PPP – THE WAY WE SET AN EXAMPLE

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CASE STUDIE: CONVENTA CHALLENGE OF SUCCESS

Transcript of PPP – THE WAY WE SET AN EXAMPLE

  • 1. PPP THE WAY WE SET AN EXAMPLEPPP THE WAY WE SET AN EXAMPLE CASE STUDIE: CONVENTA CHALLENGE OF SUCCESSCASE STUDIE: CONVENTA CHALLENGE OF SUCCESS Gorazd ad, GOMICE d.o.o. Miha Kovai, Slovenian Convention Bureau

2. PPP - DRIVEN BY SYNERGY Synergy (from the Greek syn-ergos, meaning working together) is the term used to describe a situation where different entities cooperate advantageously for a final outcome. Simply defined, it means that the whole is greater than the sum of the individual parts. Although the whole will be greater than each individual part, this is not the concept of synergy. If used in a business application it means that teamwork will produce an overall better result than if each person was working toward the same goal individually. Source: Wikipedia 3. PUBLIC SECTORPUBLIC SECTOR PRIVATE SECTORPRIVATE SECTOR EXPECTS ACCESS TO THE PROFESSIONAL COMPETENCESEXPECTS ACCESS TO THE PROFESSIONAL COMPETENCES AND CAPACITIES OF PRIVATE SECTORAND CAPACITIES OF PRIVATE SECTOR EXPECTS PROFESSIONAL REALIZATION OF PROJECTSEXPECTS PROFESSIONAL REALIZATION OF PROJECTS PUBLIC AND PRIVATE SECTOR EXPECTATIONS EXPECTS ACCESS TO LOCAL AND INTERNATIONALEXPECTS ACCESS TO LOCAL AND INTERNATIONAL AUTHORITIESAUTHORITIES RISK FREE + COST CUTTING PROJECT IMPLEMENTATIONRISK FREE + COST CUTTING PROJECT IMPLEMENTATION 4. GOOD WEATHER PROJECTS 5. INCREASE MARKET SHARE ICCA Database 2008: 40. Slovenia (43 events) 55. Serbia (20 events) GROW ECONOMIC IMPACT IMPROVE ROI INCREAS EFFICIENCY DO MORE WITH LESS 21 AND 22 JANUARY 2010 LJUBLJANA EXHIBITION ANDPUBLIC AND PRIVATE SECTOR SHARE COMMON GOALS MORE EFFECIENT MARKETING CONNECT WITH CLIENTS 6. MEETINGS IN SLOVENIA - BACKGROUND CONFERENCE DELEGATESCONFERENCE DELEGATES THEIR CUSTOMS ANDTHEIR CUSTOMS AND EXPENDITURESEXPENDITURES Survey based on face-to-face interview on representative sample of 524 conference delegates in Ljubljana, 2008 7. PROFILE OF MEETING PARTICIPANTS IN LJUBLJANA ------------------------------------------------------------------------------------------------------------- 61%61% 30 41 years old30 41 years old AGE OF PARTICIPANTS ------------------------------------------------------------------------------------------------------------- 84,1%84,1% EUROPEEUROPE COUNTRY OF ORIGIN ------------------------------------------------------------------------------------------------------------- 54,5%54,5% MASTER DEGREEMASTER DEGREE LEVEL OF EDUCATION ------------------------------------------------------------------------------------------------------------ 63,4%63,4% PRIVATE SECTORPRIVATE SECTOR EMPLOYMENT ------------------------------------------------------------------------------------------------------------ 8. MOTIVE FOR ATTENDANCE RANK ------------------------------------------------------------------------------------------------------------- 4,174,17 NETWORKING ------------------------------------------------------------------------------------------------------------- 3,913,91 PROFESSIONAL EDUCATION AND TRAINING ------------------------------------------------------------------------------------------------------------- 3,383,38 SECURITY ------------------------------------------------------------------------------------------------------------ 3,203,20 RECOMMENDATIONS ------------------------------------------------------------------------------------------------------------ 2,922,92 QUALITY AND PRICE OF ACCOMODATION ----------------------------------------------------------------------------------------------------------- 2,772,77 ACCESSIBILITY ------------------------------------------------------------------------------------------------------------ 2,612,61 DESTINATION ADDITIONAL OFFER ------------------------------------------------------------------------------------------------- 9. CHARACTERISTICS OF MEETINGS ------------------------------------------------------------------------------------------------------------- 1-3 events (76%)1-3 events (76%) NUMBER OF MEETINGS PER YEAR ------------------------------------------------------------------------------------------------------------- 3,03 days3,03 days LENGHT OF STAY ------------------------------------------------------------------------------------------------------------- 45,1% never (if 1-2 days)45,1% never (if 1-2 days) EXTENSION OF STAY ------------------------------------------------------------------------------------------------------------ 71%71% Congress CentreCongress Centre TYPE OF CONFERENCE VENUES ------------------------------------------------------------------------------------------------------------ 10. EXPENDITURE ------------------------------------------------------------------------------------------------------------- 