Marissa Fernandez’s 7 tips for successful incentives

Tag Archives: business events

Tighter budgets and rising costs mean the business events sector is working harder to win work. Marissa Fernandez, managing director of widely respected company Destination Marketing Services (DMS), offers this salutary advice to incentive and events planners.

1. Is it good value – and different? When selecting a destination, consider: does it offer good value for money and quality service, and is there a strong point of difference when you compare it to where the previous conference or incentive event was held?

2. Have they ever done anything like this before? Seek to create an experience that’s superior to what people in the group would have experienced in their own travels. It should obviously serve to encourage and motivate participants to continue working hard so they can enjoy similar rewards again.

3. Don’t sacrifice quality for cost. In the current, increasingly competitive market, many incentive agents are having to tender for business against their competition. With this type of bidding process, a key criterion is the cost of the program. Incentive agents are often judged on bottom-line figures, so we’re seeing more and more programs designed to be as cost-effective as possible, and competition on all levels is becoming more fierce. This is a positive change in many ways, because it keeps businesses sharper and makes them work harder to turn out the best possible program to win business.But it does create challenges when designing the best incentive experience – putting pressure on the MICE agent to cut budgets to the bone while retaining the incentive elements that make a program distinctive.

4. Plan ahead. Pre-planning is key to ensuring you always get the best deal. Timing plays a huge part in pricing. This is one area in which a destination management company (DMC) can play an essential role, thanks to their buying power. Well-established DMCs supply business to venues and hotels around the globe so they’re able to negotiate very competitive pricing via bulk buying.

5. Consider Asia, South Africa and Europe. Look to countries that offer the best value for money for meetings and events. Asia, with its proximity and great service levels, will always be well suited to MICE clients from Australia. And with the Australian dollar strong against the rand, South Africa is now more affordable than ever. Though the Aussie dollar has declined against the US greenback, it remains quite stable against the euro and this is still helping to push business towards Europe.

6. Embrace the ‘unknown’. Organisers and their delegates should remember that while past experiences certainly count, the world is forever evolving so it pays to keep an open mind and explore the unknown. Destinations such as South Korea, Croatia and the Philippines have developed into dynamic destinations for conference and incentive travel. These are often not considered, because of unfamiliarity or experiences from 20 years ago. Good companies will maintain quality while offering value, and have the vision to source and propose new destinations and ideas. They’ll not only adapt to changes in the global marketplace, they’ll respond with innovative offerings.

7. Follow the new airline routes. Airline access and routing are affecting trends in the marketplace and opening up new opportunities. For example the collaboration between Emirates and Qantas has strengthened travel to Europe with stopovers in the Middle East. New direct air services to Sri Lanka start in November and major hotel chains are investing heavily in this destination. This has already sparked a rise in interest in this new incentive location.

MARISSA INSIGHTS

Marissa Fernandez joined Destination Marketing Services in 2005 and became owner of the company on 1 October 2013, taking over from founder and industry veteran Leila Bishara (formerly Fiedler). As managing director, Marissa prioritises high standards of customer service and ethical practice in her team. Her background spans more than 20 years in tourism and hospitality, and she has worked for multinational organisations in Australia and overseas.

Email: marissa@destinationmarketing.com.au

Web: www.destinationmarketing.com.au

As I step into the lobby of the Sanur Paradise Plaza Hotel in Bali (pictured above), the sound of traffic becomes muted and I find myself in a tranquil oasis, offering sudden respite from the island’s humidity. Smiling staff bustle about the airy space, which abuts a green-lawned courtyard.

A turtle dove is cooing somewhere and a female crooner is singing moodily over the PA system as Stuart Bolwell steps up to greet me, hand extended in welcome. The 47-year-old expatriate New Zealander has been with this hotel for 11 years, and GM for the past three years, and the focus and continuity he’s brought to the role helps explain why ratings for this property continue to head north.

Two-and-a-half years ago, the user-generated website TripAdvisor ranked the Sanur Paradise Plaza Hotel thirty-fifth in Bali’s busy coastal strip of Sanur on the southeast of the island. Now it’s sixteenth, says Stuart, and the good results are reflected in guests’ comments. Its sister property nearby, the Sanur Paradise Plaza Suites, is now ranked the second-best family accommodation in the country.

The largest four-star hotel in Bali focusing on meetings and events, the Sanur Paradise Plaza Hotel is half an hour’s drive from Denpasar airport and the busy tourist precinct of Kuta, and a few minutes away from good shopping and its own beach enclave.

One of nine properties strategically located throughout Indonesia and managed by Prime Plaza Hotels and Resorts, the hotel is set next to a verdant nine-hole golf course. It is quintessentially Balinese: everywhere, from the gardens surrounding the 110-metre-long pool to the private courtyards adjoining many of the 329 rooms, foliage sprouts in lush profusion.

Stuart Bolwell, pictured below, is a high-energy manager, as I can attest as I try to keep up with him on a brisk walking tour of the hotel and its 18 meetings and functions spaces, which include a ballroom, the ‘Griya Agung’. When all venues are full, the resort can accommodate 2,000 MICE guests, he says.

People expect more

“People’s expectations are much higher now,” says Stuart. “Those heading off for events or leisure are educated in travelling, and in what they want and expect. That’s why you’ve got to make sure you invest more in resources and energy to maintain standards and service these days. I keep reminding my teams of this.”

The strategy is working, as the hotel has a growing reputation for providing value for money and robust occupancies, he says. This dovetails with Stuart’s philosophy ‘to under-promise and over-deliver’.

“We don’t gouge in our pricing structure, so you’re never charged more than what you’d expect,” he says.

From USD85 per night

The rate for guest rooms, most of which have just been renovated, is USD85 per night for two people, including breakfast and wifi. Conference day rates are equally good value: USD35 per delegate, including lunch and two coffee breaks as well as the latest in AV and other necessary gear. A point-of-contact person is assigned to each event to take care of every request.

