Www.iccaworld.com How to win The International Association Business International Congress & Convention Association Arnaldo Nardone ICCA President.

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How to win The International Association BusinessInternational Congress & Convention Association

Arnaldo NardoneICCA President.

Arnaldo Nardone

• 38 years in the tourism Industry.

• 35 years as a Hotelier.

• 14 years in the meeting industry. Cocal- JMIC-ICCA

• Sales & Marketing.

Arnaldo Nardone

• Destination Marketing. (city -country)

• Consultancy for Destinations & Companies Mice Intl.Consulting. www.miceconsulting.com

• Personal Bidding experience. (ICCA 2005)

• 14 years in ICCA.• Elected ICCA President October 2010 in

Hyderabad.

Uruguay

Diego Forlan

Evolution of meetings 2000-2009- ICCA-

51015069

5898 5978

7147 72327648

75787675

8294

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1000

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3000

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7000

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9000

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009

400 news – not all the marketGenetics, biotecnology, robótics ,nanotecnology

International Congress and Convention Association www.iccaworld.com

Meetings in Asia Pacific

Year # Events Market share

2000 895 17.5%

2001 965 19.0%

2002 1,081 18.3%

2003 1,045 17.5%

2004 1,415 19.8%

2005 1,432 19.8%

2006 1,557 20.4%

2007 1,584 20.9%

2008 1,537 20.6%

2009 1,691 20.4%

Venues

Professionalism

Intensified Competition.


Top 10 countries Asia Pacific

Rank Country 2009

1 Japan 257

2 China PR 245

3 Republic of Korea 176

4 Australia 169

5 Singapore 119

6 Thailand 103

7 Malaysia 96

8 Chinese Taipei 91

India 91

10 Hong Kong, China PR 67

China is poised-ready to overtake Japan- Potential for destinations

¿Why we predict that China is ready to reach the first position?

• Enormous Interest of Associations in holding meetings in China.

• The potential is tremendous for destinations which understand the work with associations.

• If Chinese members start get elected to positions of influence the pace will be acelerated.

• Competitors countries push its members. Why not China?


Top 10 cities Asia Pacific

Rank City 2009

1 Singapore 119

2 Seoul 96

3 Beijing 90

4 Bangkok 76

5 Kuala Lumpur 72

6 Hong Kong 67

7 Taipei 64

8 Sydney 61

9 Shanghai 58

10 Tokyo 58


Top Cities in China PR

Rank City 2009

1 Beijing 96

2 Shanghai 58

3 Xian 11

4 Guangzhou 9

5 Xiamen 7

6 Dalian 6

7 Tianjin 5

Second cities will climb swiftly when regional asia-pacific Association events increase in number &scale.

Notes about the China figures

• Figures are underestimate.• ICCA only list events identified by

our researchers.• This information comes from

ourmembers- clients-desk research.• New meetings originated in your

local Universities aren´t known by us.

• You have to work collecting information from your local venues.

There is a Big Association Business regional and Worldwide.

BUTWhich are the keys of sucess?


The Bidding process.The final decision-making.

International Congress & Convention Association

Bidding processStrategic thinking & actions


Think association meeting – think “Olympics”

• Each Association works different.• Two-thirds of Market- local contact• One-third central.

• New scenario: Centrally-driven vs traditional.

• Association HQ role Local “ambassador” role.


Think association meeting

• Association decision making is complex-you need to learn and know it.

• Research is the key.• Work on both sides: HQ association

and local contact to submit a bid.

• Bidding different tan mass marketing.

• Business one to one

Analysis of a Bidding processAnalysis of a Bidding processLong and complex.Long and complex.

• Mixed work- our local destination work .Mixed work- our local destination work .• Our decisions prevailed.Our decisions prevailed.

Fase 1Fase 2

Fase 3Fase 4

Fase 5

Fase 6InitialResearch

LocalContact

InternationalContact

Bid manual

EvaluationMoney-time

requirements

Finalevaluation

Final decisionBidding created

Analysis of a Bidding processAnalysis of a Bidding process

• Mixed work- local destination workMixed work- local destination work• Association decision prevailed.Association decision prevailed.

Fase 7

Fase 8Fase 9

Fase 10

shortlisting

DetailedSite

inspections

Final BIDpresentation

Decision

DECISION MAKING CRITERIA.

ASSOCIATION´S DECISION.


Decision-making criteria- Associations.

• ICCA´s Guide for members- 4 Categories:

• Logistical criteria.• Financial criteria.• Internal association objectives.• Political/emotional criteria.• ICCA uses 11 different D.M.criteria in its

bids.


Logistical criteria- Objectives & hard facts.

• Accessibility.• Venues.• Accommodation.• Suppliers/partners.• Won’t win you the bid.• Can easily lose you the bid.• ! Clients decide shortlist ! • Not enough ! • ! Define size of events your

destination can handle ! Don't waste time-money


Financial criteria.Different models.Very important

• Objectives vary!

• Who is responsible for what? Financial Risk?

• Risk & reward.

• Quality vs price.• Locals & HQs.

• Look for surplus to reinvest.

• Good price for delegates.

• Client Headquarters?• Local contact and

bidding team?• Share?• subsidies


Financial criteriaWHAT DOUBTS ASSOCIATIONS WILL HAVE

IN CHINA?

• They don't understand Chinese contracts.

• They don't understand legal matters.• Government permissions.• They don't understand commission

policies.• They don't understand if their Chinese

partners are trying to make a profit or not.

• They need strong local partners.


Internal association objectives.Key issue.

• Association mission?• Why is the Association holding this meeting?• What are the objectives of the delegates?• -------------------------------------------------------

• Association growth-increase members?• Business opportunities-for delegates?• Legacy potential-transfer of knowledge? Train locals?

Solve problems refer to their expertise area?

• !Unless you understand this your proposal will fail !

• Competitors destinations are centre on this issue.


Political/emotional criteria

• Almost never written down.

• Destination appeal- Can it fit into the needs?• Bidder-related factors- What is unique?• Decision-maker factors.! Concentrate on them!• Impact of bid presentation. ! SHOW ENTHUSIASM & COMMITMENT!


Bid documents & proposal documents

• Must follow timetable.• Must follow format.• Must include all requests.• Should address each decision-

making factor.• Financial information.• Why here? Why now?• Tell a story! Emotions!


International association meetings: bidding and decision-making

Thank you for your attention!

International Congress & Convention Association

Www.iccaworld.com How to win The International Association Business International Congress & Convention Association Arnaldo Nardone ICCA President.

Documents

nanotecnology slide

tokyo58 slide

uruguay slide

diego forlan slide

china pr67 china

china pr245

think association meeting

china figures figures