2.350 2.350 EXPENDITURE DURING THREE-DAY INTERNATIONAL MEETING ------------------------------------------------------------------------------------------------------------- D o 9 9 9 1 0 0 0 - 1 9 9 9 2 0 0 0 - 2 9 9 9 3 0 0 0 - 3 9 9 9 4 0 0 0 - 4 9 9 9 V e k o t 5 0 0 0 0 % 5 % 1 0 % 1 5 % 2 0 % 2 5 % 3 0 % 3 5 % 4 0 % 7 % 3 0 % 3 5 % 1 4 % 8 % 7 % 11. EXPENDITURE Average expenditure during 3-day conferenceAverage expenditure during 3-day conference REGISTRATION FEE 713,9 TRANSPORT TO DESTINATION 614,4 ACCOMODATION 441,5 FOOD AND BEVERAGE 164,4 PERSONAL EXPENDITURES 133,5 TRANSPORT AT DESTINATION 77,6 TRIPS 50,6 ENTERTAINMENT 50,3 CULTURE 19,9 12. ACCOMODATIONACCOMODATION MICE:147,17 / LEISURE: 84,96MICE:147,17 / LEISURE: 84,96 FOOD AND BEVERAGEFOOD AND BEVERAGE MICE:54,80 / LEISURE: 23,26MICE:54,80 / LEISURE: 23,26 PERSONAL EXPENDITURESPERSONAL EXPENDITURES MICE:44,50 / LEISURE: 21,80MICE:44,50 / LEISURE: 21,80 TRANSPORT AT DESTINATIONTRANSPORT AT DESTINATION MICE:25,87 / LEISURE: 10,84MICE:25,87 / LEISURE: 10,84 Source: Survey Expenditures of foreign tourist in Ljubljana, MIT, 2008Source: Survey Expenditures of foreign tourist in Ljubljana, MIT, 2008 73 % more73 % more 135 % more135 % more 104 % more104 % more Meetings participants spend more than leisure: LEISURE vs MEETINGS GUEST IN LJUBLJANA 139 % more139 % more 13. COMPETITION BETWEEN DESTINATIONS IS FIERCE So we need new and proactive approach to marketing! 14. HOW TO SUCCEED RESEARCHRESEARCH SELECTIONSELECTION LOCAL CONTACTLOCAL CONTACT CONCEPTCONCEPTBIDBIDLOBBYINGLOBBYING CONTRACTCONTRACT 15. RESULTS WILL NOT COME OVERNIGHT 16. RESULTS WILL NOT COME OVERNIGHT CREATE AND SHARE VISIONCREATE AND SHARE VISION START-UP PROPERLYSTART-UP PROPERLY UNDERSTAND AND LISTEN PARTNERSUNDERSTAND AND LISTEN PARTNERS BE CLEAR ON THE RISKSBE CLEAR ON THE RISKS COMMUNICATE OFTENCOMMUNICATE OFTEN BUILD TRUSTBUILD TRUST 17. CASE 1 APIMEDICA & APIQUALITYAPIMEDICA & APIQUALITY 20102010 18. PRACTICAL EXAMPLE OF CO-OPERATIVE TRADE MARKETING 800 international participants of the Forum 10.000 daily visitors (beekeepers) 5.000 daily visitors (general public) 200 exhibitors at API EXPO (3.000 m2 nett exhibition space) budget 750.000 980.000 CO-OPERATIVE TRADE MARKETING PPP 19. SLOVENIAN CONVENTION BUREAU AND GO.MICE COLLABORATE IN THE PROMOTION AND BIDDING FOR THE CONGRESS! BID SUPPORT CONVENTA + FAM TRIP PR + MARKETING ON-SITE BID SUPPORT CO-OPERATIVE TRADE MARKETING 20. CASE 2 APIMONDIAAPIMONDIA 21. CASE 2 APIMONDIAAPIMONDIA 22. CASE 2 APIMONDIAAPIMONDIA 23. COMPETITON BETWEEN DESTINATIONS IS FIERCE EXAMPLE: BID FOR APIMONDIA 2013 ------------------------------------------------------------------------------------------------- UKRAINE, Kiev (won the bid with support of Mr. V. Yuschenko) ------------------------------------------------------------------------------------------------------------- HUNGARY, Budapest ------------------------------------------------------------------------------------------------------------- TURKEY, Istanbul ------------------------------------------------------------------------------------------------------------- ITALY, Verona ------------------------------------------------------------------------------------------------------------- SPAIN, ------------------------------------------------------------------------------------------------------------- BULGARIA, Sofia -------------------------------------------------------------------------------------------------- COOPERATIVE MARKETING 24. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 25. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 26. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 27. WHY SOUTH-EAST EUROPE? CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE Kongres Conventa.flv Paul Cunningham Interview l Kongres magazine @ Conventa.flv 28. -NEW -REGION -DIFFERENT BUT COMMON USPS -SYNERGY -INCREASE MARKET SHARE -ENTER NEW MARKETS/CONTINENTS -EDUCATION -RESEARCH & DEVELOPMENT CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 29. WHY PPP? CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 30. PUBLIC SECTOR CONVENTION BUREAUS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 31. Croatian Convention Bureau (20+ years) Slovenian Convention Bureau (5 years) Serbia Convention Bureau (2 years) Montenegro Convention Bureau (1 years) Macedonia Convention Bureau (?) CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 32. PRIVATE SECTOR MEETINGS INDUSTRY SUPPLIERS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 33. -Convention Centres -Convention Hotels -PCOs -DMCs -Incentive & Teambuilding providers -Airlines & Transportation companies -Caterers, Technology providers, etc. CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH-EAST EUROPE 34. PUBLIC SECTOR + PRIVATE SECTOR = SUCCESS CONVENTA, MEETINGS AND INCENTIVE TRAVEL SHOW FOR THE SOUTH