Roughly half of the resort’s events business is domestic, and the rest is mostly from Australia and Europe, says Stuart. “Our distinct advantage over competitors is that we’ve been here a long time and do what we do very well. Our staff are incredibly dedicated and we have long-established relationships with local companies and third-party contractors who supply us with their services.”

Recent events hosted here include those of international teachers’ and doctors’ groups and an Indian telco. For a recent Lions club conference, the hotel welcomed delegates from 33 countries. It lasted a week and many guests either arrived beforehand or extended their stay apres-meetings to explore the island, going on day tours to the central upland town of Ubud and to the ancient Tanah Lot temple, located on the coast, which has been part of Balinese mythology for centuries.

The ballroom, which can cater for 1,100 theatre style or 750 in banquet arrangements, is a spacious pillarless 950 square metres in area, together with its pre-function area. It has dedicated vehicle access and a 122 square-metre permanent stage.

The Siteseer was not a guest of the Sanur Paradise Plaza Hotel.

For more information, email stuart@sanur.pphotels.com or visit www.sanurparadise.com.

Asia’s a better deal than ever. It’s the only region in the world where the prices of hotel rooms dropped for Australian travellers in 2014. Admittedly, some of the falls can likely be attributed to the weakening of the Aussie dollar, which has hit a six-year low, but the results will doubtless be of interest to most organisers seeking to run an event offshore – and not just Australians.

The latest hotels.com index, which compares Asian prices, shows that they were in fact only slightly higher than they were 10 years ago, and fell for a second consecutive year.

In Vietnam, Thailand and Sri Lanka prices paid for hotel accommodation in cities like Hanoi, Phnom Penh, Chiang Mai, Ho Chi Minh and Bangkok all fell – some quite substantially – in 2014. These ranked among the best-value cities in the world for hotel stays. The only exceptions to the slump were China, Hong Kong and Japan, where prices rose modestly last year.

Conversely, says Regional Director for hotels.com, Katherine Cole, hotel rooms in Rio, Honolulu, San Francisco, London, Dublin, Berlin, Madrid, Milan and Paris were all subject to double-digit price rises. Prices rose by 15% in New Zealand, 12% in Fiji and 11% in New Caledonia. The city where Australian travellers paid the most for a hotel room in 2014 was New York, where the average price was $317.

In Australia prices increased on average by only 1% in the past year. They rose slightly in Sydney (1%), Brisbane (2%) and Melbourne (1%). They fell in Darwin (-4%) and Perth (-3%).

Best-value hotel destinations for Australian travellers in 2014:

Destination	Average price paid in 2014 (AUD)
Cambodia	$73
Vietnam	$91
Thailand	$113
Poland	$116
Egypt	$117

Countries where hotel prices fell the most for Australians:

Destination	Average price paid in 2014 (AUD)
Oman	-18%
Russia	-7%
Sri Lanka	-5%
Croatia	-5%
Taiwan	-4%

Top five international destinations where Australian travellers paid the most for hotels in 2014:

Destination	Average price paid in 2014 (AUD)	% change on 2013
New York	$317	7%
Rio de Janeiro	$299	14%
Cancun/Riviera Maya	$282	19%
Honolulu	$281	10%
Boston	$272	10%

Top five international destinations with the highest growth in hotel prices for Australian travellers in 2014:

Destination	Average price paid in 2014 (AUD)	% change on 2013
Morocco	$169	41%
Mauritius	$277	25%
Greece	$196	18%
Qatar	$197	17%
New Zealand	$162	15%

Change in Australian hotel prices for domestic travellers in 2014:

Destination	Average price paid in 2014(AUD)	% change on 2013
Hobart	$176	6%
Adelaide	$153	6%
Canberra	$185	4%
Brisbane	$172	2%
Sydney	$200	1%
Melbourne	$177	1%
Perth	$184	-3%
Darwin	$200	-4%

It’s a tough, competitive but rewarding business, says Ian Stuart, a 35-year Australian industry veteran. And when you get knocked back, there’s only one thing to do. Try again.

Siteseer: What are the main business-events trends this year?

Ian Stuart: Keeping programs engaging. Coming up with something fresh and interactive that works for attendees and the objectives of the host. It will involve tinkering with formats, using more interactivity, more open space to engage people and departing further from the traditional, didactic plenary classroom format.

It’ll be about recognising that attention spans are short and that you can learn a lot more if you’re taken out of your comfort zone a bit. That way, ultimately, you absorb much more content than might otherwise have been the case.

Another trend will be the drive to attract younger attendees – people who want to engage in different ways. I’m thinking more of the association market when I say this, but these are people who don’t necessarily share the same set of values as the older generation about the need to associate, and who may prefer to get their content in different ways, perhaps pre- or post-event.

The industry must communicate with them that there’s value in coming to events, that we’re changing; come along, experiment, explore and give us a go! It’s facing a cynical younger generation with short attention spans. They believe they can get all the information they need off the Internet and social media, and don’t believe they need to be lectured to. That’s a challenge.

SS: What are events organisers’ top priorities and what are they most interested in?

IS: A major one is obviously to maximise revenue. Another is to stay abreast of new technology and apps, legislation and software. If you’re an in-house meeting manager, you’ll want to prioritise costs and meet your budget and, importantly, keep content fresh. So it’s all about grappling with money, technology and content.

And as a host or organiser you do have a responsibility to ensure that your community is safe. That’s a plus for Australia. Walk through central Sydney and you don’t need to worry too much about being mugged. That’s not the case in many other cities around the world.

SS: What are Australia’s main strengths?

