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meetings industry association Issue 1
I
March 2012
The magazine for members of the Meetings Industry Association
[Marketing] generate new business without extending your budgets p4
[HR] the agency worker issue New rights for temporary workers P6 Meetings market outlook
Add the WOW factor
Save energy, save money
First impressions
mia Pathfinder report P8
Latest in laser projections P10
Voltage optimisation P14
The outside environment P20
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Keep your guests h a p p y w ith a Hu n ter ceiling fan
A Hunter ceiling fan costs 95% less to run than an equivalent air conditioning system. If you already have an ac system they can reduce running costs by 40%. They are a much fresher and healthier option too. In winter heating bills can be cut by up to 24% by operating in the reverse.
• Save 95% on cooling costs • Save 24% on heat costs • Low energy • Easy to install • Save 40% on existing ac running costs • Lifetime warranty • 36 stylish models • As seen on ITV’s 60 Minute Makeover
UN E H TE
R
The Hunter Fan Company is the largest manufacturer of ceiling fans in the world. It has a record for outstanding innovation, quality and value. The company supplies a wide range of fans that are unique and stylish making them perfect for any bedroom, restaurant, bar or common area.
S t yl i s h - Re l i a b l e - Sile nt
TH
Hotels and conference centres are beginning to recognise the many benefits of using ceiling fans. Apart from making massive savings in energy consumption they create a more comfortable and stylish experience for your guests. Widely used abroad they are now being selected by hotels in the UK where the summer months can be very uncomfortable even with the window open and the costs of installing and running air conditioning is prohibitive.
C al l 0 1 2 5 6 6 3 6509 or v is it w w w. hunte rfan.co.uk
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welcome
contents Marketing Focus
page 4
Agency Worker Issue
page 7
Meeting Market Outlook page 8 Laser Projection
page 10
Interview - BSA
page 12
Voltage Optimisation
page 14
UK Conference Market page 18 Are You Green Enough? page20 MIA Training & Events
page 22
MIA List
page 25
venueprofessional magazine is published quarterly for the members of the Meetings Industry Association.
meetings industry association
PO Box 515 Kelmarsh Northampton NN6 9XW Tel: 0845 230 5508 e-mail: info@mia-uk.org Web: www.mia-uk.org Published by
psapublishing The Joiners Shop The Historic Dockyard Chatham Kent ME4 4TZ Tel: 01707 878026 e-mail: sales@psapublishing.co.uk Web: www.psapublishing.co.uk
meetings industry association
This is the first issue of a new publication from the mia, our first hard copy members’ magazine for a number of years, it’s simply known as Venue Professional. Flick through its pages and you’ll discover a varied mix of articles, stories, features and news, all designed to inform, educate and entertain; I hope you find it a ‘good read’. Like all mia publications, Venue Professional is produced principally for the benefit of our members and we’re keen to receive your feedback. The objective is to produce value-rich content that is relevant to your interests. In this and future issues, you can expect to see features on such subjects as reducing costs, increasing revenue, improving standards, employment issues and much more. If there’s an item you would like to see covered, please let us know. As we move into spring, it’s a positive time for the association, and despite the economic challenges, we are seeing growth in our membership numbers. This is a testament to the many initiatives we have launched that add value to mia membership, such as the AIM accreditation scheme, now recognised as the national standard for meetings and events venues in the UK. I believe Venue Professional will become another benefit our members cherish and I look forward to its lasting success. Jane Longhurst, mia Chief Executive
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Barley House Sopers Road Cuffley Herts. EN6 4RY Tel: 01707 876555 e-mail: sales@bainesdesign.co.uk Web: www.bainesdesign.co.uk © Copyright 2012. No part of venueprofessional can be reproduced, stored in a retrieval system or transmitted in any form without the prior written consent of the publishers. The views expressed in this publication are not necessarily those of the publisher.
Your feedback please To all members of MIA - Venue Professional is your magazine and we are keen to get your views and input on what subjects and content you would like included in future issues. What are the main factors affecting your business today? What do you need to know more about? How can we help you be better informed? Please e-mail your suggestions to press@psapublishing.co.uk
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[marketing focus] how to generate new b extending your b Karl Neal, client director, Kanga Marketing You can read the books, attend the conferences, listen to the seminars and bring in the consultants but wherever you seek your advice one thing is for certain; marketing has changed. If you are planning the same marketing today as you were five years ago then the chances are it’s wrong! In this series of articles we will explore the revolutionary changes that the advent of social media has brought to the marketing environment. We will help you plan your marketing strategy so that it evolves and improves bringing you stronger returns on investment year on year and we will delve into the ever-changing and sometimes confusing world of search engine optimisation and on-line marketing. In this first issue, we start with a few quick fixes. When your marketing budget is under threat, your targets seem permanently out of reach and the pressure is on – what can you do? These are undoubtedly tough economic times but for marketers all that means is you have to work harder; make every penny of your marketing budget count; think differently, keep one or two steps ahead of your competition and find innovative
ways to push your message without pushing your budgets.
your market share and as you do, the inevitable consequence is that your competition starts to lose their own market share. Their revenues fall, their ability to invest in sales and marketing diminishes and they become increasingly vulnerable and unable to hold their position. In this climate, standing still is not an option – you will only succeed by constantly pushing forwards.
When times are good, it is all to easy to sit back and take the safe option. It is simply human nature to resist change for fear of failure. However, when the going gets tough, change is the only way forward. It is the organisations that drive their sales forward, that constantly push their communications and who challenge pre-conceived
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In order for your business to maintain it’s levels of revenue you need to increase your market share and as you do, the inevitable consequence is that your competition starts to lose their own market share.
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ideas that will succeed. But with the very first few steps of that success comes another huge benefit. It is probably fair to say that every business competes for work in a finite market. In a perfectly balanced market supply equals demand and each business within that market has it’s own market share. But what happens when the market recedes? In order for your business to maintain it’s levels of revenue you need to increase
meetings industry association venueprofessional
So, your budgets are tight. You know you need to push harder; what should you do?
