2 IntroductionA DMC is a professional management company specializing in the design and delivery of events, activities, tours, staffing and transportation utilizing extensive local knowledge, expertise and resources.Specialize in their particular locality.
3 IntroductionDMCs work cooperatively with airlines, hotels, resorts, convention centers, alternative venues and transportation companies.DMCs refer to the entire activities and services for a client as a “program.”DMCs are also an important element in incentive travel.
4 Services Offered by DMC’s Hired by meeting planners, DMCs can provide:Hotel and event venue selectionCreative itinerariesSpecial event and creative theme conceptsEvent productionSight-seeing optionsTeam building ActivitiesMeeting support servicesTransportation planning and deliveryDining programsEntertainersSpeakersVIP servicesStaffing servicesBudgeting and resource management
5 DMC Clients & Customers Clients and Customers are defined as those who plan meetings, exhibitions, events, conventions and incentive travel programs.May contract direct with the event sponsoring organization, orMay contract through an independent planner
6 DMC Clients & Customers DMCs act as the local destination’s “eyes and ears” for the the planner:Provide un-biased and experienced-based suggestions:LogisticsVenuesEvent conceptsSocial program contentBoth a Consultant to and a Contractor for the planner
9 Structure of a DMCMany are small, stand alone operations, locally owned and operatedOthers are regional, national or international in scope with multiple destination officesSome have a strong affiliation with a particular hotel or resort
10 Structure of a DMC Management and Administration Sales and Marketing General Mgr. Office Mgr Accounting Mgr.Executive Ass’t Admin. Ass’t ReceptionistResearch AssistantSales and MarketingDir. of Sales Dir. Marketing Dir. of Special EventsSales Mgr. Sales Coord. Proposal WriterResearch Analyst
11 Structure of a DMC Operations and Production Field Staff Dir. Operations Dir. Special Events Operations Mgr.Production Mgr. Transportation Mgr. Staffing Mgr.Field StaffMeet & Greet Staff Tour GuideTransportation Mgr. Event SupervisorField Supervisor Equipment Mgr.
12 Structure of a DMC General Manager Sales Office Operations Special Events Director Manager Director DirectorSales Mgr Operations Mgr CoordinatorSales Coordinator(s) Transportation MgrStaffing Mgr
13 DMC Resources Products Reputation Experience Relationships Suppliers and VendorsCredit and Buying Power
14 The Business Process Basic Business Requirements Staff Temporary Field StaffOfficeTechnologyLicenses and InsuranceCommunity ContactsCustomer ContactsHistory of SuccessDestination Resources
15 The Business Process The Sales Process Business Opportunities SpecializationAssociationCorporate meetings and eventsIncentive travelInternational travelIdentifying New BusinessSales and Marketing PlansIndustry events & association membershipsSales calls & community sales effortsUtilization of representation firmsNewsletters, brochures & collateral materials
16 The Business Process The Proposal Stage Site Inspections Project SpecificationsResearch & DevelopmentCreativity and InnovationBudgetsResponse TimePricingCompetitionSite InspectionsA physical review of of proposed venues, services tours and/or activities prior to the actual program.
17 The Business Process Contracts of Services Identify buyer and seller Dates of contracts and of servicesDetailed itinerary of each service and its pricingDetailed listing of services and items includedDeadlines, costs and procedures for changesForce Majeure clauseGuaranteesDeposit and Payment policiesCancellation policyParticipation by minorsRemittance instructions
18 The Business Process Program Preparation Move from active selling to program operationsConfirm with suppliersResponse to client changes and requestsProject manager is assignedStaff, supervisors, tour guides, escorts are hired and briefedProgram Operations and ProductionBilling and Follow-up
19 The Business Process Program Operations and Production Transportation managementEvent productionToru and Activity managementSupport staff supervisionSupplier/vendor managementMeeting supportCustomer relationsOn-site changes, challenges, contingenciesTrouble shootingCommunity liaisonInformation source
20 The Business Process Billing and Follow-up Final invoice reflects the contractual agreementsAdditions or deletions indicatedTry to get planners approval of billing on siteFollow-up evaluations of DMC services by clientDebriefing of staff
21 Review Services Offered by DMCs Clients and Customers Structure of a DMCResourcesBusiness ProcessBasic RequirementsSales ProcessContractsProgram Preparation, Operations & ProductionBilling & Follow-up