Successful Meetings - February 2008 - (Page 46) CVB Focus > The CVB in Your Backyard technology accounts. Midwest handles automotive and insurance. “As of January first, we [gave] the individual reps a lot more control of the solicitation in their markets,” says Goldsmith. “We’re really targeting specific vertical markets and we are hoping to drill down.” On a day-to-day basis, what will this mean for planners? “We’ll be doing more solicitation and attending industry-specific events on a more regular basis.” That means the LVCVA will participate in and host more regional events for the insurance industry, for example. city, time zone problems are eliminated. “Our IT [system] is connected real-time, says Andrea Field, director of the Chicago Area Office for the Atlanta CVB. “It’s the same system that’s in Atlanta.” Because she (and her IT system) knows clients’ histories, “planners don’t have to explain [their] needs again every time around.” Meanwhile, Dane, who represents The Beaches of Fort Myers & Sanibel, says small groups, far from being overlooked, tend to be well served by satellite offices. She and other satellite bureau representatives bring “the expertise and feel of the destination that they represent directly to the offices of the client.” Dane lets the planners of small meetings know about interesting alternatives, such as options for environmental edu- incentives—“everything but what goes into our convention center.” Hawaii has two other satellite offices to handle east coast and west coast business. Las Vegas also has three satellites: Chicago, Washington, DC, and Laughlin, NV, which services the southwest. But according to Michael Goldsmith, director of convention sales for the LVCVA, who is based in Las Vegas, planners can call satellite offices or the home office for their needs. “There’s no difference: They just happen to be there, on site. If we need to get physically in front of someone, we have the ability to have our rep get to their office in a very short time.” Las Vegas’ regional reps do have specific vertical markets assigned to them. The DC office, for instance, handles union, government, and east coast THE LARGE & THE SMALL OF IT For citywides that need constant updates on new construction affecting their meetings, there’s an obvious benefit to a close working relationship with a hands-on rep. If that rep is in your own
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