Consider setting up a collaborative marketing network. Some organisations will find a venue they like, one that works for them and simply re-book year after year and we’ll explore in future issues how to nuture these clients. However, many will want to ring the changes and choose a different geographic 4
location every year. Let us take, for example, a UK-wide professional association. Their members will be scattered across the UK. Now they may choose to hold their annual conference in the midlands every year but equally they could opt for the south one year and head up north for the next. It is these clients that you can grab and share with a collaborative geographic marketing network. It works like this. Find three or four venues that offer much the same facilities and services as your own but who are geographically dispersed. Depending on the size of your venue these may be across the UK, throughout Europe or entirely global. To a certain degree, you compete with these companies but equally, by each combining part of your marketing resources you can present a far more powerful force. This can only work with mutual trust and co-operation and the level of activity varies enormously from one network to another but it does work and it can be a hugely cost-effective way of driving new business. So, if you host a conference for 300 delegates and you know that next year they’ll move somewhere else in the country, it makes sense to point them in the direction of your network. If you all play the game, you all win.
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business without budgets. Joint marketing initiatives increase your budgets. Every conference organiser will tell you the first thing they book is the venue. So why is this important to your marketing budgets. Simple – it gives you first contact with the decision maker. Now think about what else they may need to book. Depending on your own in-house services and facilities there is a huge list of other expenditure – entertainment, lighting, staging, transport, additional local accommodation, flowers, icecarvings, etc. etc. Importantly, whilst they may have their own contacts the chances are they will want to commission these services locally to your venue.
There will be a plethora of local specialist companies that will want to engage with your clients and they’ll happily pay for the chance. Produce a local services brochure – everything you could possibly need to complete your conference or event in one easy place and give a copy to every company that either books or enquires. It’s a win, win, win approach. You get revenue from all of those suppliers.
The suppliers get to engage with the people who have booked the event. The event organisers have quick easy access to all the services they need to make their event a success.
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Save up to £12,000 per year in eliminating Fats - Oils - Grease Enviro-Tabs™ Tablets or Powder
Safe – Simple - Easy Enviro-Tabs™ work on Hotel and Restaurant Grease Traps, water cooled air conditioning systems and Waste Water systems.
Stop expensive pumping out, or manual cleaning Highly cost efficient! The Enviro-Tabs™ range are non-hazardous, environmentally friendly products that effectively remove Fats, Oils & Grease, organic pollutants, improve water quality and prevents blockages, bad smells and acid corrosion in most water systems. Converts the pollutants into Water and Carbon Dioxide. Forms a safe “Bacteria friendly” environment, including built-in “Active Oxygen” Raises the Ph value of the water to prevent pipe corrosion. Permanently kills bad smells. Requires no equipment or costly power to use - simply drop in tablets or pour in powder each week – Simple! In regular use in the Hospitality Industry across the World including the UK.
APPLICATIONS Grease Traps • Waste Water Plants • Industrial Food Processors • Air Conditioning Systems• Car Washes • Septic Tanks • Fish Ponds
To see how we could save you money or for more information contact: CONVERSION INDUSTRIES LTD – T/A ENVIRO-TABS Suite D, Stourside Place, Station Road, Ashford, Kent. TN23 1PP UK. Tel :+44(0)1273-782354 – E-Mail : info@enviro-tablets.com or visit www.enviro-tablets.com “P ro u d t o ma n u fa ct u re i n the U K ” meetings industry association venueprofessional
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The Agency Workers Regulations (AWR) came in to effect in the UK on 1 October 2011 and brought new rights for temporary workers and new responsibilities for employers. It aims to ensure that temporary workers receive the same basic working and employment conditions as comparable employees directly employed by the hirer. It does not cover the self-employed or those working on fixed term contracts.
[HR] the agency worker issue Kerry Gilroy, Senior Partner, Propel Human Resources What rights will agency workers have? From day 1: • The same access to onsite services such as canteens, childcare facilities and transport services • Access to information about job vacancies After 12 weeks continuous employment in the same role: Entitlement to the same employment terms and conditions as a comparable directly recruited employee, including: • All working time rights – for example contractual holiday and working hours • Paid time off for ante natal appointments • Rates of Pay – your agency should advise you on this but for a full list of what is included and excluded you can see the BIS website linked below What constitutes 12 weeks continuous employment? To stop employers cutting short temporary assignments at 11 weeks and then rehiring the same person a short time later, the regulations also state that any breaks during an assignment of less than 6 weeks will simply pause the 12 week accrual and not reset it. Continuity of the accrual will also be maintained during any maternity, paternity or adoption leave, however the 12 week period can be paused by other factors such as absence
for sickness, jury service, annual leave (i.e. school holidays), shut downs or industrial action. What is a comparable employee? This is someone who is an employee of the hirer; is engaged in broadly similar work and works at the same location as the agency worker (or another of the hirers premises if there is no comparable employee in the same location) If there is no comparable employee then the hirer can apply common sense and provide basic working and employment conditions as they would to any directly hired employee, covering the areas usually found in most contracts. Finally, the qualifying period is not backdated to cover periods of employment prior to 1 October 2011, however employees with temps due to qualify imminently need to consider their options, discuss the changes with their temporary work agency and make plans accordingly.
The full details of the Agency Workers Regulations 2011 are published by Department for Business Skills and Innovation and can on their website: http://www.bis.gov.uk/assets/biscore/employmentmatters/docs/a/11-949-agency-workers-regulations-guidance.pdf Easy steps to take Make sure you give all the agencies you use a copy of your standard employment contract and make sure you have a record that they have received it. Whenever you take on a new agency worker, give them a copy of your standard employment contract and staff induction pack and again, get a signature of receipt. Should there be any future disputes, you will then have a clear record that the worker knew about the rights and opportunities that were available to them. 7
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meetings industry association
Meetings Market Outlook In any business climate, concise information on market performance and trends is vital for strategic planning and decision making, even more so when times are as tough as they are today. The current outlook for the UK and European economy is grim for such a long period that it is probably more accurate to consider trading conditions as they are now as business as usual. Indeed, it is important to remember billions of pounds in business is taking place every day. Britain still has one of the biggest economies in the world and, despite its current troubles, when taken as a whole the European Union has the largest economy in the world. Business goes on, but the critical point to businesses within the meetings industry is to know how these external factors affect them, allowing them to make adjustments that capitalise on the opportunities that exist. The mia Pathfinder report provides this information. The report is compiled from research conducted amongst business leaders across the industry, including venues, buyers, suppliers and agents. This research enables businesses in the sector to make informed decisions based on reliable information. Published quarterly, the results from the autumn 2011 Pathfinder report are summarised in this article.
