Réunion d’information marché Grande Bretagne - segment...
Transcript of Réunion d’information marché Grande Bretagne - segment...
Réunion d’information marché
Grande Bretagne - segment MICE
15/06/2012
Réunion d’information Marché MICE Grande Bretagne – 15 Juin 2012
Sommaire Présentation de la conjoncture parisienne et du
marché britannique à Paris
M&IT Trends & Spends survey - Steve Lewis, M&it
magazine
How to get more business from UK agencies? – John
Fisher, Fisher Moy International
Vos questions
Réunion d’information marché
Grande Bretagne - segment MICE
1.Conjoncture touristique parisienne
Les principaux marchés à Paris en 2011
Arrivées 2011 Var
2012/2011
France 7 200 000 +1,6 %
Etats-Unis 1 256 000 +4,2 %
Royaume-Uni 968 000 -1,8 %
Italie 663 000 -4,2 %
Allemagne 565 000 -0,7 %
Espagne 550 000 -6,4 %
Japon 505 000 -6,5 %
Belgique 302 000 +4,4 %
Suisse 266 000 +11,9 %
Pays-Bas 253 000 +7,9 %
Chine 158 000 +22,8 %
Total Etranger 8 466 000 +4,4 %
Total 15 654 000 +3,3 % Source: Enquête de fréquentation
hôtelière de l’Insee
Renforcement de la Livre sterling
1,00000
1,10000
1,20000
1,30000
1,40000
1,50000
1,60000
1,70000
1,80000
Cours moyen mensuel de la livre sterling par rapport à l'euro de 1999 à 2012
Mai 2012 : 1 £ = 1,24 €
Source: Banque de France
Baisse régulière des arrivées
britanniques depuis 2008 mais…
0
200 000
400 000
600 000
800 000
1 000 000
1 200 000
1 400 000
1 600 000
Evolution des arrivées hôtelières britanniques à Paris
Source: Enquête de fréquentation hôtelière de l’Insee
968 000 arrivées hôtelières à Paris en 2011 (soit 11,4 % de la fréquentation
touristique étrangère à Paris)
…Un retour à la croissance depuis
novembre 2011
-40%
-30%
-20%
-10%
0%
10%
20%
30%
Jan
vie
r
Mar
s
Mai
Juill
et
Sep
tem
bre
No
vem
bre
Jan
vie
r
Mar
s
Mai
Juill
et
Sep
tem
bre
No
vem
bre
Jan
vie
r
Mar
s
Mai
Juill
et
Sep
tem
bre
No
vem
bre
Jan
vie
r
Mar
s
Mai
Juill
et
Sep
tem
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No
vem
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Jan
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Mar
s
Mai
Juill
et
Sep
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No
vem
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2008 2009 2010 2011 2012
Evolution de la variation des arrivées hôtelières britanniques à Paris
Source: Enquête de fréquentation hôtelière de l’Insee
Réunion d’information marché
Grande Bretagne - segment MICE
2.M&IT Trends & Spends Survey June 2012
OTCP/Présentation de marché:
Grande-Bretagne, segment MICE
Vendredi 15 juin à 10h30
Steve Lewis, Publisher, Meetings & Incentive Travel
‘M&IT Trends & Spends Survey June 2012’
John Fisher, Director, Fisher Moy International
‘How To Get More Business From UK Agencies’
AddingValue
AOK Events
Avventura
Banks Sadler
BI Worldwide
BSI Meetings and Events
drpgroup
First Protocol
FMI Group
Jack Morton Worldwide
Jarvis Woodhouse Events
MCI UK Ltd
Oxford International
Participating UK agencies
Principal Promotions
Pumphouse
TFI Group
The Conference Collective Limited
The MotivAction Group
The Turner Agency
The Ultimate Event Company
The Vantage Point Group
Venues Event Management
W&O Events
Worldspan Group
Zibrant
Trends & Spends Survey Statistics Summary
Trends & Spends Survey Statistics Summary
Trends & Spends Survey Statistics Summary
Short haul by country – no of groups
Short haul by country – delegate nights
Short haul by city/state/resort – no of groups
Short haul by city/state/resort – delegate nights
Long haul by country – no of groups
Long haul by country – delegate nights
Long haul by city/state/resort – no of groups
Long haul by city/state/resort – delegate nights
2012 TREND
FRANCE has dropped to 4th place in 2012
behind SPAIN, GERMANY and ITALY.
