20160517 andreas kohn ihg lapithus g ms meeting

1. IHG©
Lapithus GM’s Meeting
- 2016 Sales Changes
- MICE
Andreas P. Kohn

2. IHG©
Date if required Private and confiden6al 2

3. IHG©
Date if required Private and confiden6al 3

4. IHG©
4 factors have shaped the changes for 2016iveness changes have to
address the following
Market Changes Sales Impact Study
Commodi8sa8on
of Sales
Today Europe Sales
is Performing Well

5. IHG©
“Client wants” as an integral part of the 360 analysis
Source: CEB – Market Research 1100 B2B clients

6. IHG©
1. Opera6onal
Effec6veness
• Focus is Transient & G&M
• Win more ‘Sweet Spot’
accounts
• Match sales experience to
account type & change
porPolios
• Handle intermediaries
differently in Business Travel
& Tour & Leisure segments
• Increase global revenue flows
2. Talent
Development
• Train sales team to be more
impacPul
• Roll out ‘Challenger Selling’
• Test ‘Social Selling’
3. Future Proofing
• Complete Tour & Leisure
strategy implementa6on
• Implement new BTA strategy
• Develop and implement new
Business Travel strategy, i.e.,
‘How do we con*nue to own
the corporate customer?’
3 key focus areas for change

7. IHG©
Opera6onal Effec6veness - Account analysis results
INNOVATE
KAD / KAM
ACQUIRE / DEVELOP
KAD / BUSINESS
DEVELOPMENT
DIRECTOR
TRANSACTIONAL
KAM
GUARD
KAD / KAM
L Es8mated Account Poten8al $ H
L Degree of sales Influence/Impact H
’Sweet Spot’
Sales impact assessment grid

8. IHG©
One example in terms of structural change:Effec6veness
changes have to address the following

9. IHG©
Clear mission statementffec6veness changes have to address the following
‘‘To ensure that, in a B2B market where the pace of
change is accelera-ng, sales increases it’s revenue
out performance, by opera8ng in a more focused,
collabora-ve, urgent and future orientated
way’’

10. IHG©
In short: We want this!...Effec6veness changes have to address the
following
D x V x F > R

11. IHG©
In short: We want this!...Effec6veness changes have to address the
following
D x V x F > R Dissa6sfac6on
with status quo
Vision of
a be[er future
First steps
forward
Resistance to
accept change

12. IHG©
Groups &Meetings Business

13. IHG©
The MICE world in 2016. Online? Offline? Both?
13
Data includes only direct leads for 2015 (no Cvent & Starcite date). – based
on Rooms revenue

14. IHG©
We see (even more) consolidation
14
Dear Valued Lanyon Customer,
At Lanyon, we have always been committed to creating a customer-focused company positioned to support our clients. Through the work we do every day, Lanyon offers
innovative solutions and delivers exceptional customer service, all with the aim of supporting our customers in creating premier event experiences. We have been able to support
your needs thanks in part to a strong and successful relationship with Vista, who has contributed professional expertise and multi-level support toward Lanyon’s operational
initiatives to help us become a global leader in cloud-based software for meetings, events and travel.
I am pleased to share with you that Vista has entered into a definitive agreement to acquire Cvent, a leading cloud-based enterprise event management company,
with more than 15,800 customers worldwide. Vista makes strategic investments in leading software and data-enabled companies, and clearly sees the value of innovation in
the event management space.
Vista may consider a potential combination of Cvent and Lanyon after Vista completes its acquisition of Cvent. For now, we remain separate and distinct companies, and
we will act independently in the market, committed to enabling customers to advance audience engagement and overall event experiences. We remain focused on our top
priority, ensuring you have the proven technology and quality support you need to better manage your initiatives.
We look forward to continuing to build our relationship with you and we will share additional information as needed. If you have any questions or comments you’d like to share,
please don’t hesitate to contact your Lanyon representative.
Cheers,
db
David W. Bonnette
CEO
Lanyon

15. IHG©
… as well as false news….
15

16. IHG©
Focus for IHG Europe Sales in terms of MICE
16
Group Revenue Win 14% for
Europe
Sweetspot account strategy
with Mee6ngs Execu6ves
World Class Account Team
u6liza6on (KADS – Mee6ngs
Teams – Property Teams)
Mee6ngs OTA Strategy

17. IHG©
Focus for IHG Europe Sales in terms of MICE
17
Group Revenue Win 14% for
Europe
Sweetspot account strategy
with Mee6ngs Execu6ves
World Class Account Team
u6liza6on (KADS – Mee6ngs
Teams – Property Teams)
Mee6ngs OTA Strategy
Con6nue to establish our
brand as desired mee6ng
brands (IHG EXPO)

18. IHG©
Thank You!
Andreas Kohn