Trading Conditions Unsurprisingly, the overall results of the survey confirm the meetings industry remains a challenging environment to do business in. However, there are early signs of improvement, rates are low, but for the majority have either stopped falling or are increasing. Similarly, business levels, i.e. the number of events held, have either held steady or increased for the majority, although increases are small.
Government Business Public sector spending cuts continue to bite with 37% experiencing decreases in government business, with the average size of the decrease around 30.6%. Just 8.7% achieved an increase in government business and for 11.5% public sector business levels stayed the same. Rates Recovery Continues In the summer quarter of 2011, the Pathfinder survey revealed increases in rates achieved were greater than decreases and when combined with ‘stayed the same’ made up the majority of responses. This trend has continued in the third quarter results, with rates rising by as much as 30% in some cases, confirming that rates are now in a strong position to begin a recovery, although this is expected to be slow. Demonstrations of value for money remain the most effective means to secure new business without eroding rates.
Business Volume The report reveals business levels for 70-85% are either increasing or remain constant. Across all types of meeting surveyed, a significant number, 30%, are seeing increases in business volume when compared to the same period last year. Clearly this is a positive situation, however, for the small percentage that are seeing decreases, the decreases are significantly larger than the increases in business volume experienced by the majority.
Flexibility the Key to Success The market is demanding flexibility in order to maximise budgets and the sector is responding. With regards to cancellation charges, 56.8% are prepared to make concessions in order to meet clients’ needs. Additionally, venues that offer less than a day conference rates and that allow clients to choose not to include meals, continue to demonstrate appeal. There is strong evidence that being considerate to clients’ changing needs, by showing flexibility in prices and service delivery, is an effective way to build relations and attract new business. The Industry’s Greatest Challenges Increasing yield and the reduction in government spending are revealed by the Pathfinder research to be the biggest challenges facing the industry in the immediate future. Clearly this is an indication that businesses in the sector need to find new methods and channels in which to increase revenue. Investment in Facilities Despite the challenging trading conditions, investment in facilities remains strong, and it has done so throughout the three years that the mia has been conducting the Pathfinder research. The latest report reveals 60% are planning to make investment to facilities this year and 27% of these are panning investments greater than £1 million.
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Staffing Level Good for Motivation The forecast for staffing levels remains high, with 73% expecting them to either stay the same or increase. This is a significant plus point for the industry as employees that feel their job is secure and they have a career that is worth developing, will be more motivated and prepared to deliver better service levels. Sectors in Recovery The industrial sectors financial and professional services, information technology and healthcare are performing well according to the research, suggesting sales and marketing strategies to target these sectors would be likely to reap the greatest rewards success.
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The mia Pathfinder Report
Buying Decisions 100% of buyer respondents reported value for money, access and location are the most important factors influencing buying decisions. Quality of facilities, access and capacity were all also rated as equally important.
A Snapshot of the Industry
Completed by Meetings and Events Buyers, Venues, Destinations and Suppliers 痛 4th Quarter 2011 October投December 2011.
mia Pathfinder A full analysis of the research results is published in the Pathfinder report, which is available from the mia. The report is free to mia members and available to non-members for just 拢99+VAT. To receive your copy, contact the mia on 0845 230 5508.
Page 1 mia Pathfinder投Period 4 2011
t +44 (0) 1568 616638 e info@forbesgroup.eu
www.forbesgroup.eu
Furniture, Fabrics, Equipment for conference and banqueting. 9
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[Adding the WOW factor] incorporating the latest in laser and projections. The latest technology, including ultra-powerful 35k lumens HD+ (2K resolution) projectors and OPSL laser systems are being used to create breath-taking visual experiences. This reliable, powerful media adds a real burst of light and colour to an event and yet is surprisingly affordable. This technology, together with the creativity of experienced designers, produces captivating shows for any event from conferences or product launches to VIP receptions and multimedia extravaganzas. A laser display can be entirely customised to any occasion from a classic single colour beam show to the synchronisation of vivid multi-coloured laser beams or bespoke complex logos and graphics. If you want to go further; video mapping and projections can transform a building, stage set or other façade into an attention grabbing attraction. From a one night event to a longer term project, whatever the communiquÊ you want to tell, a visual spectacular is guaranteed to seize the imagination of the audience. Images courtesy of www.lm-productions.com
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r]
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[Interview] Amy Clear – Conference and event manager for the Boarding Schools Association What is the Boarding Schools Association? BSA is the leading UK association representing the interests of Independent Boarding Schools across the UK. We provide training, support and advice for all aspects of running successful boarding schools and work closely with our members to lobby and campaign for the benefit of the market as a whole.
How many conferences and meeting rooms do you book each year? We hold five annual conferences with the most prestigious being the Headmasters’ Conference which this year will be at the Hilton Hotel, Bristol. We then run an impressive series of networking events, seminars and training workshops across the country which involves over 50 individual bookings.
What are your key criteria for finding the right venue? Location – our members are spread across the country and we do need to vary where we hold the different events each year to make it as fair as possible for our membership. Size – every one of our events varies in size so we try to find venues that can best accommodate each one. For the conferences it is also important that they have sufficient accommodation.
Transport – it’s often not easy for our members to take time out from their school commitments and so it is essential that the venue we choose is as easy as possible for them to get to. Value – our members have an expectation for standards and good value so we need to make sure we meet those expectations at every event.
What impresses you most about a venue? Flexible, helpful staff across the organisation. We are a non-profit making organisation and have limited staff resources so a venue that makes our life easy is going to win our support. Every one of our events has a packed timetable so it is essential that check-in procedures, catering and general guest management are slick and timely. We go to some hotels and just feel that nothing is too much trouble – that’s great for us. In many ways a school is not that dissimilar to a hotel and so our members are very aware of the attention to detail. Cleanliness is an absolute must as you can imaging how important that is at a school. But the other details like fresh flowers, comfortable furnishings and well-kept grounds are all important.
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What could venues do to make your life easier? For every event we have to send our delegates information packs so pdf files of directions and maps are always useful. We need to plan the layout of the main conference events so accurate floor plans are a must. We like a single point of contact who will mange our event. Inevitably we will have specific dietary and accommodation requirements and it makes life so much easier if we only have to go through this once. The check-in is usually the most stressful time so it is important that all the staff at the venue are well briefed about our event and know what is happening.
