Group Sales Co-Operative Program FY 15-16

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1 Group Sales Co-Operative Program FY 15-16

2 Overview v Introduction v Visit Santa Barbara Group Sales Strategy v Industry Trends v Partnership Solicitation and Agreements v Partnership Opportunities: Tradeshows v Partnership Opportunities: Client Events v Promotional Opportunities v Keeping Santa Barbara Top of Mind

3 Introduction The Visit Santa Barbara Sales Department markets primarily to the Meetings Industry and Travel Trade. Within the Meetings Industry- corporate, incentive and association are our key target markets and the SMERF market of Education. For Tour & Travel, the international focus is on Canada, Mexico, the United Kingdom, Western Europe, Australia/New Zealand, China and Brazil. Visit Santa Barbara partners with Visit California, the Central Coast Tourism Council (CCTC) as well as Black Diamond our agency of record in the UK to build brand awareness.

4 Strategy Overall strategy is to continue to stay top of mind with State, Regional and National meetings, incentive and association markets by attending tradeshows, regional meetings, conducting sales missions and hosting client events and FAM Tours. For Travel Trade, we will continue to promote Santa Barbara internationally by attending IPW and participating in international Sales Missions & Media events.

5 Meeting Industry Trends Ø Booking pace is strong for 2015 and for Ø Ø Ø With increased demand, group rates are advancing commensurately, depending on the location and the market. Business Segments on the Rise! Education (particularly engineering & technology), medical, bio tech, high tech, new media, association, not-for-profits, financial services and the incentive segment are all showing signs of recovery. Teambuilding Continues Its Trend Upward. After years of postponed or deferred meetings, many companies are using teambuilding to inspire camaraderie and revive enthusiasm. But this is not your 1990s ropes and obstacle courses; today's teambuilding is about scavenger hunts, early morning group fitness runs, competitive bowling, and culinary cook-offs.

6 Travel Trade Trends Ø International Travel Increase due to Visa approval being expedited. Ø China continues to be California s top overseas market in terms of visitors and spending volume. Ø Increase in Niche International Luxury Travel. Ø Destination Familiarity through Consumer Promotions.

7 Partnership Solicitation & Agreements The Sales Department solicits for participation via and attaches a Partnership Agreement Form. Signed agreements are confirmed on a first-come, first-serve bases or a lottery depending on demand. Each Agreement Form outlines the agreements and responsibilities associated with participation. Additional partnership opportunities may be added to the schedule as deemed appropriate.

8 Tradeshow Partnership Opportunities IncentiveWorks Canada s largest event for professionals who plan, organize or influence meetings and events Toronto, Canada August Partnerships Available Partner Fee: $1, Website: Contact: Cat Puccino Fee includes booth furnishings, décor, equipment, and exhibition fees; one pre-show and one post-show mailing; and shipment of collateral to show.

9 Tradeshow Partnership Opportunities MPINCC (Meeting Professionals International Northern California Chapter) World Education Congress San Francisco, California August Partnerships Available Partner Fee: $ Website: Contact: Mark Feldman Fee includes booth furnishings, décor, lunch, badge registration, one pre-show and one post-show mailing and shipment of collateral to show.

10 Tradeshow Partnership Opportunities IMEX America America's worldwide exhibition for incentive travel, meetings and events Las Vegas, Nevada October Partnerships Available Partner Fee: $2, Website: Contact: Cat Puccino Fee includes booth furnishings, décor, exhibit badge, client gifts, one pre-show and one post-show mailing; and shipment of collateral to show. Each partner will have an opportunity to schedule appointments for their individual property.

11 Tradeshow Partnership Opportunities CalSAE (California Society of Association Executives) Seasonal Spectacular Attracts California decision makers in the Association community Sacramento, California December 3, Partnerships Available Partner Fee: $ Website: Contact: Mark Feldman Fee includes booth furnishings, décor, lunch, badge registration, one pre-show and one post-show mailing and shipment of collateral to show.

12 Tradeshow Partnership Opportunities SITE Southern California, Holiday Event & Charity Auction Two full days of wonderful activities and networking opportunities La Quinta, California December 7-9, Partnerships Available Partner Fee: $425 Website: Contact: Suzy Kay Fee includes booth furnishings, décor, equipment, and exhibition fees; one pre-show and one post-show mailing; and shipment of collateral to show.

13 Tradeshow Partnership Opportunities Association Forum of Chicagoland, Holiday Showcase Chicago, Illinois December 15, Partnerships Available Partner Fee: $1,000 Website: Contact: Cat Puccino Fee includes booth furnishings, décor, exhibitor badge and admission to all non-ticketed education sessions. place on May 16 th. A minimum of one pre-show and one post-show outreach and shipment of collateral to show.

