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Averages from STR Reports • Avg Occ in 2010: 62.6%

• Avg Occ Thursday –> Sunday: 52.8%

• Avg Occ in 2011 (Jan-Mar): 64.2%

• Avg Occ Thursday –> Sunday: 53.7%


Our Goals: • • • • •

Identify potential clients at national and regional shows Schedule out-of-state sales missions once per quarter Host workshops each year (wedding, reunion, etc.) Become more involved in GaMPI and GSAE Call on clients directly each Tuesday and Thursday – Goal of three meetings each day – Follow-ups Wednesday and Friday


2011 Shows


February 22 – 24, Atlanta

• • • •

Tour operators for group travel Appointment based trade show focused on southern states Tour operators visited suppliers in pre-set appointments 700+ operators in attendance

• CVBD took 13 appointments with tour companies • CVBD also displayed on the floor and networked with hundreds of group tour operators throughout the showcase


April 28, 2011 – Sandy Springs

• • • •

Meeting planners from the Atlanta area Walk-up traffic Planners visited CVBD booth Approximately 70 planners in attendance

• Met with planners representing universities, corporations, associations and non-profits


• • • •

Tour operators and educators for student and youth travel Appointment based trade show Planners visit suppliers in pre-set appointments Projected attendance is between 800 and 1,000

• The SYTA Annual Conference is the premier event for the student and youth travel market. It serves as the essential marketplace and networking event for the industry


August 25 – 27, Chicago, IL

• • • •

SMERF, sports and associations meeting planners Appointment based “reverse” trade show Suppliers visit planners in pre-set appointments 850+ attendees; 370+ meeting planners

• Planners must meet the following criteria: • Events must utilize at least 150 rooms on peak night • Events must move from state to state • Planner must be decision-maker for site selection of event


September 25 – 28, Fort Worth, TX

• Group tour operators representing Arkansas, Louisiana, Mississippi, Oklahoma and Texas • Appointment based “reverse” trade show • Suppliers visit with operators in pre-set appointments • Attendance includes operators, charters and suppliers • Feedback from other attending DMOs has been very positive • Organization is expanding (began with four states; now up to five)


October, Dunwoody

• • • •

Parents, planners and Bar/Bat Mitzvah organizers Consumer show with walk-up traffic Attendees visit the CVBD booth Largest Bar/Bat Mitzvah expo in Georgia

• Given Atlanta’s considerable Jewish presence and Dunwoody’s first-class hotels with event space and guest rooms for Bar/Bat Mitzvahs, the CVBD will both sponsor and participate in the Expo again in October


• • • •

Faith based religious meeting planners Appointment based “reverse” trade show Suppliers visit planners in pre-set appointments 1,100+ attendees; 370+ meeting planners

• Planners must meet the following criteria: • Events must utilize at least 50 rooms on peak night • Events must move from state to state • Planner must be decision-maker for site selection of event


• • • •

Meeting planners planning meetings in the Southeast Appointment based trade show Planners visit suppliers in pre-set appointments Average appointments between 15-20

• Planners are qualified before they are invited


Sales Missions • 2nd Quarter: • 3rd Quarter: • 4th Quarter:

Birmingham, AL Knoxville, TN Charlotte, NC


Tuesday/Thursday Sales Calls


Follow-Up • E-Newsletter sent to clients quarterly – What’s new and what’s going on • Direct mailer sent to clients [Jan & Aug] – Featured QR code that will drive to website

• Follow-up calls and e-mails


Discussion • When are your dead times?

• What are you currently working on?

• How are you marketing?

• What are your clients saying?

• Do you budget for co-op marketing?

• How do we beat Sandy Springs?

2011 Stategic Sales Efforts  

2011 sales plan for the Convention & Visitors Bureau of Dunwoody

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