Are you familiar with AIM Accreditation? I wasn’t until fairly recently. We always have to check that the venues we use are properly managed and now we know
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about AIM we find it really helpful as it does the job for us. It would be good if there were more accredited venues around the country.
Are your events being affected by the current economic climate? It’s hard to say but there certainly hasn’t been any major impact and our numbers are still high. Our conferences provide a perfect networking opportunity for our members so it may be that when times are hard it is even more important for organisation leaders to maintain their network of contacts.
What’s the best thing about your job? I just absolutely love it. There can be some stressful moments but all of our members are so friendly and there is always a great atmosphere at the events.
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brochures . newsletters leaflets . magazines annual reports . stationery exhibition displays websites
DESIGN+PRINT
Barley House | Sopers Road | Cuffley | Hertfordshire | EN6 4RY t 01707 876555 | f 01707 872882 e info@bainesdesign.co.uk | w www.bainesdesign.co.uk
Caffeica. The Coffee People. To keep your customers and staff happy, you need three things; the right machine, the right coffee and the right support. There are a range of machines to suit different ventures, including Bulk Brewers, bean to cup and fresh milk coffee machines.
5 STAR STAR COFFEE, COFFEE, MACHINES MACHINES SERVICE & SERVICE
Choosing the right coffee beans to go with your machine is also essential for a great taste. To enable you to increase your sales, marketing support is now more important than ever. These can include Posters, A boards , branded espresso and cappuccino cups, and loyalty cards. At Caffeica, we can provide all of the above. We have over 2 decades of experience and an extensive range of machines to ensure you select the right equipment, as well as a vast range of great tasting ethical coffee beans. On top of this we have also developed a support and training package that offers an unparalleled level of service. One of our clients, The Lamb Inn, Great Rissington has said “it’s great having proper coffee; it’s added a whole new dimension to our Inn. As well as expanding the choice at our bar/restaurant, it has given us the option of having new events such as Coffee Mornings”. We at Caffeica want to help your business with a quality cup of coffee.
Caffeica Caff affeica eica can provide provide you you with an exclusive exclusive ccoffee offee off ee machine package package and bespoke payment payment plan to to suit all your your needs! All machines come come with full installation, installation, All training and warranty warranty on parts parts & labour training
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Call us on 01993 776753 or visit www.caffeica.co.uk for more information.
Tel: Tel: 01993 776753
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Visit: www.caffeica.co.uk www www.caff .caffeica.co .caff eica.co.uk eica.co .uk
Email: sa sales@caffeica.co.uk sales@c les@caff les@c affeica.co aff eica.co.uk eica.co .uk
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[energy focus]
Saving Energy and S with V
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d Saving Money h Voltage Optimisation Voltage optimisation or power optimisation makes the single biggest impact to assist you in achieving your energy saving and carbon reduction targets. It is a simple, cost effective and practical energy management strategy. What is voltage optimisation? Voltage optimisation is the proven technology to deal with the discrepancy between the actual supply voltage received and the optimum voltage your electrical equipment needs. The equipment installed is designed to specifically save energy whilst addressing the problems of over-voltage and poor power quality. The outcome is energy saving, reduced consumption, reduced emissions whilst maintaining equipment performance. Considering the UK market, it must be highlighted that most of the equipment imported from continental Europe is designed to operate with an incoming supply lower than the nominal 415V. Such equipment is therefore forced to function with a voltage 10 or 20 volts higher than that for which they were designed, resulting in excess consumption which amongst other negative impacts reduces equipment lifespan. Voltage optimisation can mitigate this issue.
• Reduce your total energy consumption and electricity bills • Reduce your CO2 emissions • Reduce your impact on the environment • Maintain your CRC commitment by making it easy to assess carbon credit requirements
What are the benefits? Voltage optimisation technology gives you the ability to optimise your supply locally, correcting power quality problems from the grid, and is designed to do so very efficiently. In the UK and Europe, voltage optimisation units have achieved average energy savings of around 13% over the last five years, making this one of the fastest-growing energy saving techniques on the market. Major businesses (including Tesco, Asda, RBS and Hilton Hotels, and public sector organisations such as DEFRA and the Land Registry) have adopted voltage optimisation as a front-line energy saving measure.
Optimum voltage for equipment The Institution of Electrical Engineers recommended in a 1996 report that for safety, all electrical equipment needed to be tested across the range 230V +10%-14%, so all equipment produced since then should be capable of working from 198–253V. This allowed for the new lower and higher limits plus an allowance of 4% for voltage drops within the installation.
How can it help my business? An optimised supply voltage can help you: • Reduce losses in electrical loads, which are present due to over-voltage • Reduce maintenance requirements and prolong equipment lifespan
Funding available In today’s economic climate, it may be difficult for your business to get the credit you need to upgrade to more energy efficient equipment. The Carbon Trust offers interest free loans for this purpose. In many cases the interest free repayments on a Carbon Trust loan are more than offset by the savings on your energy bills, making optimisation effectively self-financing over 2-3 years. The loan itself, worth between £3,000 and £100,000, is unsecured, interest-free, repayable over up to four years and has no application fee. The loan is for businesses with electricity spends of less than £500k per annum For more information see www.carbontrust.co.uk
Operating equipment at a voltage higher than necessary can lead to excessive energy losses in the form of heat. The optimum voltage for a site may therefore be lower than the voltage actually supplied to the site, although the actual optimum voltage will depend on the type of equipment on the site.
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Do you want to increase your sales? We can help! Kanga is a sales focused business providing a full business development package and physical to digital marketing solutions to help increase sales. Between us we have over 200 years of sales & marketing experience during which time we have inevitably built up a huge network of contacts across many different industries and markets. We use this network to develop sales opportunities for our clients and win new business. Our marketing solutions teams have unprecedented knowledge and experience in all things digital and traditional and have worked with some of the biggest brands in the world.
