Cvent. Danny Breatchel

Transcription

1 Cvent Danny Breatchel

2 Cvent Best Practices to Enhance your Profile, Visibility, Response, & Results Danny Breatchel Jerry Meng Kate Anthony Suzanne Shogren, Cvent 2

3 Global Perspective - Cvent The world s largest online meeting & event sourcing platform - the erfp. Built as a tool for meeting planners 265,000+ venues listed on Cvent 67,000+ active meeting planners utilizing Cvent Supplier Network Used extensively by key Enterprise accounts American Express BCD M&E Maritz Travel Company Conference Direct Helms-Briscoe etc. 3

4 RFP Value Room Nights ~$14B $11.4B 34M $6.5B $8B $9.8B 21M 27M 29M $2.4B $3.2B $4.7B 6.8M 9M 14M

5 Cvent CONNECT ,000+ Registered Event Planners 20% growth from 2016 to 2017; world s premier event technology conference 3:1 Planner to Supplier Ratio 90% of 2017 attendees want to return again in

6 Cvent CONNECT Tradeshow 5:1 planner to exhibitor ratio 30 Planner meetings per exhibitor average 300 booths in 2017 vs. 160 in 2016 Preferred will again exhibit and is working on multi-hotel presence for

7 Preferred Chain Filter for Venue Search

8 Preferred Hotels & Resorts Chain Filter on CVENT

9 Preferred Hotels & Resorts Chain Filter Member Hotel Benefits include: Preferred Hotels & Resorts the ONLY Independent portfolio of hotels with a chain filter on Cvent. An additional level of Visibility to meeting planners Can be found on multiple chain filters INDEPENDENT/OTHER, etc. Inclusion in our PHR Marketing on Cvent Brand Page All at no cost to member hotels 9

10 Basic Photo Layout Slide: 3pt gold border and shadow 10

11 Optimizing your Venue Profile 11

12 Basic Photo Layout Slide: 3pt gold border and shadow To match this Black drop shadow, use the following settings under shape effects: Shadow Color: Black Transparency: 37% Blur: 31pt Angle: 44degrees Distance: 14pt 12

13 Venue Profile Scorecard 13

14 Optimizing your Venue Profile Utilize the Cvent Community & Support Don t replicate information Speak in the language of the meeting planner How you can help them accomplish their event objectives Ratings Stars vs. Diamonds Add Preferred branding In Hotel Overview text area Download PHR logo and include in your image gallery Add PHR collateral in documents and add l information+ iprefer Planner Program? 14

15 CVENT The Planner SEARCH Process 15

16 CVENT The Planner SEARCH Process 92 % of planners begin their search using the Destination Guide 86 % visit the Promotions Hub during their search 16

17 RFP Distribution Path Direct to Venue up to 9 venues may be sourced per RFP Direct to Venue with copy to NSO Direct to NSO for distribution to multiple venues 17

18 How a client searches on Cvent

19 Effective Management of the RFP Process - Your Response 19

20 Effective Management of the RFP Process Did you know....? Hotel Response 84 % Average Response Rate 2.8 Days Average Response Time 47 % of Total RFPS responded to within 24 hours 20

21 Effective Management of the RFP Process Did you know....? Award Behavior 58 % of RFP s are awarded to the 1 st three responders, in rank order 21

22 RESPONSE TIME RANK CORRELATION Awarded Proposals on the Cvent Hospitality Cloud % of Awarded Proposals 25% 20% 15% 10% 5% 0% 20% 20% 18% 12% 10% 8% 5% 4% or More Rank of Awarded Proposal RESPONSE TIME RANK % OF CONFIRMED BIDS 8 or MORE 20% 20% 18% 12% 8% 5% 4% 10%

23 Effective Management of the RFP Process Did you know....? Award Behavior 18 % of RFPs awarded BEFORE decision date 4 % - of RFPs awarded ON decision date 41 % of RFPs awarded AFTER the decision date 23

24 Effective Management of the RFP Process How does Price impact who wins business? 28 % goes to the Highest Bid 35 % goes to the Middle Bid 37 % goes to the Lowest Bid 32 % awarded at a rate higher than originally budgeted by the client $198 = Average Awarded ADR 16 % of unique RFP s have date flexibility % awarded to a different set of dates than originally requested and when client indicated there was no flexibility. 24

25 Effective Management of the RFP Process Did you know....? 18 % of RFPs sent directly to the CVB 181 days = Average Booking Window 27 % of Total RFPS 25 attendees and 25 peak rooms 47 % of Total RFPS 50 attendees and 50 peak rooms 25

26 ~$60K avg meeting value The Average Cvent Meeting Duration Room Nights Awarded ADR $184 $188 $196 $ $

27 Effective Management of the RFP Process Thoughts, suggestions, & real life experiences to incorporate into your approach Jerry Meng & Kate Anthony 27

28 BEST PRACTICES Respond on time - I m serious about your business! Read the entire RFP Pay special attention to planners individual questions and address every point in a clear and concise manner. Be thorough without being exhaustive Be flexible & offer alternatives Add Value to hotel proposal - special concessions or promotions make the planners/clients feel they are special! Add Attachments, testimonials and/or hyperlinks (if available) to hotel proposal 28

29 Effective Management of the RFP Process - What concessions do planners want? Top Discount Sleeping Rooms 67 % ranked this important 2. Discounted Meeting Space 3. Meeting Room Wi-Fi 4. Discounted Menu Prices 5. Sleeping Room Wi-Fi 6. Allowable Attrition 7. Sleeping Room Upgrades 8. Discounted A/V 9. Discounted Parking 10. Late Checkout Times 29

30 WORK WITH YOUR PREFERRED NSO WHEN you receive NSO leads or see NSO is copied on CVENT Leads - Let s work smart together Follow-up tips Involve your NSO Follow up with clear purpose and sufficient information Attach hotel CVENT response in follow up Highlight 3 key selling points mirroring RFP requirements Respond WITHIN Cvent Offer special promotions if any 7/31/

31 WORK WITH YOUR PREFERRED NSO Questions or Discussion? 7/31/

32 THE HOSPITALITY CLOUD 3 PILLARS GROUP MARKETING SOLUTIONS GROUP DEMAND MANAGEMENT GROUP BUSINESS INTELLIGENCE CREATE BRAND AWARENESS & LEAD GENERATION MANAGE RESPONSE TIME MEASURE PERFORMANCE MANAGEMENT

33 CVENT Optimizing Visibility to drive more RFP s and more Awarded business 33

34 Passkey Intelligence Cvent Meetings Magazine Basic Reporting Premier Marketing Package Enhanced Marketing Package Proposal Defaults SocialWall Suggested Ads Enterprise Dashboards Passkey Recommended Hotels RFP Assignment Transient Star Marketing Package Blog Sponsorship Group Analytics Consulting Newsletter Transient RFP Publisher Standard Marketing Package Hotel Fit Score RFP Labels Promotions Hub Diamond Listings Group Comp Set Dashboards Scorecards, Performance Reports Competitive Market Ads Transient Marketplace Intelligence Custom RFP Views Routing & Escalation Rules Transient Market Leads RFP Score Hero Ads Search Screen Sponsorship Basic & Advanced Custom Proposal Template Supplier Certification Video Marketing Deep Dive Reports Suggested Ad Boost

35 Cvent Marketing Solutions Alliance Partner Hyperdisk Marketing Michael Mustafa Vice President, Sales & Strategic Services 35

36 Basic Photo Layout Slide: 3pt gold border and shadow 36

37 Cvent & Preferred Hotels & Resorts Partnership 37

38 Questions? 38