“Winning Strategies” Report Reveals Best Practices for Today's Tough Meetings Market

By Karyl Leigh Barnes Executive Vice President & Partner, Development Counsellors International | October 28, 2012

Competition among destinations to snare meetings and conventions business has never been more challenging. Cities are marketing themselves with new infrastructure and services for greater buyer appeal, but there are fewer hosting opportunities and lower attendance at events.

As demand has diminished from what it was a few years ago there's greater availability. Today's marketplace is demanding that destinations use best marketing practice to even survive.

In a recent study, meetings buyers - meeting planners – revealed what marketing techniques meetings sellers – destination marketing organizations and other hospitality members – should use to influence buying selections.

Car racing, football and politics are blood sports of long standing, and now there's a business activity that requires the same survival skills: meetings and conventions procurement.

It's no news to hoteliers and others in the hospitality and tourism industry that snaring lucrative meetings for their destinations has never been as difficult as it is today. Cities have expanded and enhanced meeting facilities and other infrastructure for greater appeal to buyers, yet fewer events and lower attendance at those events has produced a market that resembles a housing war in which multiple bidders offer competitive contracts.

So what should destination marketing organizations (DMOs) do to not just survive but thrive in their pursuit of meetings business?

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