To find out more, call us on 01707 870183 or visit www.kangamarketing.co.uk
Need more Association business? Associations are our Business – Make it Yours!! We are destination marketing specialists providing lead generation and business development opportunities to venues and conference industry suppliers. We serve the worldwide congress industry by generating highly qualified sales leads from our comprehensive database of meeting planners and association executives. We assist our clients in maximising revenue and provide a quantifiable return on investment. meetings industry association venueprofessional
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For a quotation or to discuss your requirements in detail please contact: Watterston Associates Tel: +44 (0)118 934 5542 Julie@watterston.com
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Tea is the most widely consumed beverage in the world after water and the British drink about 165 million cups daily. It comes from the evergreen plant Camellia sinensis, grows mainly in tropical and sub-tropical climates and prefers acidic soil. The bud and top two leaves are picked for production. Depending on how they are processed they are split into four main types; black, green, white and oolong. No-one is sure of its exact origin but one legend dates back as far as 2737BC, when the Chinese emperor tried boiling water with the leaves that had blown into it. The majority of tea sold in Europe comes from China, India and Sri Lanka and are sold as blends, like English Breakfast. Not only are single estate teas unusual, Tanzania is relatively unknown for its tea production; currently only the fourth largest tea producer in Africa. It was first introduced to the country by German settlers in 1902 and commercial production began in 1926, increasing considerably after World War II, when the British took over the tea plantations. The Luponde Tea Estate is one of the oldest organic tea estates in the world and is situated in the Livingstonia Mountains in Southern Tanzania. The climate and high-altitude, 7,000 ft, are perfect for growing tender leaves producing a high quality, clean and soft tasting tea which is very red in colour.
TANZANIA
Luponde Tea 70 Burlington Arcade, Mayfair, London, W1J 0QU www.luponde.co.uk
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[conference] The UK conference market 2012 and beyond By Michael Foreman, ABPCO Chair
There is little doubt that the UK conference market is becoming increasingly competitive and margins are being squeezed. Although there are reports indicating a positive outlook, we have certainly seen increasing pressure on budgets during 2011, unsurprising given the economic downturn and general move towards greater austerity. When it comes to predicting what 2012 holds for conference and event organisers, venues and suppliers in the meetings sector, one thing can be certain – planning cycles are becoming increasingly shorter across the board. There is a greater tendency towards waiting to see if an event is really necessary and also to see how budgets are going before organisations are willing to commit budget. The Association market traditionally works on much longer planning cycles, but even here we are seeing changes, with growing pressure on budgets and subvention options increasingly becoming a key element of winning bids.
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ABPCO members organise events both in the Association and corporate sectors and anecdotal feedback from our members has indicated this trend towards short-term planning, requiring a high degree of flexibility on the part of the organiser and making it difficult to forecast for both planners and venues alike.
media and the use of interactive devices are becoming more widely accepted and will increasingly be deemed an ‘everyday’ component of conferences and events. In the longer-term, we anticipate greater use of hybrid events, with a view to extending the event audience rather than cannibalising the face-to-face event.
The rapid pace of change in technology is having a huge impact on the make-up of conferences and events. The widespread availability of highspeed broadband access and proliferation of apps via smartphones and tablet devices such as the iPad have created an expectation that these new technologies and communications channels will become a fundamental element of conferences and events. This is even proving to be the case in the more traditional Association sectors, such as the medical and scientific communities. Social
This is one of the reasons ABPCO launched its Conference Cloud campaign in August 2011. The campaign calls for venues to offer free wi-fi for conference delegates as ABPCO believes that wi-fi is becoming the lifeblood of conferences and events. As consumers, we have grown accustomed to the fact that we can constantly be ‘connected’, this expectation is, if anything, magnified by the business user. In addition to the need to be able to check email, social media and more while on the move, delegates want to interact with the conference content using
NEW, FAST & EASY
these new communications channels. They do not want to pay venue wi-fi fees in order to do this. However, there is a cost to developing and maintaining wi-fi networks from the part of the venue and so the debate centres ultimately on who pays. In December 2011, ABPCO held a debate with venues, PCO members, suppliers and other industry associations to thrash out the key points. One of the outcomes of this meeting was a consensus that there is a need to offer wi-fi free of charge at a basic level, but that venues need to decide what that offering is and define it clearly to avoid any misunderstanding. The Conference Cloud campaign has attracted over 130 sites that offer free wi-fi and gained the support of more than 200 individual petition signatures in less than six months. We would encourage venues to review their wi-fi policies and look to
REDUCE IT COSTS
develop a basic level of wi-fi free of charge to conference delegates, enabling us to leverage some of the amazing technologies available for delegate interaction at conferences. In 2012 London welcomes the world to Britain in the finest sporting event known to man, the Olympic Games. If ever there was a time to celebrate Britain for Events, 2012 is the year to do it. In 2012, we are encouraging our members to maintain a flexible approach and to be prepared for shorter planning cycles. We will also be working on a series of training events and round table debates to keep on top of key issues affecting our members, technology and financial issues such as subvention and working in conjunction with venues and destinations for a citywide approach to name but a few.
REDUCE ADMIN change to
Events500 Conferences, Weddings & Events Andrew Gilmore Booking management system Agile Hospitality Solutions Ltd +44 (0)7739 396573 Install £2,000*, support £500 pa
*Based on 2 users: £500 per installed PC + 2 days installation & training. ag@AgileHospitality.com Alternative pricing for read only / Intranet / web users. Monthly pricing available.
www.AgileHospitality.com www.AgileHospitality.com ag@AgileHospitality.com 01844 214014 19
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[first impressions] are you green enough? The approach and surroundings to your venue are critical in forming an initial impression. Every organisation can contribute to the quality of the outside environment and improve its appearance and green credentials. This doesn’t have to cost a fortune and it may well reduce your maintenance budget.
