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A COASTAL COMMUNICATIONS CORPORATION PUBLICATION JANUARY/FEBRUARY 2011 VOL. 18 NO. 1 9.00www.TheMeetingMagazines.comTHE EXECUTIVE SOURCE FOR PLANNING MEETINGS & INCENTIVESThe FloridaFactorWilliam Kidston/Rosen Hotels & Resorts‘It Adds a Layer of Incentive WithoutHaving to Be an Incentive’ Page 26TD Ameritrade Event Group DirectorKatrina L. Kent, CMP, CMM, is flanked byformer presidents Bill Clinton and George W. Bush,keynote speakers at TD Ameritrade’s annualInstitutional National Conference, held atOrlando’s Rosen Shingle Creek (background).Gaming Resorts Page 10CVB Update Page 16Budget Strategies Page 22

ISSN 1095-9726.USPS 012-991A COASTAL COMMUNICATIONS CORPORATION PUBLICATIONTHE EXECUTIVE SOURCE FOR PLANNING MEETINGS & INCENTIVESJANUARY/FEBRUARY 2011 Vol. 18 No. 1Page 22FEATURES10 Gaming ResortsGreat Places for Face-to-FaceBy Stella JohnsonPhoto courtesy of Las Vegas Sands Corp.16 CVBs CelebrateThe Return of Group BusinessBy Derek Reveron22 10 Budget CutsThat Won’t Hurt Your MeetingsPage 10Las Vegas’Sands Expo andConvention Centercombined withThe Venetian/Palazzo CongressCenter offermore than 2.25gross million sfof event space.By Steve WinstonDESTINATIONPage 16Photo courtesy of Long Beach CVB26 The Florida Factor‘It Adds a Layer ofIncentive Without Havingto Be an Incentive’By George SeliDEPARTMENTS4 PUBLISHER’S MESSAGE6 INDUSTRY NEWS6 VALUE LINE7 EVENTS8 SITE SELECTIONThe A-I SolutionBy Michelle DeClerck, CMP34 CORPORATE LADDERLong Beach is known as “one giantplayground” located in the heart ofSouthern California.35 READER SERVICESInsurance & Financial Meetings Management is published bi-monthly by Coastal Communications Corporation, 2700 N. Military Trail, Ste. 120, Boca Raton, FL 33431-6394; 561-989-0600. Singlecopies 9.00 U.S.A.; back copies 10. Yearly subscription price is 60.00 in the U.S.A.; 125.00 elsewhere. Distributed without charge to qualified personnel. Periodicals Postage Paid at Boca Raton,FL, and additional mailing offices. POSTMASTER: Please send address changes to Insurance & Financial Meetings Management, 2700 N. Military Trail, Ste. 120, Boca Raton, FL 33431-6394. Nothingcontained in this publication shall constitute an endorsement by Coastal Communications Corporation (Insurance & Financial Meetings Management), and the publication disclaims any liabilitywith respect to the use of reliance on any such information. The information contained in this publication is no way to be construed as a recommendation by I&FMM of any industry standard,or as a recommendation of any kind to be adopted by or binding upon any corporate/incentive travel planner or agent. Reproduction of any portion of this publication by any means is strictlyforbidden. Editorial contributions must be accompanied by return postage and will be handled with reasonable care. However, the publisher assumes no responsibility for return of unsolicitedphotographs or manuscripts. Subscriber: Send subscription inquiries and address changes to: Circulation Dept., Insurance & Financial Meetings Management, 2700 N. Military Trail, Ste. 120, BocaRaton, FL 33431-6394. Give old and new addresses including zip codes. Enclose address label from most recent issue and allow five weeks for change to become effective. Printed in U.S.A. 2011www.themeetingmagazines.comINSURANCE & FINANCIAL MEETINGS MANAGEMENTJANUARY/FEBRUARY 20113

Publisher’sMessageA COASTAL COMMUNICATIONS CORPORATION PUBLICATIONWEBSITEwww.themeetingmagazines.comAn Experience That Can’t Be DuplicatedAs most savvy planners know after years of trial and error, there’s no “easybutton” for delivering a memorable event or incentive program — especiallyone that can’t be duplicated. Just ask Katrina L. Kent, CMP, CMM, the directorof The Event Group for TD Ameritrade, who staged the company’s annualInstitutional National Conference at Rosen Shingle Creek last year. Kent, whograces our cover this month with former presidents Bill Clinton and GeorgeW. Bush, staged the ultimate experience that can hardly be duplicated: Shearranged for not one but two former presidentsas keynote speakers at the conference. Kent discovered Rosen Shingle Creek, one of the premierconvention properties in Orlando, as “the perfectvenue.” Kent said, “Shingle Creek is also very largewithout feeling like a convention center, whichis ideal for a large program where you still wantto maintain a sense of intimacy. And we typicallyhave very high-profile keynote speakers at thisconference, and we were really comfortable withhaving them at the venue.”Stephen W. Clark, CMP, founder of StephenClark & Associates LLC, often recommends meeting in the Sunshine