2020 Convention Sales & Services Summit
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2020 Convention Sales & Services Summit
Feb 2, 2020
Feb 4, 2020
Washington DC map icon
date_range February 2-4, 2020
location_city Washington, DC, USA
location_on Renaissance Washington DC

The Convention Sales & Services Summit is both a discipline-focused and cross-functional gathering of senior leadership dedicated to meetings and events.

Topics focus on the unique sales proposition for CVBs when working with meeting planners and are backed by research, industry leaders and new insights from advisory boards. Learn how to deliver value to planners, how planners view CVBs as part of their business strategies and how you can create destinations that encompass experiential learning while focusing on the key drivers of planner relationships.

Destination Influencer icon
Work with planners to tie your destination's independent spirit into their events.
Community Connector icon
Leverage partnerships to access the resources within the destination that are critical to clients.
Exchange ideas icon
Increase engagement and inspire imagination while creating a sense of place through local thought leaders.
Economic Impact icon
Meetings mean big business for your region, and you are the leading advocate for the industry.
Leverage shared resources icon
Serve as the primary advocate for your clients' business event strategy.
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Schedule

Sunday February 2, 2020
2:00pm - 5:00pm
Registration
4:30pm - 6:00pm
Welcome Reception
Details +
Sponsored by: Renaissance Washington, DC Downtown Hotel
Monday February 3, 2020
7:30am - 5:00pm
Registration
8:00am - 9:00am
Networking Breakfast
Details +
Sponsored by: Tempest
9:00am - 10:30am
Opening Session: The Art of Business Influence
Details +

Join us as keynote speaker, author and communication expert Mark Jeffries, discusses the link between communication excellence and business success.  He will provide an instantly useable toolbox of innovative communication, connection and influence tools.  This practical and highly entertaining session will be filled with valuable takeaways, memorable stories and the tools and techniques that will allow you to  leverage rapid innovation and become the disruptor, in an age where every word counts.


Sponsored by: Miles Partnership

10:30am - 10:45am
Networking Beverage Break
Details +
Sponsored by: Fuseideas
10:45am - 11:30am
Community Shared Value
Details +
Join us for this engaging discussion showcasing two destinations, and how they are working to become a community shared value.  Being a community shared value explains not only the value of destination promotion but connects that value and the organization to the residents of that community.  This session will clearly articulate the important role of a destination organization within a community by providing insight into the political argument for public support of destination promotion and identifying the ideas and ideals that form the basis of a community shared value.

Speakers:
Jack Johnson, Chief Advocacy Officer and Foundation Executive Director, Destinations International
Deb Archer, President and CEO, Destination Madison
Brian Ross, President and CEO, Experience Columbus

Sponsored by: Simpleview
11:30am - 12:30pm
The Critical and Evolving Roles of Business Development
Details +
Join this important session to understand exactly what it takes to prospect for new convention center business.  Our experts will discuss how convention sales teams develop and put best practices in place to ensure a healthy pipeline of business for their convention centers.

Speakers:
Dan Fenton, Executive Vice President, JLL, Moderator
Sonia Fong, Vice President of Sales, Greater Miami CVB
Kavin Schieferdecker, Senior Vice President, Convention Division, Philadelphia CVB

Sponsored by: Northstar Meetings Group



12:30pm - 1:30pm
Networking Lunch
Details +
Sponsored by: Destination DC
1:45pm - 2:30pm
Shirtsleeves Round 1
Details +
Session 1 - The Evolving Role of the CVB
Session 2 - The Need for Sales and Marketing Teams to Hug and Work Together
Session 3 - Welcoming Environment
Session 4 - Business Development/LOA/LOI Best Practices



2:45pm - 3:30pm
Shirtsleeves Round 2
Details +
Session 1 - The Evolving Role of the CVB
Session 2 - The Need for Sales and Marketing Teams to Hug and Work Together
Session 3 - Welcoming Environment
Session 4 - Business Development/LOA/LOI Best Practices
3:30pm - 3:45pm
Networking Beverage Break
Details +
Sponsored by: Fuseideas
3:45pm - 4:45pm
What's Behind the Numbers? Event Impact and True ROI
Details +
During this session, industry peers will highlight how the Event Impact Calculator (EIC) can help destinations measure and report on the impact of their events at their destinations.  Discussion will include practical tips, best practices and information on how to best use the tool to your advantage.