IS: We have qualified independent meeting planners and experienced in-house meeting people, and we do it in a fiscally responsible manner, delivering a high-quality experience. We have conference organisers and professional bodies like Meetings and Events Australia and the Professional Conference Organisers Association, with high standards. We have a range of accommodation from six-star to backpacker. For events coming into capital cities with many thousands of attendees, you can put them up, particularly if they’re paying for themselves, in accommodation to suit all pockets.

Our infrastructure is good, though it must be said that sometimes the attitudes of the people who work in those places could be sharpened. Some of it has to do with the fact that in Asia where they also have good buildings and infrastructure, they can afford more staff. There’s a correlation there.

The touring possibilities in Australia are special. You can say that about Europe or Asia too, but often it’s the opportunity to come to a conference in Australia that’s the springboard. Right now the dollar’s dropping, which is an appealing factor to inbound groups considering Australia.

Our proximity to Asia is important. If you’re an international association seeking to build membership in China or another Asian country and you run your event in Australia, it means you stand a better chance of pulling delegates from those areas – which you can’t say about Europe or the US.

We have a successful track record in this country of hosting prestigious events outside the business world, like the G20, the Olympics and APEC. Every time you have one of those it’s splashed all over the world and it’s great publicity.

SS: What can be done about the service difficulties you mentioned?

IS: It’s incumbent on the properties’ GMs to understand what service needs to be provided and really drill it down to all levels. GMs strive to do that, obviously, but sometimes economic pressures force them to overwork people and compromise.

SS: What kind of additional support for the industry in Australia would you like to see?

IS: A few months ago [Minister for Trade] Andrew Robb said the government would, at federal level, provide more support to the sector. It came about because the Association of Australian Convention Bureaux was lobbying federal departments to point out that the events they host in Australia are significant drivers of business, impacting the economy and the knowledge economy. To win these events is challenging and competitive, and whenever and wherever they happen, they’re good for the country. So instead of relying only on our state systems to support these gigs, we suggested Canberra should be lending more support. Andrew Robb agreed.

SS: Hasn’t the industry been pushing this line for years?

IS: Yes but it needed to get its act together and systematically tabulate the impact, which has started to happen. Many millions of dollars are at stake. If Australia fails to win a big bid, it’s the same as a $50 million export order going off to another country.

So the government has indicated it will get more actively involved. At state level, others are getting to grips with aligning their state’s investment priorities with meetings that support them. For example, if you’re strong in advanced manufacturing or mining technology, you’ll sniff out more business-event opportunities that align with those goals. It’ll give you a stronger case when you pitch and try to get the government involved. We do this in New South Wales quite well.

SS: There’s still endless talk in the business about CSR. What are the opportunities here, do you think?

IS: Business events have a responsibility to conduct their events in ways that minimise their footprint. But the way delegates engage with local communities is equally important and has the potential to leave a lasting legacy. It could be as simple as raising money to support a local need, like buying wheelchairs or supplying sports equipment and teaching local kids the basics of AFL, with executives actually visiting and helping the kids to learn.

It doesn’t cost much, but neither the recipients nor the participants ever forget it. By actively getting involved we all learn and remember more.

SS: Are you seeing more of that?

IS: Yes. At the 2014 international Rotary convention in Sydney, for instance, delegates raised $120,000 for their End Polio Now campaign. Three hundred and forty people gathered on Sydney harbour bridge and with 278 flags broke the world record for the biggest number of flags flying on a bridge at one time. A silly thing but it hit the media. The delegates paid to do the bridge climb, and the bridge climb company also gave a percentage of the fees to the cause. Bill and Melinda Gates Foundation matched the money raised. It was fun, with a nice CSR spin-off, and the money raised was used to buy polio vaccine for 240,000 children.

SS: What in your view are the other vital issues facing the events and meetings industry?

IS: Gaining recognition for the role meetings and events play in building knowledge, the morale of delegates, and international cooperation. Meetings can be used strategically for example to bring both sides together in the event of a merger, to explain what’s happening, break down barriers.

Other issues include, internationally, the impact of health scares like ebola, SARS, avian flu and so on, and threats of terrorism – think of the mammoth cost of security at G20 – as well as air travel after the AirAsia and Malaysian Airlines disasters.

SS: What will the most successful operators be doing differently in future?

IS: Getting to grips with what their members, audiences, delegates and event owners really want and finding effective ways to communicate with them.

SS: Australian venues are often perceived to be expensive. How do they counter that?

IS: If you’re running a big international convention using one of the convention centres, the rental cost is obviously a significant part of the budget. But increasingly there’s evidence that the city fathers in some places or landlords or operators of venues are willing to forgo the rental, or some of it, in exchange for the economic impact the event will have on the city.

It’s one way to make the Australian proposition more competitive and palatable. As you know accommodation is seasonal. Right now you’d be struggling to get a five-star room in some capital cities; at other times of the year it’s different. But we have initiatives to fill those gaps. Think of the festivals put on by cities to help fill accommodation. Room prices don’t go down if you’re hosting a cricket world cup or arts festival.

SS: If I’m an events organiser and want to find out where city fathers are offering support, where should I seek help?

IS: Contact the convention visitors’ bureau in that city. Every serious city has an agency whose job is to promote its business-events capabilities and credentials as they have the key relationships with the city fathers. You go to them and say you have an inbound group of a certain composition with hundreds, or thousands, of people. It’s economically important, and therefore you strongly recommend they look at the support that can be given. If you can’t put up a good case, save it for another time.

But it’s important to remember price is only a barrier at the initial, decision-making stage, provided you get good value and quality. When you buy expensive leather shoes and they fit like a glove, you tend to forget you paid 400 bucks for them. I’m not saying we’re in the 400-dollar leather-shoe category in Australia, but we do give memorable experiences, professional event management, good variety and a generally hospitable outlook. We hear it all the time. When we’re at trade shows internationally, people say: “I’ve always wanted to go to Australia, tell me more”.