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Here are five quick ideas: Wildflower or perennial meadow: Convert some of your close mown lawns into valuable wildlife habitats which only need mowing twice a year. Native trees and shrubs: Any new planting, particularly of indigenous British species, will be a mini haven for insects and birds. Shaded seating areas: As our weather changes introduce more outdoor seats shaded by trees and pergolas to provide healthy break out spaces. Maintenance plan: Write a new guide emphasising the way you can care for your outdoor areas with the environment in mind. Lighting: Extend the attractiveness of your external areas with low or no energy lighting features. All these will help to address how our climate will change, reduce your carbon footprint and show your customers that you are doing something positive towards the environment. Images courtesy of www.rgalandscape.com
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Optimising Performance The demands placed upon today’s management and sales teams are increasing challenging. A substantial number of organisations and institutions have sought to increase revenue streams by offering meetings and events services, causing the industry to proliferate. Paradoxically, meetings and events budgets have been cut for most industry sectors, meaning more venues are chasing fewer opportunities. The way a business enquiry, event presentation, sales meeting or negotiation is handled by your team can make all the difference to your chances of success; it’s the power of people skills and mia has teamed up with Maxima Training & Development to ensure our members can optimise theirs. Through the mia Learning & Development Academy, mia members can access a series of training courses at generously discounted rates. Each is specific to the meetings and events industry, covering a range of topics that can help you improve the performance of you key employees. A list of the courses available is opposite for more information or to book a course, visit http://www.miatraining-uk.org/ or contact tel. 01403 731397, email enquiries@miatraining-uk.org
meetings industry association
Maximising Sales Negotiation Skills
Monday 30th April and Tuesday 1st May Thursday 13th September and Friday 14th September
Maximising Face to Face Selling Skills
Thursday 28th and Friday 29th June
Maximising Account Development Skills
Thursday 11th October and Friday 12th October
Maximising Dynamic Presentation Skills
Tuesday 13th and Wednesday 14th March Tuesday 25th and Wednesday 26th April Wednesday 25th July and Thursday 26th July
Maximising Profitable Business from Enquiries
Tuesday 28th and Wednesday 29th February Wednesday 20th and Thursday 21st June Wednesday 24th and Thursday 25th October
Maximising Telesales Skills
Thursday 24th May Thursday 27th September
Maximising Profitable Business from Show Rounds
Thursday 15th March Thursday 12th July Thursday 22nd November
Maximising Profitable Business from Wedding Enquiries
Tuesday 6th March Thursday 20th September
Maximising Sales 2012! London
Friday 18th May Friday 14th September
Maximising your Personal Sales Performance 2012 – Birmingham
Thursday 1st March
BATH SAFETY CIRCLES
Is your hotel covered against slips in the bath? Improve bathroom safety with textured anti-slip bath safety stickers. Tick those Health and Safety boxes that show you’ve taken ‘due care and attention’ against the risk. r &BTZ UP Ă U JO NJOVUFT r /P EPXO UJNF PO SPPN r &BTZ UP LFFQ DMFBO r $PTU FGGFDUJWF r 1FSNBOFOU TPMVUJPO r )PUFM EJTDPVOUT BWBJMBCMF For more information and to request a quote go to: www.nonslipbath.co.uk/hotel or call 01803 867 543
www.nonslipbath.co.uk/hotel meetings industry association venueprofessional
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Networking and Educational Events Through your membership of mia, you are invited to attend a series of networking, education and other beneficial events, the majority of which are free of charge to members. Several events take place each month, the educational content covers a variety of topics relevant to your business and designed to help you make improvements. The events are an opportunity to meet new people in the sector at all levels of seniority, making new contacts and building strong relationships.
meetings industry association
A list of upcoming mia events is below, to find more information or to book your place visit www.mia-uk.org and click the events tab or contact the mia on 0845 230 5508, email info@mia-uk.org. DATE
VENUE
TITLE OF EVENT
SPEAKER
PRICES (exc VAT)
Tuesday 6th – Thursday 8th March 2012
ExCel, London
Confex 2012 Exhibition
N/A
Stands are £2,625
Monday 19th March 2012
BMA House, London
mia list & AGM 2012
N/A
Monday 2nd April 2012 9.00am registration for a 9.30am start 11.30am finish
Conference Aston, Birmingham
Impact & Influence: Coaching Improved Performance – how coaching can be a valuable tool to improving individuals and team performance & Discovery: Maximise Your Teams Effectiveness – how using the Discovery Profiling system helps individuals and teams maximise their Both topics – 1 hour each.
James Lee, Maxima Training
Free of charge for mia members
Monday 16th April 2012 9.00am registration for a 9.30am start 11.30am finish
Williams F1 Conference Centre, Oxford
Impact & Influence: Coaching Improved Performance – how coaching can be a valuable tool to improving individuals and team performance & Discovery: Maximise Your Teams Effectiveness – how using the Discovery Profiling system helps individuals and teams maximise their Both topics – 1 hour each.
James Lee, Maxima Training
Free of charge for mia members £60.00 for nonmembers
Thursday 19th April 2012 9.00am registration for a 9.30am start 11.30am finish
ACC Liverpool
The Strength Of One and Power For All - How to find, keep and grow the strength to flourish… even in hard times.
John Hotowka
Free of charge for mia members
Wednesday 9th May 2012 11.30am registration for a 12.00 Lunch
London – VENUE TBC
General Managers Lunch
Jane & Gary Payne
£35.00 for members.
Monday 25th June 2012 11.30am registration for a 12.00 Lunch
Liverpool -Britannia The Adelphi Hotel
General Managers Lunch
Jane & Gary Payne
£35.00 for members.
Thurs 28th June 2012 9.00am registration for a 9.30am start11.30am finish
Success factory, Chester, Cheshire
Making Innovation Happen
Graham Wilson from Successfactory
Free of charge for mia members
Tues 10th July 2012 9.00am registration for a 9.30am start 11.30am finish
Booths Hall, Red Rooms, Bruntwood, Manchester
The Strength Of One and Power For All - How to find, keep and grow the strength to flourish… even in hard times.
John Hotowka
Free of charge for mia members
Monday 13th August 2012 9.00am registration for a 9.30am start 11.30am finish
Friends House, London
Simon Jordan Marketing Business Growth Coach, Author and International Speaker
Wednesday 12th & Thursday 13th September 2012
Olympia, London
Office* 2012 Exhibition
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Free of charge for mia members
N/A
Stands are £1,957
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[energy cost reduction]
Inside Story – How to play the Utilities Game This article was written by David Cooper, a director of a UK-wide premier utilities brokerage. If you buy gas or electricity you may be interested to have a little insight into the commercial utility industry. We are frequently told that utility suppliers could do more to produce clear notice letters and customers can overlook some vital contract dates. Various things such as how the utility suppliers time the notice letters, their appearance (sometimes a bit like junk mail) and each supplier having different timings to each other, can mean that the customer overlooks the renewal letter. BUT, the renewal letter is NOT as important as the speed of a customer’s response. Wrapped up in the renewal notice letter is the ‘Window of Termination’ during which the customer can give notice that they want to move. The window is generally only about 30 days long, but it opens and closes many months before the present contract ends and each supplier times it differently in their contract. These ‘secret dates’ of the termination window are not obvious but are crucial. There are consequences. Notice of Termination must also be given to the supplier in a particular way by the customer or their broker, even if the customer wants to stay with that supplier. Once the Termination notice is given, all is good, the customers or broker have time and flexibility on their side to think about organising a new contract.
