GA16 | Kuching | Accomodation Management; Navigating a new landscape

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PCO Hot Topic Sessionin collaboration with

Accommodation management:Navigating a new landscape!

 Are PCOs and hotels prepared to manage the

increasing disruption and challenges in accommodation services for

international meetings?

55th ICCA Congress

International Congress and Convention Association #ICCAWorld iccaworld.com

The Good, the Bad and the Ugly

(guess who is who?)

André Vietor - Managing DirectorOscar Cerezales - COO Asia Pacificandre.vietor@barcelocongresos.comOscar.Cerezales@mci-group.com

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International Congress and Convention Association #ICCAWorld iccaworld.com

To understand and analyse the new

ecosystem

To discuss possible solutions

To apply disruptive thinking

To gather all valuable views and

inputs

The changing meetings landscape

Group exercise

New business models

impacting our industry

Some facts and figures

Disruptive thinking - solutions

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Are we (our industry) different

from others?(evolution, patterns,

maturity?)

SimpleComplicated

Complex

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Distribution of Airbnb propertries vs hotels

platforms scammers brokers

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Implications: deep diving(group exercise)

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Positive implications Negative implications

For CVBs

For Associations

For Hotels

For PCOs

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implications

Barcelona 38,000 hotel rooms (*)

Airbnb 9,200 apartments (24,2% of *)

The new norm

WHAT ARE ASSOCIATIONS DOING TO ENSURE FUTURE SUSTAINABLITY

revenue streamsthe tree and the forest

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Your business model3rd box thinking

Future

DisruptionInnovation

(evolution, patterns, maturity?)

©Rachel Botsman

Group activity

Top3 revenue channels in 2025(very expected today)

Top3 revenue channels in 2025(unexpected)

For Associations

For CVBs

For PCOs

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10Y AGO TODAY0

10

20

30

40

50

60

70

80

90

100

GROUPS INDIVIDUALS

Registration shift

2x

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Housing onlyPCO manages 12% of 60%

Full PCO servicePCO manages 28% of 60%

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Create a registration package including accommodation

affiliate partnership

Buy a licence or develop your own in-house hotel search and booking engine

Communication strategy informing that rooms booked outside the official block does affect finances of the

association

Create a registration package that includes accommodation…

Who has experience to share?For which type of meeting or in which geographical region does this model work (if at all)?Are there legal aspects to be considered?

Communication strategy informing that rooms booked outside the

official block does affect finances of the association…

Who has experience to share from the US market?Would hotels agree to check rooming list with registrations list to spot direct bookings and respect a commission?Do you think associations are willing to admit the importance of financing the organisation through hotel commission?

Buy a licence or develop your own in-house hotel search and booking engine…

Any experience?Were you able to increase your individual hotel booking ratio?What percentage do you still loose to other booking portals?Does the initial cost and constant investment actually pay back?How long did it take you to develop it and to see the ROI?

“Make your enemies your allies”

Example booking.com of“affiliate partnership”

Collaborate with other hotel booking portals for meetings and conferences…

Who has experience to share?Does it work? Were you able to increase the individual delegate hotel booking ratio?What’s the feedback from congress delegates and association clients?

International Congress and Convention Association #ICCAWorld iccaworld.com

Wrap up

The fast moving trends get most of the attention

The slow moving trends have most of the power Stewart Brand

International Congress and Convention Association #ICCAWorld iccaworld.com

Thanks!