SS: What lessons have you learned in your long and illustrious career?!

IS: Never give up. If you’re representing a convention bureau, don’t give up if you get knocked back, try again. If you’ve got a product you want to sell to an event organiser, keep chipping away. In the association world if you get knocked back by an association executive, remember his or her tenure may be fragile and short-lived! Sometimes your corporate memory outlasts their time in the role, or you know stuff about history that current incumbents don’t. You’ve gained by simply being around.

For me the actual delivery of a business event has a lot to do with theatre. It calls on the same resources as a theatre production. You need to come up with a story, script, cast of actors, set, director, venue, marketing and to weigh up the financial risk. There’s enormous satisfaction when you get it all right and you get the curtain call at the end. It’s often called business theatre for that reason.

That’s part of the deal from my point of view, having been closely involved in so many events and seen it all coming together like a well-cast show. It’s not just creative in an artistic or theatrical sense, it’s creative in a financial way, doing more with less or looking for new sources of income around the product. Exposing the opportunity to people who’ve never been to Australia before. Realising that if I take my people off to a luxury resort I’m creating an uncluttered mini marketplace where I might be able to get some of my expenses defrayed by my key suppliers. Or a supplier might like to shout us dinner . . . but tread carefully if you are in pharmaceuticals or medical devices!

None of this is easy. It’s very competitive, particularly the right to be the host venue destination or country. Competition around the world realises it of course and is sharpening its act. You have to fend off attacks all over the place. Event-management companies come up with keen and creative responses to briefs and the pitches burn up a colossal amount of man hours. It’s frustrating when you don’t make the cut.

You love what you do though?

I’ve been in the business events industry in one form or another for 35 years and I still get a buzz out of it, whether it’s trying to come up with the creative pitch to win the business, or seeing an event unfold successfully, and the smiles of the attendees and the host body afterwards. Especially when they say, “bloody good, you really shone.”

IAN INSIGHTS

Born in England, Ian Stuart came to Australia in 1974. He has more than 35 years’ experience in the management and production of major conferences, exhibitions and special events, giving him special insights into the demands of the industry as well as the challenges of winning bids and bringing events to a successful conclusion.

Since 2006 he’s consulted with Business Events Sydney promoting the city and New South Wales as an international meeting and conference destination.

Previously Ian was Joint Managing Director/owner of ICMS Australasia where he oversaw business development and provided hands-on management for high-profile conferences, some with turnovers exceeding $8 million. In 2012 he received the prestigious Outstanding Contribution Award from Meetings Events Australia acknowledging his many years of honorary service to the industry and in May 2014 he chaired the business program for the MEA national conference held in Kuala Lumpur.

Crystal Liu, communications manager at the Mandarin Oriental in Macau, is a bit like the hotel, and the former Portuguese colony, itself: energetic, welcoming and engaging.

“Macau is a beautiful experience,” says Crystal, whose enthusiasm for the city and hotel is matched by that of her colleagues. “It’s older than Hong Kong, and really easy to get around. It’s also foreigner-friendly; I know because I was born and raised in Taiwan and love it here.”

The smallness of Macau, one of two “special administrative areas” of the People’s Republic of China, is an asset, she says. The exotic city is just 29.5 kilometres in area, so you can easily see the main attractions in two or three days – and that helps events organisers focus on the activities they’d like business visitors to embrace while they’re there, and absorb everything the place has to offer.

With 213 rooms and suites, the four-year-old, five-star Mandarin Oriental is also tiny by the standards of the city, some of whose massive casino hotels have 3,000 to 4,000 rooms. (Five of the world’s 10 largest casino resorts are here). Classy, luxurious and understated, it’s more like a hostelry you’d expect to find in Europe. “If you have thousands of rooms it’s difficult to provide personal service,” says Crystal. “We differentiate ourselves by being small, and handling smaller MICE groups of up to 200, so we can provide personal service which makes guests’ experience more pleasant.”

This includes the best attentions of a team of smiling, obliging staff, in-room check-ins, treatments at a spa that’s won a “Grand Jury” award in one of China’s top spa recognition programs, and meals at a splendid French restaurant (Vida Rica). The latter is a place of shimmering glass and elegant furnishings and design that’s rated as the number-one eatery in Macau on TripAdvisor, and recently won a top service award from the Macau Government Tourist Office.

At lunch at the Vida Rica one day, I tantalised my tongue with one of French chef Dominique Bugnand’s signature dishes – onion soup (below) – and fresh rolls baked on site, along with lobster-, caviar- and truffle-filled dim sims. It was sensationally good. His signature dishes include “spider crab wrapped in lobster jelly, avocado and mango sauce with Sturia caviar” (above) and “carrot mashed with orange dust and grilled shallot banana”.

An epicurean sensation

The breakfast buffets, also served here, are an epicurean sensation, an eclectic fusion of East and West, with fabulous fresh fruit – all imported – and omelettes to order jostling with noodles prepared at a buffet, sticky rice, fresh sole fillets, dim sim, salads, delicate sausage tarts, quiches, and much else.

Guests can choose to sit in the main dining area or in one of the four semi-private rooms, useful for gatherings of up to 16. For those requiring yet more intimacy, the chef’s table provides a fully private option.

As you’d expect from a marque like the Mandarin Oriental’s, the food is just one highlight of a stay at the property, set in a narrow, black glass structure at the end of a point of reclaimed land, and linked to a swish shopping mall and MGM casino. My sprawling room is serene, spacious and comfortable with cream wallpaper and blonde wood panelling. I have my own coffee machine, the bedding is of goosedown and there’s a twice-daily housekeeping service. The window gives a panoramic view of a slice of the continental coastline and South China Sea, where ships of all sizes chug to and fro.

