Ce diaporama a bien été signalé.
Le téléchargement de votre SlideShare est en cours. ×

HITEC 2017 Tech Talk: Customize the Planner's Experience with Technology

Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Chargement dans…3
×

Consultez-les par la suite

1 sur 26 Publicité

Plus De Contenu Connexe

Diaporamas pour vous (20)

Similaire à HITEC 2017 Tech Talk: Customize the Planner's Experience with Technology (20)

Publicité

Plus par Social Tables (15)

Plus récents (20)

Publicité

HITEC 2017 Tech Talk: Customize the Planner's Experience with Technology

  1. 1. Customize the Planner’s Experience How to win over modern buyers on experience Dan Berger CEO June 2017
  2. 2. I am a participant. I am a planner. I am a supplier.
  3. 3. 100 employees Raised $22.6 million Founded in 2011
  4. 4. Boost event sales overnight. Sales Success Platform Fuel demand. Attract Fortune 500 planners with the space search engine. Destination Win more. Negotiate faster with personalized proposals. Propose→ Grow bookings. Engage qualified planners with interactive content marketing. Convert→ Deliver better. Create accurate setups that lead to repeat business. Diagram→
  5. 5. I am a participant. I am a planner. I am a believer. I am a supplier.
  6. 6. ● Get an understanding of the hospitality landscape of today ● Learn why customizing a planners’ experience provides a competitive advantage for properties ● Discover 3 ways technology can help you gain an edge in today’s market @danberger | #HITECtor Learning Objectives
  7. 7. The hospitality industry is entering a new era.
  8. 8. Expectations are up as planners demand Up-to-the minute information.
  9. 9. Group and luxury business has become a more important (and reliable) part of the revenue mix.
  10. 10. Sales and marketing of your space have moved online.
  11. 11. But... the explosion of RFPs is waterboarding the industry. $9.8B $8.6B $6.8B 2013 2014 2015 Growth of RFP total value ‘08 ‘09 ‘10 ‘11 ‘12 ‘13 ‘14 ‘15 1,800,000 879,837 430,063 210,214 102,752 50,225 24,550 12,000 Growth of RFP volume
  12. 12. $9.8B $8.6B 1,800,000 2014 per RFP 879,837 RFPs at a total value of $8.6B $9,774 $5,444 2015 per RFP 1,800,000 RFPs at a total value of $9.8B Making more time on RFPs, worth less revenue.
  13. 13. Sourcing and booking is a serious bottleneck. $9.8B $8.6B $6.8B 2013 2014 2015 ‘08 ‘09 ‘10 ‘12 ‘13 ‘14 ‘15 SOURCE ACTIVITY: EXECUTE MEASUREBOOK PLAN PLANNERS Site Selection RFP Transportatio n ACTIVITY: SOURCE EXECUTE MEASUREBOOK PLAN Negotiate Transact Project Management Design Registration Logistics Check In Surveys Analysis Reports
  14. 14. Digitally Distorted Research
  15. 15. Sourcing is a serious bottleneck. $9.8B $8.6B $6.8B 2013 2014 2015 ‘08 ‘09 ‘10 ‘12 ‘13 ‘14 ‘15 SOURCE ACTIVITY: EXECUTE MEASUREBOOK PLAN PLANNERS Site Selection RFP Transportatio n ACTIVITY: SOURCE EXECUTE MEASUREBOOK PLAN Negotiate Transact Project Management Design Registration Logistics Check In Surveys Analysis Reports
  16. 16. 77% 51% Of B2B buyers conduct research before contacting a sales person. Of buyers form a short list before contacting any vendors Don’t miss planners while they’re sourcing.
  17. 17. 77% 51% Of B2B buyers conduct research before contacting a sales person. Of buyers form a short list before contacting any vendors
  18. 18. 56% Of Events Require a Site Visit 21 Events Per Year Require a Site Visit Average Number of Site Visits Per Event 2.15 Planners don’t have time for multiple site visits.
  19. 19. Pro tip: Planners rely on properties to provide the relevant sourcing tools directly on their website.
  20. 20. What Planners Want: ● An easy way to see your space on a website ● Quicker turnaround on proposals ● To visualize their event in your space and rest easy knowing their event it fits What Properties Can Do: ● Qualify leads with consistent content across outlets ● Automate the proposal process ● Leverage floor plans, capacity charts, measurements, diagrams, reviews with real photos
  21. 21. What is it that planners need from you? 32% 15% 10% An easy way to see your space on your website. An easier way to communicate with your marketing and sales teams. See the information they need on mobile. Professional assets they can present to clients & stakeholders. Consistent content across platforms and directories to build trust. Provide advice based on data-driven insights.
  22. 22. Sourcing and booking is a serious bottleneck. $9.8B $8.6B $6.8B 2013 2014 2015 ‘08 ‘09 ‘10 ‘12 ‘13 ‘14 ‘15 SOURCE ACTIVITY: EXECUTE MEASUREBOOK PLAN PLANNERS Site Selection RFP Transportatio n ACTIVITY: SOURCE EXECUTE MEASUREBOOK PLAN Negotiate Transact Project Management Design Registration Logistics Check In Surveys Analysis Reports
  23. 23. What technology will you implement at your property to customize the planner experience?
  24. 24. Staying in touch twitter: @danberger email: dan@socialtables.com Booth: 2304 Give your card to me if you want the slides!

×