Slide1: Panel of Conference Organizers (POCO) 12-14 July 2007 Hyatt Regency Vancouver, CANADA Global Sales IEEE


Diana Voto, CMPNational Sales Director Disney Resort Destinations New York Global Office(212) 536-6441 diana.voto@disney.comwww.disneymeetings.com: Diana Voto, CMP National Sales Director Disney Resort Destinations New York Global Office (212) 536-6441 diana.voto@disney.com www.disneymeetings.com


Donna Kelley, CMP, CASEMarriott Global Sales(215) 428-0510  donna.kelley@marriott.comwww.marriott.com: Donna Kelley, CMP, CASE Marriott Global Sales (215) 428-0510 donna.kelley@marriott.com www.marriott.com


Dean D'AnnaAssociate Director, Northeast Global Sales Office (212) 459-7510   dean.d'anna@starwoodhotels.com: Dean D'Anna Associate Director, Northeast Global Sales Office  (212) 459-7510    dean.d'anna@starwoodhotels.com


Bob Bitner Hilton Domesticbob_bitner@hilton.com Rosalie Batista Hilton Internationalrosalie_batista@hilton.com Presented by: Vito Curalli vito_curalli@hilton.com: Bob Bitner Hilton Domestic bob_bitner@hilton.com Rosalie Batista Hilton International rosalie_batista@hilton.com Presented by: Vito Curalli vito_curalli@hilton.com


Slide6: Michelle Nicoletti Director, Worldwide Accounts Hyatt Hotels Corporation Phone: 516-783-0666 mnicolet@hyatt.com www.hyatt.com Presented by: Ernie Pshebinisky


Slide7: Christina Larson Director, Association Sales, Vancouver The Fairmont Waterfront & Fairmont Hotel Vancouver presenting on behalf of Your Global Sales Contact: Elizabeth Maisonet Director, Global Accounts Fairmont Hotels & Resorts and Raffles Hotels & Resorts 410 Park Avenue, 6th Floor New York, NY 10022 Phone: 212-715-7073 Fax: 212-750-0570 Email: Elizabeth.Maisonet@Fairmont.com www.fairmont.com


Global National Sales OfficesIEEE Resources: Global National Sales Offices IEEE Resources Diana Voto – Disney Resort Destinations NY Global Office diana.voto@disney.com Sebastien Legrand - Concorde Hotels slegrand@concorde-hotels.com Elizabeth Maisonet - Fairmont Hotels elizabeth.maisonet@fairmont.com Merideth Bord – 4 Seasons/Regent merideth.bord@fourseasons.com Linda Pond Rindos - Gaylord Hotels lrindos@gaylordhotels.com Bob Bitner – Hilton Domestic Bob_Bitner@hilton.com Rosalie Batista – Hilton International rosalie_batista@hilton.com Michelle Nicoletti – Hyatt Hotels Corporation mnicolet@hyatt.com Felicia Witsell - Hyatt International felicia.witsell@hyattintl.com Mark V. O'Day - InterContinental Hotels Mark.ODay@ihg.com Donna Kelley – Marriot Global Sales donna.kelley@marriott.com Amy Vlachos – Omni avlachos@omnihotels.com Liz Copti - Perferred Hotel ecopti@preferredhotelgroup.com Christina Cameris - Ritz Carlton christina.cameris@ritzcarlton.com Natalie Moran - SOFITEL - NOVOTEL – MERCURE moran_natalie@accor-na.com Dean D'Anna – Starwood Hotels/ Westin/Sheraton dean.d'anna@starwoodhotels.com Allison Lynch - Wyndham alynch@wyndham.com


Role of the Global Sales Organization: Role of the Global Sales Organization


Model for Partnership: Model for Partnership Destination expertise Property expertise Account expertise Solutions provider Advocacy Industry expertise Contract requirements Organizational history Operational expertise Industry relationships Benchmarking/Best Practice Supplier relationships Logistical requirements Operational expertise Conference budget Marketing/Promotion Volunteer involvement IEEE Conference Management Team The National Sales Organization IEEE Conference Organizer


Hotel Chains Global Account: Hotel Chains Global Account Pyramid for Success


Benefit to IEEE Meeting Organizers: Benefit to IEEE Meeting Organizers


Slide14: Source: World Travel & Tourism Council 2007 Economic Research World Travel & Tourism 2007 In 2007, the Travel & Tourism Industry around the world is expected to: Generate US$7 billion of economic activity, 13.2 trillion by 2017 10.4% of the total global Gross Domestic Product 231,222,000 jobs representing 8.3% of total employment


International Economic Growth: International Economic Growth Countries with the largest projected Travel & Tourism Demand in 2006: (US$ Million) United States 1,652,646 Japan 522,894 Germany 412,607 China 353,672 France 336,535 United Kingdom 328,298 Spain 251,972 Italy 246,927 Canada 189,082 Mexico 140,450 Sources: WTTO – The 2006 Travel & Tourism Economic Research


