ul?mate no brainer!
Thursday, July 5, 2012

17. HBs Destination Program
Thursday, July 5, 2012

18. HBs Destination Program
Thursday, July 5, 2012

19. Ongoing Communication
• Easy to Find – HB Intranet, HB Insite,
empowerMint.com
Thursday, July 5, 2012

20. Ongoing Communication
• HB Connect
(Cvent)
Thursday, July 5, 2012

21. Ongoing Communication
Thursday, July 5, 2012

22. Ongoing Communication
Thursday, July 5, 2012

23. Destination Panel Discussions
Thursday, July 5, 2012

24. Building Confidence
Thursday, July 5, 2012

25. Building Relationships
Thursday, July 5, 2012

26. HBs Outreach and Education
• Des.na.on Program – Value Proposi.on
• Ongoing Communica.on – Keeping Front of Mind,
Included from the Start
• Des.na.on Panel Discussions – Breaking Myths,
Being Transparent
• Building Confidence -­‐ Building Rela.onships
Thursday, July 5, 2012

27. Mike Saberfield, Regional VP
HelmsBriscoe
• What’s unique about your
des.na.on…uncommon
knowledge?
• Is our RFP over city-­‐wide,
special event or
construc.on?
• If brand hotels are
“centralizing” their sales
force, use as an opportunity
to become a local expert on
your hotels
• Use HB associates
tes.monials or success
stories to gain credibility
Thursday, July 5, 2012

28. Dyhalma Torres, Senior Na?onal Sales Manager
Puerto Rico Conven?on Bureau
• Call us FIRST to help you
make the best
recommenda?ons
• Ask the CVB about
des?na?on promo?ons
or sponsorships
• Ask for FREE site
inspec?on assistance
Thursday, July 5, 2012

29. Thank You
for Coming!!
Thursday, July 5, 2012