Speakers:
Alyssa Poulin, Product Engagement Manager, Destinations International, Moderator
Loren Gold, Executive Vice President, Greater Raleigh CVB
Chris Pike, Director, Impact Studies, Tourism Economics
Rhanee Palma, CDME, Chief Sales Officer, Visit Oakland

Sponsored by: Tempest
5:00pm - 6:00pm
Networking Reception
Details +
Sponsored by: Miles Partnership
Tuesday February 4, 2020
8:00am - 9:15am
Networking Continental Breakfast
Details +
Sponsored by: Tempest
9:30am - 10:30am
Changing Metrics: How the CVB Model for Measuring Success Needs to Shift
Details +
Hear from the CVBs that have changed the way the measure success and how they validate these metrics with their key stakeholders.  Discussion will include insights on the impetus for the change and how to engage your stakeholders to buy in to the new methodology.

Speakers:
Greg Oates, SVP Innovation, MMGY NextFactor, Moderator
Scott Beck, President and CEO, Tourism Toronto
Jay Burress, President and CEO, Visit Anaheim

Sponsored by: Tempest
10:30am - 11:15am
Services of the Future
Details +

The role of services has dramatically changed in the past decade in terms of what clients need and want. Hear from the innovators on what they're doing in their destinations to attract and service potential and new customers.  Discussion will include why they're doing what they're doing, the challenges they've faced, and the best practices developed in order to ensure the highest level of client services.

Speakers:
Brad Weaber, Principal, Brad Weaber Consulting Group, LLC and Planner Influencer Board Facilitator, Moderator
Steve Genovesi, Executive Vice President, Visit Austin
Olivia Puglisi, Director of Convention Services, Visit Baltimore
Kelly Saling, Vice President, Convention Sales and Services, Visit Seattle

Sponsored by: Simpleview


11:15am - 11:30am
Networking Beverage Break
Details +
Sponsored by: Fuseideas
11:30am - 12:15pm
Shirtsleeves Round 1
Details +
Session 1 - Services of the Future
Session 2 - Performance and Changing Metrics
Session 3 - Attendance Promotion
12:15pm - 1:15pm
Networking Lunch
Details +
Sponsored by: Simpleview
1:15pm - 2:00pm
Shirtsleeves Round 2
Details +
Session 1 - Services of the Future
Session 2 - Performance and Changing Metrics
Session 3 - Attendance Promotion
2:15pm - 3:00pm
Attendance Promotion and Beyond: From Getting Started to Being on the Leading Edge
Details +
During this session, industry peers will highlight how a comprehensive attendance promotion strategy can be a differentiator for your destination's sales, services and marketing teams.  Discussion will include ideas on building the process, scalability for your CVB, and assembling resources, as well as current best practices, new initiatives and what's NEXT.

Speakers:
Loren Gold, Executive Vice President, Greater Raleigh CVB
Nannette Eiland, Director of Convention Services, Visit Fort Worth

Sponsored by: Digital Edge Marketing
3:00pm - 3:15pm
Networking Beverage Break
Details +
Sponsored by: Fuseideas
3:15pm - 4:15pm
Meeting Professionals Unplugged
Details +
Join this candid and provocative discussion with esteemed members of the Destinations International's Planner Influencer Board, as they share their experiences working with their CVB partners.  They will discuss the significance of the economic impact of their meetings, the social issues of homelessness, and the vast needs of planners today in the ever-shifting environment of disruption and innovation.

Speakers:
Brad Weaber, Principal, Brad Weaber Consulting Group, LLC and Planner Influencer Board Facilitator, Moderator
Alex Zapple, CMP, CEM, Associate Director for Meetings and Member Experience, American Society of Nephrology
Windy Christner, CMP, Senior Director, Meetings & Expositions, American Pharmacists Association
Katia McKennon, Principal, Meeting Management Services

Sponsored by: Digital Edge Marketing


4:15pm - 4:30pm
Wrap Up
* Schedule subject to change.
Registration
location
Washington
,
District of Columbia
Renaissance Washington, DC Downtown Hotel
999 9th St
Washington, DC 20001