From the hotel it’s a ten-minute walk to the centre of town, with a swag of World Heritage Sites like the A-Ma Temple, a Taoist shrine built in 1488, the Dom Pedro V, one of the first Western-style theatres in China, and St Augustine’s Church, built in 1591. Macau became a Portuguese colony in 1557 and was eventually handed back to China in 1999. But the Portuguese influence remains widely evident – in the multilingual signage and street names (like “Avenida da Ponte da Amizade”), and smatterings of the language you hear being spoken by passers-by.

Macau International Airport and the China border are 10 minutes away by car, and the Hong Kong-Macau ferry terminal is a five-minute drive. You can directly access Hong Kong airport by ferry in 45 minutes and central Hong Kong in an hour. Cost: about AUD25.

Gambling hiatus

“Macau is the only place in the world where you get a mix of Portuguese and Chinese style,” says Crystal Liu, pictured above. “Around 70% of our visitors are from mainland China. We also get visitors from Australia, a key target market, the US, Europe and Taiwan, which is one hour and twenty minutes’ flying time away.”

Many visitors obviously come to Macau to gamble. Interestingly, the gambling sector’s winning run came to an abrupt halt recently when growth in its annual, USD44 billion earnings fell as a result of the Chinese government’s drive to cut corruption and over-the-top spending by public-sector employees. But this hiatus is widely expected to last a year at most.

In many ways Macau is a “weekend city”, says Crystal, with a huge influx of visitors coming across the border from the mainland and from Hong Kong on Fridays. A road link to Hong Kong in a year or two will make access easier still.

That’s why, she adds, if your schedule allows it’s better to organise conferences and events at the Mandarin Oriental during the week: you get a better rate. There’s also less traffic and the attractions like the temples and churches have fewer visitors.

“The number of hotels here is growing all the time, and with more new properties coming on stream and more competition, it can only be good for visitors.”

When to go

In addition to considering weekdays to get the best deals, some events planners may want to avoid September, when people crowd into the city for fireworks displays, and November when the Formula 1 grand prix is happening and rates are higher. But at any time there’s plenty to do, from bungy jumping to museum visits. “The cultural scene is very enjoyable, but it’s more than that,” says Crystal. “It’s a unique place; there’s nothing else quite like it.”

As the only non-gaming five-star hotel on the Macau Peninsula, the Mandarin Oriental Macau promotes itself as a useful venue for quiet, focused meetings and conferences. It has four dedicated event spaces including a 320-square-metre ballroom which can be separated into two smaller function rooms. These have large sea-view windows and a spacious pre-function area.

From HKD 2,288 (AUD 370) year-round, based on availability

The hotel’s website advertises “the best and most flexible rates” along with complimentary transfers for guests booking a suite, and a variety of other special deals. The “Ultimate Spa Escape Package,” for example, starts from around USD570 and includes a night’s accommodation in a guestroom or suite, buffet breakfast for two, a two-hour signature treatment for two at the spa and more. Another “Macau Cultural Discovery Package” deal offers tours of the city.

To find out more email momac-reservations@mohg.com.

The Siteseer was a guest of Mandarin Oriental Macau.

Industry planners seeking to organise engaging MICE events that come in under budget will have new options from November 2015. That’s when P&O Cruises Australia adds two ships with dedicated conference space to its existing fleet.

Events afloat, especially incentives, have been around as an option for decades now. But interest in meetings on cruise ships has surged in recent months since P&O began work on a new offer – with the theme of “leave earth for your next conference”.

It’s based on a key factor that appeals to events organisers, explains Rebecca Mutanen (below, left), Senior Sales Manager for P&O Cruises Australia: shorter cruises. Over 40% of the company’s business now consists of two- to four-night itineraries.

And it expects growth to accelerate when its new ships arrive, because the former Holland America vessels now re-named Pacific Aria (whose atrium is pictured, below) and Pacific Eden (immediately below) have dedicated conference facilities capable of handling up to 200.

P&O Cruises has catered for meetings of hundreds of people already on its existing ships by being flexible with the use of space on board and breaking up sessions to run sequentially, Rebecca says. “However we’ve knocked back a lot of business because of that, with organisers saying they actually need at least two full days of conference. With the new ships we’ll have formal conference space as well as plenty of room for break-outs so we can really knock their socks off.”

Staterooms, venue hire, main meals, entertainment and so on are all included in the price, she says. Other than beverages there’s no added cost, or any daily delegate charges on top.

Changing perceptions

P&O’s own research indicates that many organisers still don’t understand the conferences-afloat concept – or they think it’s hugely expensive – which is why its now focusing on combating the perception a conference on a ship is frivolous, or “not serious enough,” as Rebecca puts it.

One company that needed little convincing is an equipment manufacturer that took 350 delegates along with 150 partners and kids for a conference on Pacific Dawn in June. On this seven-night voyage to the Pacific Islands, the organisers arranged a product launch on board, and it also served as an incentive trip for suppliers. For such events, or for any group of more than 150, a head-office staffer from P&O sails with delegates to troubleshoot.

P&O has hosted technology, finance and pharmaceutical companies as well as associations in this way. Some organisations have tougher internal regulations for getting such events across the line than others, Rebecca observes, but as awareness grows, more and more are in favour.

Three- and four-nighters

From November most of the three-nighters on the two new ships will be from Sydney and Brisbane. They’re round trips, so the vessel itself is the destination, though some offer a port call. That includes a cruise from Melbourne which goes to Burnie in Tasmania and sailings from Brisbane to Moreton Island.

Some four-night cruises from Sydney also head for Moreton Island, with a full day at the resort township of Tangalooma where there are plenty of opportunities for team building, like sand tobogganing rides and dolphin-feeding. Other four-night options from Sydney include calls at the Mornington Peninsula, the Hunter and Sunshine Coast.

