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

2. Arnaldo Nardone 38 years in the tourism Industry. 35 years as a Hotelier. 14 years in the meeting industry. Cocal- JMIC-ICCA Sales & Marketing.

3. 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.

4. Uruguay

5. Diego Forlan

6. Evolution of meetings 2000-2009- ICCA- 400 news – not all the market Genetics, biotecnology, robótics,nanotecnology

7. International Congress and Convention Associationwww.iccaworld.com Meetings in Asia Pacific Year# EventsMarket share 200089517.5% 200196519.0% 20021,08118.3% 20031,04517.5% 20041,41519.8% 20051,43219.8% 20061,55720.4% 20071,58420.9% 20081,53720.6% 20091,69120.4% Venues Professionalism Intensified Competition.

8. International Congress and Convention Associationwww.iccaworld.com Top 10 countries Asia Pacific Rank Country2009 1Japan257 2China PR245 3Republic of Korea176 4Australia169 5Singapore119 6Thailand103 7Malaysia96 8Chinese Taipei91 India91 10Hong Kong, China PR67 China is poised-ready to overtake Japan-Potential for destinations

9. ¿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?

10. International Congress and Convention Associationwww.iccaworld.com Top 10 cities Asia Pacific Rank City2009 1 Singapore119 2 Seoul96 3 Beijing90 4 Bangkok76 5 Kuala Lumpur72 6 Hong Kong67 7 Taipei64 8 Sydney61 9 Shanghai58 10 Tokyo58

11. International Congress and Convention Associationwww.iccaworld.com Top Cities in China PR Rank City2009 1Beijing96 2Shanghai58 3Xian11 4Guangzhou9 5Xiamen7 6Dalian6 7Tianjin5 Second cities will climb swiftly when regional asia-pacific Association events increase in number &scale.

12. 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.

13. There is a Big Association Business regional and Worldwide.

14. BUT Which are the keys of sucess?

15. International Congress and Convention Associationwww.iccaworld.com The Bidding process. The final decision-making. International Congress & Convention Association

16. Bidding process Strategic thinking & actions

17. International Congress and Convention Associationwww.iccaworld.com 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.

18. International Congress and Convention Associationwww.iccaworld.com 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

19. Analysis of a Bidding process Long and complex. Mixed work- our local destination work.Mixed work- our local destination work. Our decisions prevailed. Our decisions prevailed. Fase 1 Fase 2 Fase 3 Fase 4 Fase 5 Fase 6 Initial Research Local Contact International Contact Bid manual Evaluation Money-time requirements Final evaluation Final decision Bidding created

20. Analysis of a Bidding process Mixed work- local destination workMixed work- local destination work Association decision prevailed.Association decision prevailed. Fase 7 Fase 8 Fase 9 Fase 10 shortlisting Detailed Site inspections Final BID presentation Decision

21. DECISION MAKING CRITERIA. ASSOCIATION´S DECISION.

22. International Congress and Convention Associationwww.iccaworld.com 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.

23. International Congress and Convention Associationwww.iccaworld.com 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

24. International Congress and Convention Associationwww.iccaworld.com 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

25. International Congress and Convention Associationwww.iccaworld.com Financial criteria WHAT 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.

26. International Congress and Convention Associationwww.iccaworld.com 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.

27. International Congress and Convention Associationwww.iccaworld.com 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!

28. International Congress and Convention Associationwww.iccaworld.com 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!

29. International Congress and Convention Associationwww.iccaworld.com International association meetings: bidding and decision-making Thank you for your attention! International Congress & Convention Association