2011 Stategic Sales Efforts

Averages from STR Reports

• Avg Occ in 2010:

62.6%

• Avg Occ Thursday –> Sunday:

52.8%

• Avg Occ in 2011 (Jan-Mar):

64.2%

• Avg Occ Thursday –> Sunday:

53.7%

Our Goals:

• Identify potential clients at national and regional shows

• Schedule out-of-state sales missions once per quarter

• Host workshops each year (wedding, reunion, etc.)

• Become more involved in GaMPI and GSAE

• Call on clients directly each Tuesday and Thursday – Goal of three meetings each day

– Follow-ups Wednesday and Friday

2011 Shows

February 22 – 24, Atlanta

• Tour operators for group travel • Appointment based trade show focused on southern states • Tour operators visited suppliers in pre-set appointments • 700+ operators in attendance

• CVBD took 13 appointments with tour companies • CVBD also displayed on the floor and networked with hundreds of group

tour operators throughout the showcase

• Meeting planners from the Atlanta area

• Walk-up traffic

• Planners visited CVBD booth

• Approximately 70 planners in attendance

• Met with planners representing universities, corporations, associations and non-profits

April 28, 2011 – Sandy Springs

• Tour operators and educators for student and youth travel • Appointment based trade show • Planners visit suppliers in pre-set appointments • Projected attendance is between 800 and 1,000

• The SYTA Annual Conference is the premier event for the student

and youth travel market. It serves as the essential marketplace and networking event for the industry

August 25 – 27, Chicago, IL

• SMERF, sports and associations meeting planners • Appointment based “reverse” trade show • Suppliers visit planners in pre-set appointments • 850+ attendees; 370+ meeting planners

• Planners must meet the following criteria: • Events must utilize at least 150 rooms on peak night • Events must move from state to state • Planner must be decision-maker for site selection of event

September 25 – 28, Fort Worth, TX

• Group tour operators representing Arkansas, Louisiana, Mississippi, Oklahoma and Texas

• Appointment based “reverse” trade show • Suppliers visit with operators in pre-set appointments • Attendance includes operators, charters and suppliers

• Feedback from other attending DMOs has been very positive • Organization is expanding (began with four states; now up to five)

October, Dunwoody

• Parents, planners and Bar/Bat Mitzvah organizers • Consumer show with walk-up traffic • Attendees visit the CVBD booth • Largest Bar/Bat Mitzvah expo in Georgia

• Given Atlanta’s considerable Jewish presence and Dunwoody’s first-class hotels with event space and guest rooms for Bar/Bat Mitzvahs, the CVBD will both sponsor and participate in the Expo again in October

• Faith based religious meeting planners • Appointment based “reverse” trade show • Suppliers visit planners in pre-set appointments • 1,100+ attendees; 370+ meeting planners

• Planners must meet the following criteria: • Events must utilize at least 50 rooms on peak night • Events must move from state to state • Planner must be decision-maker for site selection of event

• Meeting planners planning meetings in the Southeast • Appointment based trade show • Planners visit suppliers in pre-set appointments • Average appointments between 15-20

• Planners are qualified before they are invited

Sales Missions

• 2nd Quarter: Birmingham, AL

• 3rd Quarter: Knoxville, TN

• 4th Quarter: Charlotte, NC

Tuesday/Thursday Sales Calls

Follow-Up

• E-Newsletter sent to clients quarterly

–What’s new and what’s going on

• Direct mailer sent to clients [Jan & Aug]

– Featured QR code that will drive to website

• Follow-up calls and e-mails

Discussion • When are your dead times?

• What are you currently working on?

• How are you marketing?

• What are your clients saying?

• Do you budget for co-op marketing?

• How do we beat Sandy Springs?