However, miss the Termination Window and whatever the customer does next is irrelevant, because the supplier will definitely ‘roll’ the customer from the current contract straight into a new 1 OR 2 year contract. It’s perfectly legal, as the roll over facility is in the original contract the customer signed. The rates detailed in the renewal letter are the ‘roll’ rates and they will be enforced if the customer does not terminate both correctly and within the window. Roll rates can be 50 – 150% more than normal rates and are completely avoidable.
If you want help, use a Premier broker that doesn’t charge and has whole market quoting, as part market may well miss out on the best prices. Most people think there are 8 or 9 commercial suppliers in the UK, but there are 24 and among the smaller suppliers, some of which only work through brokers, are some very good niche offers. Prices change almost weekly, if not daily, so customers cannot possibly go to the whole market, produce a spreadsheet of all the variations, make comparisons, select a contract and arrange the paperwork, so use a broker that can do it for you.
A further problem is if the customer DOES correctly terminate but does NOT put a new contract in place, then the current contract will stop at the end date, the current supplier will continue to supply, but only on OUT OF CONTRACT RATES (typically up to 30% higher than contracted rates). Why use a broker? When you have a business to run, all this date management can be expensive to get wrong. Getting these dates right is essential and can be aided by using a broker. The first function of your broker is getting the crucial dates for each contract logged. Full Power has direct access to our own account managers at each supplier and can get this information quickly and easily and will report the information back. We cannot stress strongly enough how important this first step is.
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For members. Jason Miller is the Senior Broker at Full Power Utilities Ltd who personally deals with all members. Full Power’s customer base is UK-wide and because all suppliers pay Full Power a flat commission it allows Full Power to be impartial and for their service to be completely fee-free to customers. Their customers include Sony, Dominos Pizza, Persimmon Homes and Coffee Republic to factories, warehouses, schools and veterinary practices. Go to www.fullpowerutilities.com or call 020 8952 0125 or email Jason@fullpowerutilties.com
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The Search for the Industry’s Finest Last year, to celebrate its 21st anniversary, the mia launched a new initiative, the mia-List. It was an opportunity to recognise inspiring individuals, at all professional levels, who have a positive effect on the meetings and events industry. Following an incredibly successful first year, the mia-List has returned in 2012. Nominations for the mia-List 2012 took place in October 2011. The mia is the UK’s leading association for the meetings industry and it encouraged everyone in the sector to take part, so not surprisingly there
was an impressive response. Preliminary judging took place in November to decide a shortlist of 20, with the final list being revealed at the mia-List Celebratory Lunch on 19th March.
meetings industry association
complements other mia initiatives, such as AIM. The miaList showcases those people that make our industry amongst the best in the world, using them as an example of ordinary people achieving extraordinary standards.”
Industry Heroes “The mia-List is an opportunity to recognise those people within the meetings and events industry whose approach to their profession is outstanding, giving the industry a new group of heroes to look up to” comments Jane Longhurst, mia Chief Executive, “It is an initiative designed to further our commitment to raising standards in the meetings industry and
The mia-List Nomination Process There is no charge to make an mia-List nomination, people can nominate as many other people as they like, but they cannot nominate themselves. Nominators are encouraged to consider people they work with, they could be planners, chefs, receptionists, housekeepers, waiters, porters, technicians,
sales people, agents, corporate customers, association customers, journalists, paid employees, volunteers, public servants; absolutely anyone. The mia-List Event The mia-List is revealed at a celebratory lunch event, this year held at BMA House, London. The event secures a high level of interest and attracts leading industry figures who enjoy networking and socialising. At time of press, individual and table places were still available for the 19th March 2012 event, contact the mia on 0845 230 5508 for more information.
We mean business... Commercial Insurance is straightforward, if you have a professional broker to offer you advice and tailor products to your individual needs.
At Clear Insurance, we pride ourselves on having professional and knowledgeable staff who are able to offer years of industry experience to a wide range of businesses. We can advise MIA members on a variety of commercial and specialist hospitality related covers, whether they are micro businesses to multi-million pound turnover companies operating globally, including:
> General Commercial > Exhibitions > Cancellation and abandonment > Disaster Recovery Planning > Loss of reputation > Legal expenses
www.thecleargroup.com
Clear is part of a national network of brokers called Brokerbility which comprise some of the best independent provincial brokers in the UK, so you can be sure that we mean business. Clear Insurance Management Limited (Registered No. 3712209) is authorised and regulated by the Financial Services Authority.
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QUESTION MORE RT – Russia Today The leading news and current affairs 24/7 TV channel for hotel guests globally Available now for top class hotels in the UK & Europe No cost to the hotel
take
into your hotel‌ Contact: Dev Anand tel:020 8788 7293; email: dev@impetus-marketing.com
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[what’s new?] The Levitas Collection
Joy of light
We believe that lighting is not merely a source of illumination, it can be a focal point for an interior. The Boatswain range of lights have a structural element that can become a talking point for visitors, guests and diners. Levitas is a dramatic lighting scheme both in terms of the light that it casts and in its unique structural form.
Perfectly designed, innovative, charismatic The new io 3d series from Occhio is captivating with its wide range of individual styling options, its fascinating threedimensional movability, the very latest LED technology and unique details that create an unprecedented ease of experiencing light. The distinctive head seems invisibly joined to the gently angled, flat-profile arm which serves as the basis for the remarkable flexibility of the io 3d.
"OATSWAIN
The Levitas candles hang as if effortlessly floating in air. In the evening and night time they cast a honey and almond like light that radiates warmth and comfort – ideal for restful and relaxing dining. /
,
* + 7 , 1 5SBOTMVDFOU 1PSDFMBJO -JHIUJOH
*
The characteristic grip pads are insulated against heat so that the head can be safely turned in any direction. Easy to exchange, the pads themselves constitute a distinguished design feature that allows giving the lamp a new look at any point of time. The lamp is switched and dimmed manually – with touch-free and intuitive controls www.occhio.de/en/
www.boatswainlighting.co.uk
bodycore
Bolon
bodycore’s range of functional training platforms are designed to help health club owners and trainers guarantee client satisfaction, ensuring both novice and seasoned health club goers achieve their goals more efficiently or even exceed them.