State because, “Florida is always a good draw becauseeven when you’re doing sales, educational or training meetings, it adds a layerof incentive without having to be an incentive.” Consistently at the top of itsgame, Florida — from east to west and north to south — is an exceptionaldestination that always delivers unforgettable, face-to-face events.Meeting face-to-face also is an experience that can’t be replicated, muchlike reading this magazine in print provides an experience that can’t be duplicated, according to Gordon Hochhalter, a managing partner of Chicago-basedMobium, who opined in a recent issue of BtoB magazine that print is powerful because “it provides immediate scale and reach.it creates an environmentof contemplation and learning instead of simply sound-bite gathering.” Hemaintains that nine out of 10 adult Americans spend an average of 43 minutesreading a magazine simply because they enjoy the pure act of the readingexperience. For one thing, “It invites you to linger if you want. You can enjoya visual pun or savor for a moment a true insight.” For Hochhalter’s completerelevations go to btobonline.com. To be drawn into “an activity at once mentally strenuous and physically still,” please keep turning these pages.PUBLISHER/EDITOR-IN-CHIEFHarvey [email protected] DIRECTORMitch D. [email protected] EDITORSSusan W. [email protected] S. [email protected] EDITORSJohn BuchananKaren BrostHarvey ChipkinStella JohnsonAndrea MontelloDerek ReveronGeorge SeliSteve WinstonPRESIDENT & CEOHarvey GrotskyVICE PRESIDENT OF OPERATIONSDavid A. [email protected] SALES OFFICES2700 N. Military Trail, Suite 120Boca Raton, FL 33431-6394561-989-0600 Fax: 561-989-9509NORTHEASTJeffrey Posner516-594-2820 Fax: 9-0600, ext. 114 Fax: -0600, ext. 114 Fax: -0600, ext. 114 Fax: 600, ext. 114 Fax: [email protected] Rubin818-888-2407 Fax: [email protected] Grotsky4JANUARY/FEBRUARY 2011CANADA561-989-0600, ext. 114 Fax: 00, ext. 114 Fax: [email protected] & FINANCIAL MEETINGS MANAGEMENTTAK E YOU R THI NKI NGTO A WHOLE NEW PLACE.There’s just something about Australia that changes the way you think.At first glance you might think it’s the stunning natural settings likethe Swan River or its unique meeting locations. But organise an eventhere and you’ll soon discover it’s something far deeper.A rich history of cultural freedom and innovation has helped Australiansthink differently for over 40,000 years. More recently, our fresh andimaginative approach has ensured the success of world-class corporateand association meetings, rewarding incentives and unrivalled global events.So if you’re after an event that will inspire new ideas, deliver real businessresults and return on investment, look no further than Australia.To get your clients thinking differently visit businessevents.australia.com

MeetingValue LineOcean Reef Club, Key Largo, FL. The Choice Is Yours Packageallows planners to choose three of the following options for qualified meetinggroups with a minimum of 10 rooms for at least two consecutive nights on selectdates Sunday–Thursday: daily Continental breakfast; morning and afternoonbreaks; one one-hour welcome cocktail reception; one basic audio-visual package;daily club fee of 20 per night discounted to 10 per night; and 30 percent offroad-cart rental. 800-843-2730 or e-mail [email protected] Costa, Carlsbad, CA. The NewYear, New La Costa meeting package,valid for signed contracts received byMarch 31, 2011, includes: choice ofeither a discounted CMP to includestandard AV, breakfast/breaks/6JANUARY/FEBRUARY 2011lunches starting at 115/person,OR 3 percent rebated on guest roomrevenue to the master account. Thepackage also includes a discountedresort charge to 11; two upgradesat the group rate to La Costa Suitesfor every 25 rooms booked; 1/50upgrade to a Junior Villa Suite; 1/50complimentary one-night return stay;1/100 complimentary massage;complimentary in-room high-speedInternet access; complimentaryaccess to fitness center. 800-5447483, [email protected] Homestead, Hot Springs, VA.The Meet and Give Back in 2011 program provides corporate groups theopportunity to donate five percent ofguest room revenue from meetingsto a 501(c) (3) designated charity oftheir choice. The program is valid formeetings booked by June 30, 2011with a 75-room per night minimum.The donation will be paid on roomrevenue up to 5,000 per group.888-796-5838, thehomestead.comEventsNBTA SaysBusiness TravelSpending and GroupTrip Volume To GrowJune 15–17, 2011Financial & InsuranceConference PlannersEDUCATION FORUMGrand Del MarSan Diego, CAContact: 312-245-1023www.ficpnet.comNewsALEXANDRIA, VA — Annual U.S.business travel spending shouldclimb about 5 