Whatever floats your boat

For the rest of the time, après-conference guests have the whole ship to enjoy, Rebecca says. “Go in the bars, or do any of over 60 activities a day; you can catch a show or just hang out with colleagues on deck. There’s a lot of added benefit in networking from having your delegates all in one spot, and the event planners don’t have to organise anything.”

In many cases where delegates want their partners to accompany them, organisers will choose a cruise that includes a weekend.

Pacific Aria and Pacific Eden will be in dry dock and undergoing refurbishment before arriving in Australia. P&O’s three existing ships, Pacific Pearl, Pacific Jewel (whose main theatre is pictured, left) and Pacific Dawn – which has just been refurbished – will continue to operate in Australian waters.

Less than $300 per day

P&O has done a breakdown of conference costs on board for a three-night conference/incentive cruise compared with a city four-star hotel. Given that, inter alia, function space is complimentary and there are no additional transport or logistical costs, the ballpark cost per delegate per day is $290 compared with $347 for the hotel.

“That’s being quite generous [to the hotel],” says Rebecca Mutanen. “You have all your main meals including a gala dinner for which we section off a part of the restaurant, venue space, state-of-the-art AV, technicians on hand and so on. There’s no better time in the MICE market to be offering such an experience that allows planners to come in under budget.”

Email:

Rebecca.Mutanen@pocruises.com.au

mice@pocruises.com.au

Watch the video below for more exciting images:

Wind buffets my body and raindrops patter against my backpack as I trudge along the Routeburn Track in New Zealand’s South Island. All around me are the towering grey peaks of the Southern Alps, including the distinctive wedged shape of Mount Emily.

Although this is midsummer, the mountains are flecked with snow and I’m wearing thermals to keep out the chill. In a valley below, a pair of keas – parrots that inhabit the high country – flick by giving shrill, piping cries.

My wife and I are into the second day of a three-day trek into the wild and wonderful alpine country of Fiordland National Park. On day one, in fine weather, we’d traversed mossy native beech forests before stopping for the night at a lodge at pristine Lake Mackenzie.

Today the weather has closed in, but it’s no surprise. This is one of the wettest regions of New Zealand. It’s no hardship as it happens; it all adds to the exhilarating experience. Moreover Ultimate Hikes in Queenstown has kitted us out with most of the gear we need before we left, from back packs to raincoats and sleepsheets.

While some of the ascents have undeniably been hard work, none of the tramping on the well-graded tracks has been too taxing. And we’ve been thoroughly looked after. One of our guides, Ryan Kelly, has stayed at the back of the party to make sure no one gets lost and to keep stragglers company. “No hurry,” he assures us. “We can take as long as we like.”

The Routeburn track is 32 kilometres long, though the walk spans 40 kilometres, including optional detours off the main path to peaks known as Key Summit and Conical Hill. It starts with a two-hour bus trip from Queenstown to the Great Divide, near the town of Te Anau. From here the first day’s walk includes an optional stop and climb to Key Summit, where we look down into three valleys from which water flows west, south and east.

On day two we tramp 15 kilometres along the Hollyford Face, skirting Lake Harris, a glacial tarn surrounded by an enchanting native garden of mountain daisies and edelweiss.

Then on day three it’s a relatively easy ten-kilometre descent through dense forests along the Routeburn river. The bus picks us up at a pre-arranged spot and ferries us back to Queenstown, stopping at the pub in Glenorchy on the way.

An especially appealing feature of the Routeburn walk is its accommodation. Each of the two lodges – at Lake Mackenzie and Routeburn Falls – sleeps 40 guests in a combination of private ensuite bedrooms and comfortable bunk rooms, four-to-a-room. Like ski lodges, they each have a common room where guests can buy beer and wine and where the staff miraculously whip up a first-rate meal with supplies mostly supplied by helicopter. The RT Falls lodge is pictured here. (Picture courtesy of Ultimate Hikes).

Like the other members of our group, we ended our journey leg-weary but well-fed and happy – and with our appetite for more high-country tramping well whetted.

NZD1,225

The price, as advertised on the ‘net, starts at NZD1,225. The 40km (24.4miles) trek takes three days, and departs every day of the week except for Thursdays and Saturdays, from November to April.

Call +64 3 450 1940 or visit www.ultimatehikes.co.nz. Email info@ultimatehikes.co.nz.

Madrid Fusión, the annual Spanish gastronomy congress to be held in Manila in April, represents a great opportunity for events planners, says Consuelo G. Jones, Australia and New Zealand Tourism Attaché for the Philippine Department of Tourism.

“More than ever, food is a vital component of the MICE business, and events and incentive organisers are increasingly making their plans and engaging their participants based on culinary considerations, Consuelo told The Siteseer. “By linking wonderful, inspiring meals to the purpose and themes of events, they can boost the value of any experience.”

Anyone in the meetings and events business who understands that food represents a great opportunity to build connections and inspire teamwork will benefit from attending the show, she adds. It also gives chefs, food aficionados, and food-and-beverage professionals a chance to pick up and share ideas and new products.

They’ll learn the latest culinary trends and techniques from Michelin-grade Spanish chefs and celebrity chefs from the Philippines and Asia, and discuss technological innovations and revolutionary techniques.

Organised annually since 2003, Madrid Fusión is the most important Spanish food congress, Consuelo says. This year it’ll incorporate three events: an international gastronomy congress for chefs, a trade exhibition where F&B companies showcase premium products, and a “Flavors of the Philippines” festival in which the country’s restaurants, hotels, bars, malls and weekend markets pitch in to feature special local food offerings, like the renowned Flipino adobo (pictured below).

The show will be held from April 24-26 at the SMX Convention Center in Manila’s Pasay City. It’s a joint partnership between the Philippines’ Department of Tourism and the Tourism Promotions Board, along with Madrid Fusión organisers Foro de Debate and Arum Estrategias de Internacionalización.

