1. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed. © 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved MEEC Chapter Three Destination Marketing Organizations (DMOs)

2. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved What is a DMO? DMO (Destination Marketing Organization) A not-for-profit organization representing a specific destination and helping its long-term economic development through its travel and tourism industries. Funded by – transient room taxes, government budget allocations, private memberships, or a combination of all three.

3. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMOs are Valuable to a Meeting Planner Because They: Assist with meeting preparation Encourage visiting of local attractions Offer unbiased information about services and facilities Serve as a one-stop shop for local tourist interests Generally do not charge for their services

4. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMOs can: Provide access to a range of services and packages Help locate meeting space Check hotel availability Arrange for site inspections Link planners with suppliers Motor coach companies Caterers Off-site entertainment venues

5. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Misconceptions about DMOs The following are not true of DMOs: DMOs only book hotel rooms and convention space. DMOs work only with large groups. DMOs own and/or run convention centers. Planners must pay DMOs for their services.

6. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Advantages of using DMOs They assist planners in all areas of planning. They provide planners with detailed references. They establish room blocks at hotels. They market the destination to attendees. They act as a liaison between planner and the community. They help develop companion programs.

7. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Possible Members of a DMO Hotels Restaurants Local Attractions Convention Centers Other Vendors

8. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Activities of DMOs Site Review Process Determines if a site or location can accommodate a meeting’s requirements. The DMO sales manager can help gather information about meeting dates, the specifications of preferred facilities, the number of available hotel rooms and meeting rooms, and the logistics of moving the meeting facilities in and out.

9. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Activities of DMOs The “Leads” Process The DMO sales manager circulates meeting specifications to facilities and lodging entities that can accommodate the needs. The lead sheet can also set specific parameters for the meeting that limit which sites are invited. The DMO sales manager will then work closely with the meeting planner to decide which facilities and vendors to use. The DMO also may be the planner’s representative in the site city for conforming to codes and regulations.

10. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved The Convention Lead Sheet Can Contain: Name of the primary contact for the group Total number of room nights anticipated Dates of the meeting Decision date Total anticipated attendance Meeting space requirements Occupancy pattern of the meeting

11. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved General Services that DMOs Provide Offer unbiased information about services and facilities Serve as a vast information database Act as a liaison between planner and community Help organize special activities and after hours events Provide hotel room counts and meeting space statistics

12. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Specific Services that DMOs Provide Help with meeting facility availability. Function as a transportation network – shuttle service, ground transportation. Provide information on local events, activities, sights, restaurants, and tours. Provide housing services and reservations for delegates. Serve as a liaison to local government officials.

13. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved More Specific Services that DMOs Provide Can provide access to special venues Assist in the creation of collateral material Assist with on-site logistics and registration Can develop spouse tours and pre- and post- meeting events Provide local speakers Help secure auxiliary services such as catering, security, etc.

14. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Destination Marketing Association International (DMAI) The world’s largest resource for official DMOs. Mission is to enhance the professionalism, effectiveness, and images of DMOs. Founded in 1914, originally called the Conventions and Visitor’s Bureau (CVB). Serves over 1,300 professionals from more than 600 DMOs in more than 25 countries.

15. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI Offers comprehensive year-round education programs. Publishes a weekly electronic newsletter. Sponsors DMO-focused research studies through its foundation. Actively promotes DMOs worldwide. Links DMOs directly to consumers and meeting planners.

16. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI’s Meeting Information Network (MINT) The premier conventions and meetings online database Houses information on over 34,000 meetings from 17,000 organizations Over 150 DMOs report detailed meeting history information on events held in their cities Provides critical marketing and sales direction to DMOs and the convention industry

17. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved OfficialTravelGuide.com DMAI’s official online travel portal Links consumers and meeting professionals directly to DMOs and Tourist Boards Contains official information for 1,200+ destinations Includes information on hotels, conference hotels, convention centers, attractions, and activities

18. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI’s Online RFP RFP = Request for Proposal www.destinationmarketing.org Meeting professionals can send their meeting specifications around the world. Organizations can seek professional assistance in planning a meeting.

19. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved Destinations Showcase One-day exhibition and conference by DMAI. Meeting planners can meet face-to-face with representatives of destinations around the world. Attendees can attend education sessions, network, explore destinations, and “shop” with RFPs.

20. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI Professional Development Offerings Annual Convention Destination Management and Marketing Institute (DMMI) CEO Forum Global Executive Forum COO/CFO Forum Sales Academy (Parts I & II and Online) Shirtsleeve Sessions

21. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI’s Certified Destination Management Executive Program (CDME) CDME (Certified Destination Management Executive) PDM Certificate (Professional Destination Management) DMAP (Destination Marketing Accreditation Program)

22. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI Foundation Sponsors and publishes research and resources; for example: DMO Compensation and Benefits Survey DMO Organizational and Financial Profile Convention Spending Research Program

23. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI Resource Center Online center that houses valuable information for DMO professionals: Brand information Research statistics Links to events Glossaries of industry terms Survey results Sample documents

24. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved DMAI Foundation Created in 1993 to enhance and complement the DMAI and the industry through research, education, vision, and development of resources and partnerships. Classified as a charitable organization by the IRS. Run by the Board of Trustees, made up of members of the DMAI and representatives from related industry organizations.

25. Fenich: Meetings, Expositions, Events & Conventions, 2 nd ed.© 2008 Pearson Education, Upper Saddle River, NJ 07458. All rights reserved To Sum Up: DMOs have been an integral part of the meetings and convention industry for over 100 years. DMOs have gone from being destination marketers to destination managers, becoming involved in every aspect of their destinations and therefore enriching the experience for meeting attendees and visitors.