Tactics in a tough economy

Conference
Care have taken a tactical approach towards growing the business in
times of economic pressure by increasing our sales team and
concentrating efforts on winning new accounts. We are focused on working
closely with procurement, and deploy strategies to target leakage from
within our accounts. We have also strengthened relationships with venue
suppliers and have further developed our MI to satisfy our clients’
insatiable demand for information.
 
Although the general consensus appears to be that the economy is headed
for a double dip recession, I feel the green shoots of recovery are
already visible. Our clients are booking more events, and also events on
a larger scale, which indicates increased confidence in the economy.
Clients are still hesitant to commit to terms and conditions however and
therefore the majority of enquiries remain short lead. In terms of
rates, the provinces are staying relatively static, but it is London
which is seeing rapid growth, a 10 per cent increase in Day Delegate
Rates from 2010, 2012, and a 31 per cent increase in accommodation rates
from 2011–12. We have also noted a 15 per cent increase in overseas
bookings, which is expected to grow to 25 per cent in 2012.
 
Increasingly, through the latter half of 2011, we have found many more
organisations are outsourcing their event management requirements. This
has been an area of significant growth for Conference Care and the first
quarter of 2012 indicates that this is set to continue. Overseas
meetings and events is also an area of strong development – our
international team has seen a 15 per cent increase. New revenue streams
occur with new business, and our sales team has expanded to concentrate
our efforts on winning new accounts.
 
Conference Care work with organisations to identify their event
organisers, meetings and events requirements to ascertain their buying
patterns. Equipped with this information we identify trends, apply our
expertise and are then able to recommend and develop a Strategic
Meetings Management Programme that will deliver best value, reduce the
clients’ liabilities and improve efficiencies within the organisation.

Conference Care Director Andrew Deakin

Any comments? Email conferencenews@mashmedia.net

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Conference News hosts great guests on its pages. Our Blog section is the collection of the best opinions in the UK and international events industry.

ConferenceNews Guest Author

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ConferenceNews Guest Author

Conference News hosts great guests on its pages. Our Blog section is the collection of the best opinions in the UK and international events industry.

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