The Swedish design company, Bolon, has entered into a partnership with the world-famous French architect: Jean Nouvel. “We are a cutting edge company and we are always looking for partners that think outside the box and dare to challenge. Jean Nouvel is a creative force, he pushes the envelopes of both design and architecture and sees great potential in our flooring. When we first met, Jean Nouvel was overwhelmed by the patterns, the multiple dimensions that can be accommodated in vivid flooring like Create. Immediately, the idea of blurring the edges between floor, ceiling and walls was born. It is a point of view that fits Bolon like a glove, nothing is impossible," says Annica Eklund, Managing Director for Bolon.
The Pro is the perfect platform for performance athletes and is used by elite sports people and the military to achieve results. With its very high vertical movement and low frequency, it delivers a high intensity, very effective workout. Ideal for: Achieving high levels of fitness, Elite Sports and Military
www.bodycore.com meetings industry association venueprofessional
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discover online success
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[facilities manager] Thinking ahead to the cooling season? Things have changed. In July 2007 the F Gas Regulations came into force in the UK. As from July 2011 these Regulations require company and personnel certification to be held by ALL companies and individuals contracted to carry out Installation, Service and Maintenance, Leak Checking and Refrigerant Recovery on your refrigeration and air conditioning systems.
All your air conditioning and refrigeration equipment that utilises HFC or HCFC refrigerants is included, with mandatory leak checks to be carried out on all equipment charged with 3kg or more of such substances and all these systems MUST have a set or records (going back to July 2007) which keep track of these mandatory leak checks and who carried them out.
Companies have to be certified by REFCOM, Quidos or Bureau Veritas while engineers must be in possession of an appropriate Category F Gas certificate from City and Guilds or CSkills. As a Facility Manager you will need to ensure that you are only employing fully certified companies who send you fully F Gas certified staff. It is up to YOU to insist on full compliance. It is up to YOU to check that engineers and companies can show you how they comply with the Fluorinated gas Regulations which incorporate the Ozone Depleting Substances Regulations.
A design agency run by designers!
If this news for you why not book onto an Fgas or FMs seminar at Ellis Training Works? www.ellistraining.co.uk
How Strong is your branding? Do you invest in mailers, brochures or a website? Are you happy with your marketing literature and is it working? Does your website perform how you wanted it to? Not sure how much good designs, printing or websites cost? This is how Cherry works… UÊÊFree consultation (with no obligation) UÊÊQuotes prepared UÊÊOnce prices are agreed, we prepare a free visual (still no obligation) UÊÊIf you like our ideas, the designs go live and we complete the job.
So you can see, you have nothing to lose and everything to gain
U Promotional literature U Brochures and Catalogues U Exhibition Banners and Stand Graphics U Website Design, Build, Development and SEO the joiners shop U the historic dockyard U chatham U kent U me4 4tz
Get in touch 01634 816 070 meetings industry association venueprofessional
studio@cherrycommunications.co.uk
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www.cherrycommunications.co.uk
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Complete Hospitality
We specialise in the following promotional products: • Acrylic Stands & Trays
• High Chairs
• Pop-up & Exhibition Banners
• Announcement & Function Boards Maitre’d Menu Stands
• Hotel Hairdryers & Hand Dryer
• Postcards & Notes
• Hotel Kettles & Room Accessories
• Promotional Items
• Bedroom Accessories
• Hotel Safety Irons & Guest Mirrors
• Restaurant & Bar Accessories
• Bespoke Pens & Pencils
• Housekeeping Trolleys
• Restaurant Check Pads
• Bins
• Interior & Exterior Illuminated Cases
• Room Key Tags
• Blackboards & Chalkmarkers
• Interior Menu Poster Frames
• Blotters & Leaning Pads
• Lecterns
• Carrier Bags
• Luggage & Tray Stands
• Children’s Accessories
• Luggage Trolleys
• Coasters, Glass Covers & Tray Liners
• Luxury Bags & Cartons
• Coathangers
• Menu Covers
• Confectionery
• Menu Frames Notice & Tariff Boards
• Conference Cloth & Chair Covers
• Menu & Wine List Covers
• Umbrellas
• Conference Stationery
• Name Badges & Accessories
• Umbrellas & Rainwear
• Continental Menus
• Newspaper & Umbrella Stands
• Visitor Books & Restaurant Diary
• Executive Gifts
• Parasols
• Welcome Trays
• Food & Beverage Trolleys
• Pens & Pencils
• Wines & Spirits “Own Label”
• Guest Toiletries & Accessories
• Place Mats
• Wooden Accessories
Call our sales team on 0141 944 4443 or email sales@foremostproducts.co.uk for more information on our exclusive range of hospitality products.
Tel. 0141 944 4443 www.foremostproducts.co.uk
• Ropes & Posts • Shoe Polishing Machines • Stickers & Promotional Ribbon • Table Signs & Inserts • Table Skirting • Trays
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pre-register now imex-frankfurt.com
BE
READY RE ADY FOR BUSINESS WITH EVERYONE IN THE MEETINGS WORLD To To talk business with thousands of like-minded professionals, IMEX in Frankfurt meetings and events professionals, is the world’s world’s largest exhibition for meetings, incentive travel and events and it is here here where where you’ll find all the important contacts you need. With With the bespoke IMEX Online Diary system to make appointments in advance, you’ll be able to plan your super-efficiently and meet the people you schedule super-efficiently really really want to do business with.
You Y ou can maximise your time and pr prepare epare thoroughly thoroughly for productive highly pr oductive meetings. At IMEX ’11, 57,000 were appointments wer e made before before the event – leading to at least $508 million worth of business happening right ther e there floor.. With on the show floor With IMEX 2012 marking 10 years of bringing people together face-to-face, it’ it’ss one of the best opportunities to get serious business done.
MAKE BUSINESS WORK FOR YOU. MAKE SURE YOU’RE IN FRANKFURT IN MAY MAY FOR IMEX 2012.
CALL:
+44 (0)1273 227311
E-MAIL:
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The essential worldwide exhibition for incentive travel, meetings and events.
INFO@IMEXEXHIBITIONS.COM