DealingwithOverloadofRFPs.ppt

51st ICCA Congress International Congress and Convention Association. Twitter: #ICCA12 Session sponsored by: International Congress and Convention Association.Twitter: #ICCA12 International Congress and Convention Association.Twitter: #ICCA12 International Congress and Convention Association.Twitter: #ICCA12 International Congress and Convention Association.Twitter: #ICCA12 International Congress and Convention Association.Twitter: #ICCA12 Dealing with overload of RFPsOctober 24th 2012 What is the situation today? Best Practices What about tomorrow? Dealing with overload of RFPs RFP Distribution model What is the Situation Today ? Professional planners Occasional planners Open source distribution channels Media Venues’ integrated eRFP + 251 Hotel Chains + 1000 Congress Convention Centers + 1000 CVBs…. EMEA + North America = +300 000 planners! Bedouk’s Network, CVBs, Hotel Chains, Meetingbroker (Cvent and Starcite), Miceplaces, SpeedRFP…. + 300 channels + 1 Million RFPs ! Conversion rate ?from 0 to ??? What is the Situation Today ? What is the Situation Today It is complicated… Tight deadlines Should you rate/filter RFPs? Majority of the demands handled offline in many regions, how to reach them? Same RFP multiple sources Commission YES? NO? Use channels with RFP’s standard limitation requesting from planners the list of ??already contacted venues?? With fixed fees (negotiated!) = less expensive than a commission (from 3 to 10%!) Follow up, follow up, follow up… Use leads to build your Data Base Best Practices What about tomorrow? How is your organisation dealing with eRFPs? Good practice vs Bad practice? Conversion rate? How do you deal with regions differences? If you can invent a new model to generate Requests/Leads would it be any different? How? 3. Is this a step before the real-time booking system? YES/NO Why? What about tomorrow ? Thank you ! Safe Travels Home ! * * * * * * * * * 51st ICCA Congress Internatio