For more information, go to: www.madridfusionmanila.com.

Or email: flavorsofthephilippines@madridfusionmanila.com or call +632 832 5401.

The Northern Territory events business is worth an estimated $90 million a year, with most pundits agreeing that a plethora of mining, oil and gas projects should help ensure a bright future for the sector. In an interview with The Siteseer, Janet Hamilton (pictured below), General Manager of the six-year-old Darwin Convention Centre – part of the $1.1 billion Darwin Waterfront project – says operators who do the basics well are sure to succeed.

The Siteseer: Janet, can you tell us a bit more about your background and what brought you to your current position?

Janet Hamilton: I’ve got a fairly long track record! I have twenty-five years’ experience in major and special events, marketing, communications, sponsorship and place management. I’ve delivered over 300 special events as program manager for the Sydney Olympic Games and managed over 600 events annually as the event development and sponsorship manager for the Sydney Harbour Foreshore Authority. As place management director for VicUrban, I managed the Volvo Ocean Race and Commonwealth events for the Melbourne Docklands precinct, among other accountabilities. I moved to Darwin in 2009, taking up the role of external relations manager for Energy Resources of Australia. I was appointed GM at Darwin in October 2013.

SS: What, in your view and from an events organiser’s perspective, are the prime attractions of Darwin and the NT?

JH: Well for a start we have a genuinely world-class modern convention centre in the beautiful surroundings of the Darwin Waterfront. We’re the closest convention centre to South East Asia, which obviously helps explain why we’re seeing more and more national associations selecting Darwin as a convention destination for Asian delegates. It’s a great place for Australian and Asian organisations to have business meetings in a relaxed environment.

SS: The meetings business faces major challenges these days, not least burgeoning global and regional competition. What kind of additional support for the industry in Australia would you like to see?

JH: The business events area of Tourism Australia does a great job in promoting business events with existing resources, but I’m sure our industry, generally, would like to see more business event marketing – focusing on the fact we’re a high-quality business destination as well as a place for leisure.

SS: There’s a strong need, obviously, for venues and business events to embrace CSR and social and environmental credentials. Do you believe you do this better than most and why? Where’s this trend heading, do you think, and what else should the industry be doing in this respect?

JH: Yes we’re proud of our green credentials. The centre is part of AEG’s “1 Earth” corporate environmental sustainability program, and we put considerable effort into making our events as sustainable as possible. It’s a truism, but we live in an incredibly beautiful part of the world and must care for it. As part of our sustainability efforts we support local charities and various initiatives in our community. I believe the industry should heed the fact that this trend to CSR will continue and strengthen.

SS: What, in your view, are the other vital issues facing the events and meetings industry right now?

JH: Competition, and the need to sustain economic growth. Over time it’s been proven that there’s a clear correlation between economic health and the business events industry, and as our economy recovers and strengthens we’re seeing a resurgence in business events. We also face growing competition from high-quality centres in Australia and in the Southeast Asian region, supported by the increased marketing efforts of governments as they come to realise the strong economic returns that business events deliver.

SS: What will the most successful operators be doing differently in future? Can you point to any examples?

JH: I think getting the basics right will always make a convention centre successful. If you continue to have world-class facilities, keep up with technology trends, and most importantly focus on clients and ensure their success, you’ll win in this business. Customer service and anticipating clients’ needs is always a good recipe for success. In our case, being part of the AEG Ogden group allows us to share market intelligence and seek advice about delivering best practice and ensuring we embrace operational excellence.

SS: Do Australian venues, generally, represent value for money? What have we got that makes us really special, in your view?

JH: In Australia we’re well served with first-class convention centres, and the Darwin Convention Centre is well and truly in that category. We all have to make the most of our own unique features and find our competitive advantages. In Darwin we believe our special strengths include our proximity to Asia, the activities surrounding the development of Northern Australia and our diverse and vibrant economy.

SS: The Darwin Convention Centre is widely acknowledged to be well run, as the quality of your events indicates. What lessons can others learn from your operation?

JH: Plan ahead and try to anticipate issues before they become issues! Also, engage with your local community. This can deliver strong local sales, which in turn leads to the attraction of national and international business events. At the moment Darwin is undergoing major projects in oil and gas and we’re maximising these opportunities as the city grows.

SS: On a personal level, how and why are you enjoying this job?

JH: I’ve been in the job for just over a year, so I’ve seen the full cycle of our event calendar and absolutely love coming to work every day. I have a great team who are passionate about what they do, we host interesting events every day and we’re located in one of the most beautiful parts of the world. What’s not to love?!

As Australia’s “front door to Asia” the territory is uniquely placed to seize emerging opportunities in an increasingly wealthy region and to make use of our geographic, economic, cultural and strategic assets. With the increase in direct flight routes to Singapore and Kuala Lumpur, we’re well placed to be a critically important meeting place for businesses that seek to be part of the development of Northern Australia.

Rates

Proposals are based entirely on event briefs; there are no standard day rates.

Contact: sales@darwinconvention.com.au

The Gold Coast Convention and Exhibition Centre opened ten years ago, and has helped ensure southeast Queensland punches above its weight in the scale and quality of events it attracts. In an interview with The Siteseer, Adrienne Readings, the first woman to be appointed general manager of a convention centre in Australia, looks back on a tumultuous decade and reveals how her facility provides the kind of value that keeps clients coming back.

The Siteseer: Adrienne, you’ve hosted more than 2,000 events in ten years. What’s the secret of your success?

Adrienne Readings: Five-star-quality service. We’re the biggest venue for business events on the coast but being biggest hasn’t made us complacent; quite the opposite. We’re in a competitive hospitality region and know our service has to be world-class so, as a business, we challenge ourselves daily and focus on continuously improving the venue. I believe that’s why we’ve established a strong reputation and developed a solid repeat portfolio. To put it into perspective, two of the past three years have been our best in profitability and cost control.

