1. Collaborating with Conferences By Kevin Reading and Merrill Marker May 31, 2015

2. Overview Where we were Establishment of a Hospitality Services Department Building the right Conference Service Team Establishing Partnerships Campus Connections External Hospitality Marketing Where we are now

3. Where we were: Summer 2010 In Millions

4. Establishment of Hospitality Services Establishing of Hospitality Services within Auxiliary Services Conference Services (Student Affairs) USD Catering (Business Services) La Gran Terraza Restaurant (Business Services) Hiring New Positions Director of Hospitality Services Catering Sales Coordinator* -USD Catering -La Gran Terraza Restaurant

5. Why Hospitality Services By combining Conference Services and Catering we are able to make business decision based on the overall value of a program to the University as opposed to individual departments. This applies beyond Conference Services and Catering.

6. Goal of Hospitality Services: Drive Revenue unrelated to Students

7. Building the Right Team: Conference Services Build a Sales Focused Team “One stop” experience for the guest Sales through service Management Director of Conference Services (FT) Operations Manager (FT) Office Manager (Dining Manager Summer Only) Student Staff (Seasonal) 20-25 Staff Specific Job responsibility Housing Dining Billing Meeting

8. Establishing Partnerships: Campus Connections Partner with non-sales people Attend trade shows/conferences together Assist with staffing trade show booths Offer to host a pre-planning meeting Assist with Campus Tours Assist Independent Venues in Selling Space Understand their needs Respect the efforts they have made Initiate the concept of compromise Everyone gives a little Offer Sales and Marketing Support

9. Establishing Partnerships: Campus Connections Offer centralized billing Convenient for clients Convenient for campus Work with central scheduling to relocate internal programs freeing up conference space Become known on campus Volunteer for Committees and Special Projects Ensure campus knows the overall value of Conference Services Impacts more than housing and dining Do favors where you can

10. Establishing Partnerships: Campus Connections Enlist the aid of non-traditional partners Public Safety Facilities The Immaculata

11. Establishing Partnerships: Campus Connections Specific Department Connections Athletics Professional and Continuing Education Partner to develop programs with an educational component KIPJ – Prior to 2012 space at the KIPJ was not available to Conference Services in 2014 an additional $24,753 was generated in facility fees.

12. Establishing Partnerships: External US Sports Camps/Nike Act as liaison between client and campus Act as liaison between client and outside facilities Set goals as partners and assist each in getting to those goals Since 2012 went from (1) Sport to (10) 569% percent increase in participants (170 to 870) Additional Partnership Opportunities Developed an incentive to drive bed nights Volunteering at a conference

13. Hospitality Marketing Weekly Conference Marketing Meeting Discuss new sales leads Discuss current and new marketing opportunities Annual Hospitality Fair Introduce campus to services Campus Offerings Off Campus Partners Unique Venues Print Advertising Targeted for specific market segments Religious Sports Camps

14. Hospitality Marketing Tradeshows (reverse) Rejuvenate (Religious) Collaborate (Corporate) SYTA (Student Youth Travel Assn) Developed a web-site separate from the University Maintain a social media presence Participate in meeting planning and other industry associations Join the local CVB/Tourism Board

15. Where we are: Summer 2014 Connected Revenue for other USD Departments 201120132014 Dining Services$ 529,381$795,324$918,777 Catering$ 122,634$409,915$423,242 Sub Total$652,015$1,205,239$1,342,019 Athletics$69,410$80,594 Parking$30,695$16,657 Room Rental$26,875$38,903 Public Safety$9,071$7,978 Trams$2,604$1,838 Sub Total$74,503$138,655$145,970 Total Revenue$726,518$1,343,894$1,487,989

16. Where we are: Summer 2014 In Millions

17. Q&A Session