1. Winning Business through Building Alliances with Suppliers Edyta Malek Conference Sales Manager Warsaw Destination Alliance 11th ICCRM Seville, Spain 8 July 2005 www.iccaworld.com

2. 11th ICCRM, Seville, 2005 Background City of Warsaw Hotels Conference centres Tour operators Airlines Cultural entities Polish Tourist Organisation Warsaw Destination Alliance

3. 11th ICCRM, Seville, 2005 Clients Associations National / International Corporations National / International await professional, updated, concrete information on  meeting facilities  accommodation  transportation  entertainment

4. 11th ICCRM, Seville, 2005 Plan of cooperation among the suppliers 1.Who will coordinate the process of exchanging information? 2.Who does research? 3.Who will prepare a bid? 4.How will look for the sponsors? Who will pay for what?

5. 11th ICCRM, Seville, 2005 Coordinator of the alliance 1. Manages the relations among the stakeholders. 2. Researches the leads and is a main contact for the potential clients. 3. Represents the suppliers in business talks. 4. Collects all offers, prepares the bid.

6. 11th ICCRM, Seville, 2005 Research – passing the leads 1. Research by the alliance’s coordinator: - passing information on the suppliers 2. Research by the stakeholders:  non applicable leads: forwarded onto the alliance’s coordinator: - winning business for the destination - satisfaction of the client  applicable leads: encouragement to work in team

7. 11th ICCRM, Seville, 2005 Preparation of the bid – role of the alliance’s coordinator 1. Communication with the client. 2. Collection of all offers. 3. Common search for the sponsors. 4. Getting support of the local government for organisation of the event. 5. Creation of the pro-forma budget and social program. 6. Preparation of the bid.

8. 11th ICCRM, Seville, 2005 Who pays for what? 1.Looking for new sponsors and partners. 2.Financial support from the local government. 3.Majority of the costs on preliminary stage are carried by the alliance’s coordinator and the most interested parties. - representation costs - site inspections - complimetary amenities

9. 11th ICCRM, Seville, 2005 Advantages of cooperation 1. Comprehensive offer - satisfied clients, better promotion of the destination. 2. Exchange of information - winning more business. 3. Common promotion – integrated message, savings.

10. 11th ICCRM, Seville, 2005 Obstacles in co-operation 1. Coordination – how far should we go? 2. Short term thinking – individual interests over common goals. 3. Process of choosing of the supplier – need of impartiality.

11. 11th ICCRM, Seville, 2005 Together we are stronger!