Our state as a whole performs well against some better-known locations or bigger cities. The fact that we can attract world conferences and win conference bids against some of them tells me we’re doing something right. Indeed we’ve emerged as a serious business events destination and venue that attracts thousands of delegates and delivers an ingredient that sets us apart. Twenty-seven of the original 130 team members, myself included, have been here since opening.

SS: How many visitors have you hosted?

AR: More than two million, who’ve injected about $1.6 billion into the local economy. We average more than 160 business events a year, generating 350,000 delegate days. And we’ve got a broad audience market – from conferences, banquets, consumer shows and concerts through to televised sporting events.

We’ve had the likes of UB40, Pink, Rihanna, the National Final Rodeo, ASP World Surfing Awards and the Supanova Pop Culture Expo that attracts close to 30,000 fans a year. The Centre is also home to big expos including those of Mitre 10, Subway and Bakers Delight, as well as Microsoft.

SS: What impact has the centre had on Queensland and its events industry?

AR: There was a lot of excitement when the state’s third convention centre was built! It increased the region’s event capacity sixfold and opened up opportunities, and of course the community welcomed us with open arms. There’s no doubt it’s aided the Gold Coast in attracting conferences that would have otherwise gone elsewhere.

The centre also brought a lot of employment to the region, not just to itself but to businesses that have benefited from the visitors and events we attract. We work collaboratively with industry and the Broadbeach precinct to market the whole destination. What’s good for the Gold Coast is good for us.

SS: Any event recently about which you and your colleagues are especially proud?

AR: They all differ but some are more complex or pose more challenges logistically. Transitioning from a conference to multiple concurrent sessions, from a trade exhibition to a basketball court overnight or from rodeo to a special event are things we do every day. For me our greatest achievement is receiving the trust and respect of large corporations and the people we work with closely.

But take the annual IGA-Metcash Supermarket Expo. It attracts 3,000 delegates and the client uses up every square metre of our exhibition space by turning it into a supermarket. It grows in size each year. Many of our team, from IT to AV and operations, work on it months in advance to make it a success. It was our first major client and we’re proud they’ve kept coming back for 10 years.

SS: You’ve been quoted in the past as saying events organisers seek high-end technology and a specially tailored product. How are you meeting those requirements?

AR: Staying relevant and fresh is key. It’s obviously vital to keep abreast of the latest trends and provide the best infrastructure and technology. So we regularly audit our resources to ensure we can meet the demands of an ever-changing market.

Our current priority is to ensure we reinvest in the product so everything including our service stays at a benchmarked level. We’ve upgraded our bandwidth and wi-fi capabilities in recent years, and our next priority is to ensure our technology is ahead of its time. That will allow us to think ahead strategically about future events, because IT and AV are essential components in this process. We receive great feedback on our food and service which tells me we’re meeting our clients’ needs here.

SS: How does the centre compare with competitors in offering value for money?

AR: There are some things that can’t be quantified. Some of our longstanding clients say the reason they come back time and time again is, of course, value for money but, more importantly, [they say] it’s for tailored service money can’t buy.

What does that mean in practical terms? One simple rule is we ask clients what their goals are and how we can contribute to their success. In addition our team members say hello to everyone they meet, they help clients feel at home, research how we can make a meal exceptional, and really pay attention to the finest details so customers feel looked after like nowhere else. Our current tagline is ‘love is in the details,’ and the little things make all the difference. We take a similar approach with suppliers. We work well together because our goals are similar.

Value is also embodied in services that event organisers love, like free wi-fi for more than 2,000 concurrent internet users, although this is becoming more and more standard now. When we introduced this two years ago we were one of the first convention centres to do it. We were the first facility of its kind in the world to offer EarthCheck Gold certification, which ensures we operate to the highest environmental standard. Again this can’t be quantified but it’s a contributing factor to why some prefer our venue.

SS: Tell us about your ‘linkage’ program.

AR: We piloted the Linkage Grant Program which aims to support academics and professionals who are prepared to participate in their trade or professional association and nurture future convention hosts who will bid for conventions for the Gold Coast. The program serves a twofold purpose – to attract more international business events to the centre while benefiting six potential grant recipients who each get $5,000 to fund expenses. The program attracted double the number of applications this year, and we awarded four grants. International conferences have long lead times, of up to five years or more, so the recipients may be working on attracting events years away. The program is an investment in the future, and our community.

SS: What are the biggest challenges facing your centre and industry, in your view, and how will you overcome them?

AR: Competition is our biggest challenge. There’s a lot more of it because people over the years have come to realise the value of business events. Our best strategy is to continue working with national industry bodies and regionally with partners like Gold Coast Business Events to raise our profile. We must also attract international market opportunities through joint trade shows and business exchange sessions in the Asia Pacific.

The ever-increasing trend for larger space and concurrent sessions for conventions means that as a venue we’ll need to become larger. Big events require a lot of concurrent spaces; we need more space because we’re losing those. There’s definitely a growing need, once again, to expand but that’s up to the owners, the state government. Expanding would be a great legacy for the Gold Coast on the back of securing the Commonwealth Games.

SS: What must be done by the industry and regulators to ensure a bright future?

AR: Funding for business events and a better understanding in the greater community and government of the immense of value of business events are essential. But the Business Events Council of Australia does a great job helping persuade the Commonwealth Government to increase its support for attracting international conventions and exhibitions.

Reporting on the benefits and flow-on effect that business events generally have for destinations is important in raising our profile and creating awareness. If we can continue to prove our case we can use our industry position to further increase support and ensure a bright future.

Recent day delegate package – AUD69 per person

See here:

http://www.gccec.com.au/love-is-in-our-day-delegate-package.html