Incentive - January 2008 - (Page 12)

IN THE NEWS Destination Management Merger Hensley’s Allied buys PRA Destination Management atti Roscoe has sold PRA Destination Management to James Hensley, owner of Allied Europe and Allied Arabia. The new firm, combining PRA’s 19 American destination management companies with Allied’s seven, will be called Allied International, although individual offices will retain their PRA or Allied name. While describing the sale as “an exit strategy” 26 years after founding PRA, Roscoe says she will remain a board member and shareholder of Allied International and will remain involved as a consultant for at least two years. She is not alone. Arnold Light, founder of The Light Group in White Plains, N.Y., has sold his company to Sandi Daniels, of Madison, Wis.–based Fire Incentives. After some 40 years in the business, Light has no intention of quitting the incentive game completely—he still defines “a full week’s work” as 50 or more hours—but he, too, was looking for an exit strategy. As for Roscoe, she adds that she had turned day-to-day management of PRA’s 19 franchises over to her leadership team two years ago. And, there has been a marketing partnership between PRA and Allied, which have similar corporate cultures and structures, for three years, she adds. In many ways, the sale grew out of that partnership, which Roscoe says began when large corporate clients asked PRA to take on a more global role. “We knew we had to have at least references in other countries,” Roscoe says, noting that PRA and Allied Top Workplace Annoyances Global staffing firm Randstadt surveyed more than 1,400 American workers to determine what workplace behaviors are the most annoying. The winner was foul language, with 91 percent saying cursing is unacceptable. OTHER RESPONSES: P have a third partner, IVI Destination Management, with a dozen offices in Mexico, Central America and the Dominican Republic. “I wanted [to sell] to someone who can take the business to the next level.” The overall goal, says Hensley, CEO of Paris–based Allied International, is to be able to offer clients consistent service and a shared knowledge base on a global scale. “The buyer has got twenty-six destinations where they know they will get the same level of service,” says Hensley. “All we are selling is service, so trust is a big issue.” Already head of one of the largest privately owned destination management companies (DMC), Hensley plans to expand the new company’s franchised offices by 50 percent within three years. The first location on the horizon is Canada, where PRA has already gone through the regulatory approval process to open new franchises. The company is in talks with existing DMCs in major Canadian destinations, says Laura Rednour, president of PRA Destination Management. Toronto and Vancouver are likely to be first, with Montreal, Quebec City, and Banff/Lake Louise in the queue. While Roscoe is stepping back, she is not planning to leave the industry. Instrumental in setting up the Hospitality and Tourism Management program at San Diego State University, she plans to dedicate more time to the baccalaureate program. “There has been a wonderful man in my life [Jim Tiffany] for the past three years, so my priorities have changed,” Roscoe says. “But a sedentary lifestyle is not one I am looking forward to.” —Leo Jakobson Talking in a condescending voice . . . . . . . . .44% Loud talkers . . . . . . . . . . . . . . .32% Ringing cell phones . . . . . . . . . .30% Speakerphones in public areas .22% The Incentive Editorial Advisory Board: • Ira Almeas, President, Impact Incentives and Meetings • Bill Boyd, President and CEO, Sunbelt Motivation and Travel • Adrienne Forest, Assistant Vice President, Special Markets, Bulova Corp. • Karen Eglitis, Unit Business Manager, Premium & Incentive, Bose Corp. • Terry Markwart, Director & Assistant General Mgr. of U.S. Sales, Canon USA • Steve Lowe, Director of Sales, Harrah’s & Harveys Lake Tahoe • Rodger Stotz, Vice President, Managing Consultant, Maritz Incentives • Jon Von Rentzell, Vice President, Recognition and Rewards, Carlson Marketing • Joe Zanone, Senior Vice President, Movado Group Inc. • Gail Fitzgerald, Vice President Hotel Sales & Marketing, CityCenter Las Vegas • Chris Flatt, Executive Vice President Hotel Sales & Marketing, Wynn Las Vegas • Cindy Mielke, Manager, National Accounts, Marketing Innovators • Anne Platt, Director, Gift Card Services, Best Buy • Dick Gaeta, President, Premier Incentives • Art Masarky, Senior Director, Human Resources, Heineken, USA • Dennis O. Borst, President and COO, Patriot Marketing Group 12 | Incentive | January 2008 | incentivemag.com http://incentivemag.com

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Incentive - January 2008 Contents Editor’s Note: Out of SITE In The News Cover Story: Include a Meeting, Improve Morale Case Study: DHL Delivers Recognition Incentive Primer: How To Use Promo Products How Bob Nardelli Rallied Chrysler’s Dealers Incentive Interview: Ken Blanchard Says Be Nice TV’s Extreme Makeover Motivates Giving Pre-Employment Motivation The Daycare Dilemma Happy Employees Shouldn’t Mix with Sick Employees Incentive Research: Consumer Promotions Report In Her Shoes: Winning Approval Of Flextime Travel News Field Report: Barcelona Field Report: Bermuda Golf: Follow The Pros potentials Here and Now Watches As Jewelry Awards: Online Gift Cards Tech Gadgets for 2008 Last Word: Stanley Bing Bashes Bully Bosses

Incentive - January 2008

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