Were are all the Corporate Meetings & Incentives going?

Replies to This Discussion

Permalink Reply by Keith Johnston on March 2, 2009 at 10:51pm

This is actually a tough question. What are we doing.

Actually, from the event planning perspective, not much has changed in the way we are looking for and retaining clients. The problem lies in actually finding clients that want to have meetings and incentives unless they are mission critical.

What I am finding is that we must explain to clients why meetings and events are still necessary and that they are important to their business and that canceling a meeting to help with public opinion or the bottom line may actually do more harm to their business in long run than the simple short term benefit of "lets cancel the meeting".

I would love to hear what others think as well. I have many friends in the industry who are in the trenches and right now there is an overwhelming feeling of dread and doom. I personally know about 10 people who no longer have positions and their are more "heads on the chopping block".

▶ Reply to This

Permalink Reply by Todd Roesler on March 3, 2009 at 1:27pm

Keith:

Your comments are very welcome and right on target with all market conditions. In San Diago, the CVB let 14 people go on staff. The Resort Luxury golf, spa and destination business is dying. Phoneix was off 52% to one year ago in REVPAR, corporations, businesses and clients are all suffering.

In MI we are looking to retool our outbound effort to attract more SMERF and as you mentioned, nurture our current relationships that we do have. We have a new Convention Center with 300K sq ft. and attached to Performing Arts, space and multiple venues. It seems in the current conditions, the hot seat is sales, marketing and relationshi management, however the businesses that came last year, aren't coming because they can't afford it. We must have faith and determination to win at whatever challenge. Dome and gloom is easy to talk about, winnng is hard work. many sales people today have never sold in a down market. Many Sales people have never heard of "gurellia marketing". It is very challenging.............time, and thanks for sharing..

▶ Reply to This

Permalink Reply by Serenity J. Knutson on March 4, 2009 at 11:06am

Thank you, Todd, for sharing your perspective. You're absolutely right - many salespeople have never worked in an environment such as that we now face, and it seems some are uncertain about how to approach it.

Here's a question for you: are the salespeople who have been around this block before able to guide their less-experienced counterparts during current challenges? Is the up-and-coming workforce finding support in these times?

I'm very interested in hearing more of your thoughts on this topic!

▶ Reply to This

Permalink Reply by Keith Johnston on March 3, 2009 at 2:43pm

I do feel bad for the sales people that came up in the "good times", they are easily discouraged because the deals used to come in on a regular basis. The smart ones will learn and the rest will be culled from the herd I guess.

One of the things that I have noticed is the lack of many to go after the "low hanging fruit" by taking advantage of their websites by making them user friendly and using optimization to come up higher in Google where most meeting and event planners are beginning their searches.

I feel the pain (very Clintonesque) of everyone in the industry. We too have lost clients that are canceling incentives because they have perception issues and conferences and meetings because budgets have been slashed.

You make a good point about guerrilla marketing, it is a technique that pays huge dividends in the end for those that take the time to make it work. By getting listed on every directory (even free listings) and working sites like this, linkedin and plaxo on a regular basis, you can reap some rewards if we can all hang in there!

▶ Reply to This