2012 TREND
PARIS remains the MOST POPULAR CITY
(47 groups/7.8%) ahead of AMSTERDAM,
LISBON, BARCELONA and ROME.
2012 TREND
FRANCE has dropped to 7th place in
number of delegate nights behind SPAIN,
AUSTRIA, ITALY, PORTUGAL, GERMANY
and NETHERLANDS.
2012 TREND
PARIS has dropped to 7th place in number
of delegate nights behind BARCELONA,
VIENNA, LISBON, AMSTERDAM,
COPENHAGEN and BERLIN.
2012 TREND
PARIS dominates destination selection in
France. TOP 5 in France are 1) PARIS 47
groups 2) NICE 6 groups 3) MONTE CARLO
6 groups 4) LYON 2 groups and 5)
MARSEILLE 2 groups.
2012 TREND
UK AGENCIES plan EUROPEAN and
EMEA meetings. UK ONLY DELEGATE
ATTENDANCE IS DECREASING,
INTERNATIONAL DELEGATE
ATTENDANCE IS INCREASING.
(34% UK ONLY – 66% INTERNATIONAL in
2012 Trends Survey).
UK agency news
Examples from meetpie.com news stories
in 2012…
UK agency news
UK agency news
UK agency news
UK agency news
Réunion d’information marché
Grande Bretagne - segment MICE
3.How to get more business from the UK?
HOW TO GET MORE BUSINESS FROM THE UK MARKET
JOHN FISHER Fisher Moy International Limited
... everything we do is about connecting your brand, employees and
customers. We create live, print and digital communications that always aim
to improve your bottom line.
Our key offers are:
BRAND ENGAGEMENT AGENCY
OUR CLIENTS
ENGLISH PERCEPTIONS OF FRANCE
ENGLISH PERCEPTIONS OF FRANCE
AMERICAN PERCEPTIONS OF FRANCE
PARISIAN PERCEPTIONS OF FRANCE
WHERE DO THE BRITS GO IN FRANCE?
TOP TEN DESTINATIONS FROM THE UK
1. PARIS
2. COTE D’AZUR
3. ....THAT’S IT!
BUT WE HAVE TRIED...LYON
E-shot to 800 =
2 positive replies
WHY? POSSIBLY THE NEW UK BRIBERY ACT
HOW TO GET MORE BUSINESS FROM THE UK MARKET: LEADING AGENCIES
lead
Ranking Corporation - 31/12/2010 - 31/12/2009
1 Grass Roots Group Plc (The) 283,105,333
1
1
2 Expotel Group Limited 175,490,445 2
3 Motivcom Plc 115,483,000 3
4 Projectlink Motivation Limited 79,541,333
1
4
5 P&MM Limited 71,201,187 5
6 Edenred (I & M) Limited 49,994,000 6
7 Knowledgepoint 360 Group Ltd 44,422,000 8
8 Jack Morton Worldwide Limited 40,228,000 9
9 WRG Creative Communication 38,677,292 12
10 Universal World Events Group 36,236,727
3
7
11 Grass Roots Eventcom Ltd 28,730,667
1
10
12 Group Limited 24,444,661 13
13 Zibrant Limited 22,370,916 17
14 UniversalProcon Limited 22,147,519 14
15 Concerto Group Ltd. 21,440,062 11
16 George P. Johnson () Limited 18,688,342 16
17 Holdings Ltd 17,178,928 18
18 Reed & Mackay Travel Ltd 16,085,000 19
19 Logistik Limited 13,971,845 20
20 BCD Meetings & Incentives Ltd 13,903,618 26
21 W&O Events Limited 13,559,000 15
22 Adelphi Group Limited 13,011,000 25
23 Rapier Design Limited 10,925,932
2
28
24 AYMTM Limited 10,321,841 21
25 MCI UK Limited 10,317,264 27
1
Actual accounts filed were for a period of 18 months. This value has been pro-rated to provide a 12 month period