International Travel & Tourism: International Travel & Tourism Sources: WTTC 2006 TSA Research, Super Summary


International Business Travel 2007: International Business Travel 2007 Countries with the largest projected Business Travel Spend in 2007: (US$ Million) United States 178,879 Japan 63,967 Germany 55,444 China 46,798 United Kingdom 46,276 France 38,002 Italy 33,689 Spain 17,865 Canada 16,420 Korea, Republic of 13,329 Sources: WTTC Year 2007 TSA Research, Super Summary


International Business Travel 2007: International Business Travel 2007 Countries that are expected to grow their Business Travel fastest in 2007: (% Real Growth) Angola 35.3 Kenya 28.0 Bahrain 26.9 Venezuela 24.0 Qatar 22.3 Azerbaijan 21.0 Libya 20.5 China 18.3 Chile 18.0 Saudi Arabia 17.5 Sources: WTTC Year 2007 TSA Research, Super Summary


European Trends: European Trends Sources:STR Global Hotel Review January 2007 Top European Destination Markets Year End 2006


European Trends: European Trends Sources:Travel Weekly “Lodging Econometrics notices building boom in European Hotels (3/19/2007) Europe’s Top Five Hot Hotel Supply Markets (Four and five star hotels in development) UK: 147 Hotel projects in development; 74 in London Russia: 34 hotel projects; 15 in Moscow and 10 in St. Petersburg Turkey: 28 hotel projects; 14 in Istanbul France: 27 hotel projects; 7 in Paris Spain: 20 hotel projects; 12 in Madrid and 8 in Barcelona


Travel Trends to watch in 2007 : Travel Trends to watch in 2007 Asia Baby Boomers Spas and All-Inclusive Resorts Cruises Niche Travel Green Travel Connoisseur Travel Europe Gets “Bigger Niche Services Security and Passports Security Passports Sources: MSNBC.com “ What Globe-Trotters Can Expect over the Next Year” 1/2007


International Meetings“Tips for International Meetings”: International Meetings “Tips for International Meetings” Involve your GSO They can be your best advocate Involve the country’s Tourism Commission Understand the customs of the country Contracts are different than USA Different but easy Less negotiations


Solving the Culture Mystery: Solving the Culture Mystery


Definition of Culture: Definition of Culture “National culture as the collective mental programming of the people of any particular nationality. The mental programming shapes the values, attitudes, competences, behaviors, and perceptions of priority of that nationality.” Hofestede, G. So… who are we dealing with?


United Kingdom: United Kingdom The Englishman sees himself as a good arbitrator and administrator. This probably harks back to Colonial times when District Commissioners had to pass daily judgment on local conflicts. insular tradition-bound supports underdog laughs at himself; reasonable a compromiser; fair play diplomatic; humorous eccentric; casual conceals some feelings uneasy with foreigners love of debate; uses coded speech understates; doesn't work hard openly law-abiding; class conscious; inventive 


Germany: Germany Germans see themselves as the most punctual, reliable, honest and efficient people in the world. There is a lot of national self-trust. They are most conscious of their strong work ethic and sense of order (Ordnung).  serious efficient (gründlich) organized; truth before tact strong sense of duty (Pflicht) ordnung; law-abiding honest; requires context frank, direct; faithful; conformist soul-searching; admires solidity intense; logical formal; time-dominated; plans well ahead tendency to complicate; fair; private 


France: France The French see themselves as the unswerving defenders of Western European Culture. In meetings the French easily fall into the role of ‘orators’.  rational; precise; socially formal; chauvinistic; messianic charismatic; inquisitive loquacious; opinionated sense of intellectual superiority respect education; oratorical cautious; seek beauty, form and style intense; cynical; dislike too many laws dislike compromise; grandiose hate mediocrity 


Italy: Italy Italians see themselves as great humanists and great communicators.  extrovert loquacious communicative emotional; flexible stylish, fashionable unpunctual; anarchic charming; charismatic displays feelings; sociable affectionate; idealizes family non-chauvinistic; not touchy brilliant improviser; a survivor people-oriented; group-oriented circumvents laws; embroiders truth 


Japan: Japan Japanese see themselves as the most honest people in the world and generally the most reliable. They back this up by nearly always fulfilling their commitments. They consider the Japanese race (and language) unique. No foreigner (gaijin) can ever measure up completely to a Japanese.  modesty discipline obedience ultra honesty dislike of words fidelity; tolerance desire for harmony tenacity; collectivism acceptance of hierarchy politeness; conservatism respect for elders, ancestor introversion, conceals feelings samurai spirit; no losing face


Culture: Culture Understand the basics of doing business with other countries by appreciating their accepted norms/behaviors These can translate into several key areas: Payment Negotiating Always be sensitive to these differences


Why Canada is easy?: Why Canada is easy? Canada is open Get the best bang for your buck Canada knows IEEE Year Round Destination Getting in and out of Canada is a breeze


More reasons Canada is easy?: More reasons Canada is easy? The Mounties will be very easy on you! Great Beer! Canadians are very funny! Canadians are very polite.