F OC U S O N
THE PROS AND CONS THE DMC (DESTINATION MANAGEMENT CONSULTANT)
THE PCO (PROFESSIONAL CONFERENCE ORGANISER)
Owner of Ripcord Promotions The pros A PCO who provides a turnkey solution usually has a wide range of experience covering events of all shapes and sizes, with suppliers that they work with regularly, and with whom they generally have long-standing relationships. Due to experience, they know what to look out for, and what needs to be done to ensure the success of the event and, therefore, can add value for the client. This gives the client peace of mind knowing that they have a group of professionals taking care of their event, who work well together as a team.
The cons I don’t believe there are any disadvantages, unless one is unfortunate enough to engage an operator who sells skills that they do not have – over-promising and under-delivering – which sadly does happen. This leaves the client with a bad experience that may deter them from ever engaging a PCO again. So, they lose out on what could, and should, be a positive outcome.
Who will benefit the most? Association conferences are particularly suited to this kind of service. While most will have an in-house event manager, the complexity of association conferences is such that one really needs a team of people to put it together, which the organisation may not have. The inhouse event manager will then most often be the conduit between the organising committee and the PCO, with the PCO taking care of all the logistical arrangements and acting as the project manager. While I believe a client can always benefit from a turnkey solution, I would make an exception for smaller corporate events. Most companies have in-house event managers who are more than capable of handling events for their staff. But if the events are large and complex, with lots of service providers and logistics, they may choose to work with a PCO, again because of their supplier base that they can rely on.
10 • MEETINGS l january/february 2018
THE EXHIBITION ORGANISER
Contributor 2
Contributor 1
Estelle Lötter, CMP
Contributor 3
Monique Bester
Sales manager at Tourvest Incentives Meetings and Events The pros Incentives (MICE travel) are still among the most valuable assets for a company to keep staff motivated. It all starts with an idea. However, the idea itself is worth nothing if the concept and organisation behind the event are not handled by a professional, experienced partner. We offer a one-stop shop to our clients – from the concept planning, running of the creative incentive teaser campaign, administration, logistics, visa assistance, flight management, hotel reservations, and the list goes on. It is about that one-stop-shop experience for a client, saving costs working with a reputable and market-leading partner and offering guests that once-in-a-lifetime experience.
The cons Having worked in both the inbound and outbound MICE market, I really don’t see any disadvantage for a client to work with a company that offers a full solution for MICE travel requirements. If not, the benefits outweigh any small disadvantage there might be.
Who will benefit the most? Our belief is that no event is too big or small for a client to enlist the services of a professional DMC or PCO for their MICE needs. However, clients who handle larger and more logistically laborious events are definitely more inclined to enlist the services of a MICE solutions professional. If a client is serious about providing their employees and executives a once-in-alifetime experience, they will understand the importance of enlisting the services of a company that provides full turnkey solutions and will execute a seamless event.
Emmanuel Patty
Operations director at Specialised Exhibitions The pros One of the biggest benefits is the ‘one-stopshop’ offering. Nothing kills the timeline of your project more than having to communicate with multiple companies. When one company handles your project from concept to completion, it’s easier to guarantee a higher-quality product. They have experienced staff resources across all levels and are able to service both larger and smaller events. Cost-effective pricing, a larger service offering and more creative ideas are also part of the benefits package.
The cons Disadvantages cited include the uncertainty of whether there will be hidden costs that will surface in the future. If new features are proposed, can you insist that these are changed and does this come at an extra cost? Does innovation get supressed when a turnkey solution is opted for, or maybe innovation and creative ideas also come at an extra cost? Some organisations may be wary that, having created and developed a new exhibition concept that services a particular sector, a full turnkey service provider could ‘take over’ the show in future or launch a competitive show. By partnering with a professional company where communication is open and transparent, where agreements are firmly in place, and where both parties are seeking a positive and mutually beneficial outcome, many of these perceived disadvantages could be put aside.
Who will benefit the most? In my opinion, turnkey solutions may work best for once-off events or events taking place on an infrequent basis. We see a trend in the market place that smaller businesses are venturing into this space due to difficult trading conditions. It would be better not to use a turnkey solution company if the client is unclear on their budget and their expectations. However, by opting to work with an experienced, professional and reputable company that fully understands and supports client requirements, it could still be the best option.
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