2
Actual accounts filed were for a period of 9 months. This value has been pro-rated to provide a 12 month period
3
Actual accounts filed were for a period of 11 months. This value has been pro-rated to provide a 12 month period
HOW TO GET MORE BUSINESS FROM THE UK MARKET:
MARKET SEGMENTATION
OVER
£20M
OVER £10M
OVER £5M
HOW TO GET MORE BUSINESS FROM THE UK MARKET:
TYPICAL FINANCIAL ACCOUNTS
HOW TO GET MORE BUSINESS FROM THE UK MARKET:
TYPICAL CLIENT PROPOSAL COSTS
PARIS LE GRAND OFFER
MARKET COSTS
MARKET COSTS
MARKET COSTS
MARKET COSTS
MD/OWNER
Sales Development Operations/Events Finance/Admin
Events Director
UK Event Manager Overseas Event Manager
Event Executive Event Executive
Assistant Assistant
HOW AGENCIES ARE STRUCTURED
MD/OWNER
Sales Development Operations/Events Finance/Admin
Events Director
UK Event Manager Overseas Event Manager
Event Executive Event Executive
Assistant Assistant
HOW AGENCIES ARE STRUCTURED
HOW TO GET MORE BUSINESS FROM THE UK MARKET: PROMOTIONAL STRATEGY
1. THE BOSS
2. THE EVENTS DIRECTOR
3. THE OVERSEAS EVENTS MANAGER
4. TRAVEL ACCOUNT MANAGERS
HOW TO GET MORE BUSINESS FROM THE UK MARKET: ACTIVITIES
1. THE BOSS...high-end event, embassy?, brand new facility, possibly
partners
2. THE EVENTS DIRECTOR...similar, could be the same person, not partners
3. THE OVERSEAS EVENTS MANAGER...busy fam trip, exhibitions, drinks
events
4. TRAVEL ACCOUNT MANAGERS...email, newsletters, London workshops
HELPFUL HINTS
• Only 15% open commercial e-shots • Less than 2% attend events without prompting
• So 20 confirmed guests = 1,000 invites
HOW TO GET MORE BUSINESS FROM THE UK MARKET: PRESENTATIONS
1. START BY ASKING ABOUT THE CLIENT PROFILE
2. TAILOR YOUR TALK TO THE PROFILES
3. KNOW YOUR COSTS...WE WILL WANT TO TALK ABOUT MONEY!
4. LEAVE SAMPLE COSTINGS/IMAGES ON AN ‘UNLOCKED’ MEDIUM
5. DO BRING BISCUITS/CAKES!
HELPFUL HINTS
• Do not rush through x10 hotels, use a map, ask your
audience • Listen to response and change your talk
• Leave behind digital info not print • Ask if anyone else can be added to your mailing list
HOW TO GET MORE BUSINESS FROM THE UK MARKET: EXHIBITIONS
1. E-SHOT TO NAMED INDIVIDUALS
2. MENTION SOMETHING NEW/UNUSUAL
3. BE AVAILABLE TO CHAT OUTSIDE THE ‘APPOINTMENTS’
4. HIGHLIGHT ‘DEALS’ AVAILABLE
5. BE CULTURALLY AWARE...FOOTBALL, EURO, POLITICS, THE QUEEN
HELPFUL HINTS
• Collect names of colleagues/other contacts...for your
database • Be prepared to do a quote/proposal from the exhibition
• Ask if you can visit in the UK
Match No. 736 - Saturday, 7th June 1997
France 0 - 1 England Tournoi de France (Tournoi de France 1997)
Stade de la Mosson, Montpellier
SOCCER SPEAK
Réunion d’information Marché MICE Grande Bretagne – 15 Juin 2012
Merci de votre
participation !!!!
Vos Questions….