14 Tradeshow Partnership Opportunities MPINCC (Meeting Professionals International Northern California Chapter) Annual Conference & Expo Conference for Meeting Professionals from throughout California San Francisco, California February Partnerships Available Partner Fee: $525 Website: Contact: Mark Feldman Fee includes booth furnishings, décor, equipment, and exhibition fees; one pre-show and one post-show mailing; and shipment of collateral to show.

15 Tradeshow Partnership Opportunities UCLA Travel Fair Los Angeles, California February 17, Partnerships Available Partner Fee: $ Website: Contact: Suzy Kay Fee includes booth furnishings, décor, equipment, and exhibition fees; invitations, appointment scheduling, a minimum of one pre-show and one post-show outreach and shipment of collateral to show.

16 Tradeshow Partnership Opportunities Meetings Industry Council + Sales Mission Denver, Colorado March 17, Partnerships Available Partner Fee: $ Website: Contact: Cat Puccino Fee includes booth furnishings, décor, equipment, and exhibition fees; one pre-show and one post-show mailing; and shipment of collateral to show.

17 Tradeshow Partnership Opportunities International Pow Wow U.S. Travel Association s Premier International Marketplace New Orleans, Louisiana June Partnerships Available Partner Fee: $2, Website: Contact: Jen Trupiano Fee includes booth furnishings, décor, equipment, and exhibition fees; invitations, appointment scheduling, a minimum of one pre-show and one post-show outreach and shipment of collateral to show.

18 Client Events/Sales Missions Client Events and Sales Missions are designed to showcase Santa Barbara as the destination of choice on the West Coast. The purpose of a client event/sales mission is to meet with planners interested in conducting business in Santa Barbara and to allow our hospitality partners to promote their property/business as part of a destination experience. Client events/sales missions are often scheduled in conjunction with a tradeshow to maximize resources.

19 Client Event Partnership Opportunities Texas Sales Mission Dallas, Texas July Partnerships Available Partner Fee: $ Contact: Cat Puccino Will be held in conjunction with Luxury Meetings Summit. Fee includes participation in event and client gifts. Participating partners are encouraged to invite their clients to the event.

20 Client Event Partnership Opportunities V Wine Bar Event Los Angeles, California September Partnerships Available Partner Fee: $ Contact: Suzy Kay Fee includes participation in event and client gifts. Participating partners are encouraged to invite their clients to the event.

21 Client Event Partnership Opportunities San Francisco Salon Event San Francisco, California September Partnerships Available Partner Fee: $ Contact: Mark Feldman Fee includes participation in event and client gifts. Participating partners are encouraged to invite their clients to the event.

22 Client Event Partnership Opportunities Canadian Sales Mission Toronto & Vancouver November Partnerships Available Partner Fee: $2, Contact: Jen Trupiano Mission includes conducting trainings, product development, recording a Webinar and networking dinners.

23 Client Event Partnership Opportunities (Name TBD) Orange County, California March Partnerships Available Partner Fee: $ Contact: Suzy Kay Orange County Fee includes participation in event and client gifts. Participating partners are encouraged to invite their clients to the event.

24 Client Event Partnership Opportunities East Coast Client Event New York City, NY March or May Partnerships Available Partner Fee: $ Contact: Cat Puccino Fee includes participation in event and client gifts. Participating partners are encouraged to invite their clients to the event.

25 Promotional Opportunities v Submit content for quarterly e-newsletters Meetings, Santa Barbara and Touring Santa Barbara s Arts & Culture. v Partner with the group sales department on FAMiliarization tours for meeting planners and travel trade. v Participate in promotional opportunities and campaigns designed to increase group visitation to Santa Barbara. v Post your Group Special Offers on the Meetings and Weddings sections of Visit Santa Barbara website.

26 Keeping Santa Barbara Top of Mind The Group Sales department engages in a number of promotional activities that do not have a co-operative element, but serve to keep Santa Barbara top of mind. For the Meetings/Incentive Market, we will be represented at:: Ø All Things Meetings, Destination California, HelmsBriscoe Partner Meeting, Meeting Site Resources Ø Luxury Meetings Summit: Chicago, Houston, Dallas, Los Angeles, Orange County and San Francisco Ø Industry Chapter Meetings For Travel Trade and Cruise Ship development, we will be represented at: Ø Cruise Shipping Miami Ø Ø Ø Ø Ø World Travel Market Canadian Sales Mission NTA Travel Exchange Go West Summit California Cup Golf Invitational

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