1. WELCOME

2. Hear results of planner and hotel interviews about the pivotal role of the DMO Sales Professional Understand the importance of the two key roles uncovered Prepare to take action on the contributions of the DMO Sales Professional that matter most, as identified by both planners and hotels

3. WHAT IS YOUR PAIN POINT? Planners don’t associate -top of mind- CVBs with FIND

4. What Planners Have to Say About CVBs/DMOs

5. What is Changing for Sales Professionals 57% Corporate Executive Board

6. What is Changing for Sales Professionals We are looking to drive greater efficiencies and automating the processes where human interactions do not add value. ---Hotel’s View in eRFP Efficiencies (2013 DMAI/HTNG Webinar)

7. “Our reputations do not come from how we talk about ourselves. Our reputations come from how others talk about us.” ---Simon Sinek

8. Planners are RAVING FANS… or fall into one of 3 buckets unaware otherwise engaged unaware dissatisfied or misperception otherwise engaged

9. What about lead distribution? Are you really my advocate, or do you have a membership bias? Don’t you just handle city- wides? Free…what’s the catch? How do you share credit with my other partners? SPEAK UP… I CAN’T HEAR YOU!!!

10. Our Promise and Value To Planners – Comprehensive View of the Destination – Local Expertise – Extensive In-Market Relationships – FREE to YOU! We are the best first point of contact to help planners FIND the right fit for any size meeting. Over 500 DMO Sales Professionals Reached

11. What Are Your Concerns? as a CVB Sales Professional A.Lack of understanding about my value by planners B.Credibility with my local hoteliers C.“Just being copied” on leads from planners/ third parties D.Multiple channels available to planners that now do what you do E.No concerns F.Other

12. What Are Your Concerns? as a CVB Sales Professional

13. We are the best first point of contact to help planners FIND the right fit for any size meeting. Comprehensive View of the Destination Local Expertise Extensive In- Market Relationships FREE to you! ? Our Promise Our Value Our Roles INSIDERS …Where do we go from here… WHAT WHY HOW

14. Six Industry Expert Interviews

18. Successful DMO Sales Professionals EDUCATORSFACILITATORS Let’s look at this way…

19. DMO Sales Professional as TIME SAVER PLANNER Saves me time and duplicity of effort in going direct to multiple parties HOTEL/VENUE PARTNERS Provides fully qualified leads that save me time and duplicity of efforts in research

20. DMO Sales Professional as KNOWLEDGE PROVIDER PLANNER Offers unique expert knowledge that helps me find the best match/deal for my meeting HOTEL/VENUE PARTNERS Delivers complete and high quality information about the meeting and planner that allows me the opportunity to truly differentiate my offerings

21. DMO Sales Professional as CONNECTOR PLANNER Provides me with connections I can trust and facilitates relationships within the destination HOTEL/VENUE PARTNERS Facilitates the relationship with the planner and helps support my sales position by knowing my hotel well

22. DMO Sales Professional as PROTECTOR PLANNER Helps protect me from sales pressure when I am still in the exploratory mode in a business model built to serve my interests, and acts as my eyes and ears in the destination keeping me informed of issues that may impact my meeting HOTEL/VENUE PARTNERS Trusted lead source that sends leads my hotel is well suited to deliver on, and one that helps me understand how and when a planner wants to communicate

23. We are the best first point of contact to help planners FIND the right fit for any size meeting. --Comprehensive View of the Destination --Local Expertise --Extensive In-Market Relationships --FREE to you! Educators and Facilitators for Our Planners and Community Stakeholders as: --Time Savers --Knowledge Providers --Connectors --Protectors Our Promise Our Value Our Roles

24. The Steps to Sustaining the CVB Sales Professional Value 1.Talk the same language & promise the same thing 2.Take action and adopt new roles to support both planners & hoteliers 3.Join the industry in educating planners about our value 3

25. Stay Connected…Be a Champion! www.empowermint.com/insider