percent in 2011 and6.4 percent in 2012, to 254.5billion, according to a recent NBTAFoundation report. “Spendingcontinues to recover at a faster ratethan overall volume as premiumtravel restrictions are removed andthe price per business trip rises,”reported the NBTA.Group trip volume and groupspending are projected to grow thisyear after being “under siege fornearly three years.” Group trip volumedropped 17.5 percent between 2007and 2010. In 2010, group tripsdeclined 0.8 percent year over year,following a 2009 annual loss of 11percent. The NBTA forecasts groupvolume to grow 3.2 percent in 2011and 2.6 in 2012. Group spending,which increased 5 percent in 2010,is forecasted to rise another 5.5percent this year. nbta.orgDowntown ChicagoHotels Team UpCHICAGO, IL —SwissôtelChicago recently announced anew partnership with its neighborThe Fairmont Chicago to increasebusiness by offering more rooms andlarger meeting space. Connected byan underground, heated walkway, thetwo Chicago hotels boast a combinedtotal of 1,348 guest rooms and morethan 125,000 sf of function space.Meeting planners will get justone bill but attendees can use theservices and restaurants at eitherproperty. fairmont.com/chicago,swissotelchicago.comINSURANCE & FINANCIAL MEETINGS MANAGEMENTCalendarU.S. Travel Enters Cooperative Partnershipto Promote IMEX America 2011JUNE 21–23, 2011THE AMERICAS MEETINGS &EVENTS EXHIBITION (AIBTM)Baltimore Convention CenterBaltimore, MDContact: 800-417-8646www.aibtm.comJULY 23–26, 2011MPI World EducationcongressOrange County Convention CenterOrlando, FLContact: 972-702-3053www.mpiweb.orgWASHINGTON, DC — The U.S. Travel Association (U.S. Travel), a leading advocacy voice for the industry, will present at IMEX America, scheduled for October11–13, 2011, at the Sands Expo and Convention Center, Venetian/Palazzo inLas Vegas. In addition, U.S. Travel will help promote attendance at the inauguralIMEX America, the United States’ new worldwide exhibition forthe incentive travel, meetings and events business.Roger Dow, U.S. Travel’s president and CEO, said the timingof IMEX America is a natural complement to U.S. Travel’s International Pow Wow, which will be held in May in San Francisco.“With U.S. Travel’s interest in promoting meetings, eventsand incentive travel in our country year-round, IMEX Americaprovides an ideal opportunity for us to raise visibility for thisDowmarket during the second half of the year,” Dow said. “WhileInternational Pow Wow will continue to be the premier showcase for international leisure operators and meeting planners interested in U.S. business duringthe first half of the year, IMEX America’s focus on incentive travel, meetings andevents worldwide provides professionals in those segments another opportunityto develop contacts, network and gain valuable knowledge about this market.”imex-america.com, ustravel.orgOctober 4–6, 2011The Motivation ShowMcCormick WestChicago, ILContact: 866-740-6684www.motivationshow.comOctober 11–13, 2011IMEX AmericaSands Expo atThe Venetian/PalazzoLas Vegas, NVContact: 44 1273 227311www.imexamerica.comnovember 13–16, 2011Financial & InsuranceConference Plannersannual conferenceGrand Hyatt San AntonioSan Antonio, TXContact: 312-245-1023www.ficpnet.comNOVEMBER 11–14, 2012Financial & InsuranceConference Plannersannual conferenceJW Marriott Los AngelesLos Angeles, CAContact: 312-245-1023www.ficpnet.com BMP / PHOTO BY JAMES PORTOHyatt Regency Tamaya Resort &Spa, The Pueblo of Santa Anna, NM.The Discover Meeting Experiencepackage, valid for all new meetingsbooked between now and August 31,2011 and held before January 16,2012, includes: round-trip airfare formeeting planner or person of organization’s choosing for bookings of 150or more; complimentary welcomereception with a culture activity;complimentary general welcome session and cultural blessing; one suiteupgrade for every 50 rooms reservedat the set group rate; complimentaryInternet services; one cultural VIPamenity per every 10 rooms bookedfor the meeting; 100,000 Hyatt goldpassport points. 800-554-9288,tamaya.hyatt.comIndustrySUCCESS STARTS WITH INSPIRATIONFor years, corporate events have been drawn to Blue Man Group’s uniqueform of entertainment. Exploring themes of community, collaborationand creativity, corporate groups have left our theatres feeling connectedand energized by their shared Blue Man experience. Whether you’relooking to book a corporate event or a large group, Blue Man Group canaccommodate all of your needs.Customized PerformancesNEW YORK1.800.BLUEMANBOSTON CHICAGOPriority SeatingLAS VEGASAppearing exclusively at sea onboard Group DiscountsORLANDONATIONAL TOURBLUEMAN.COMINSURANCE & FINANCIAL MEETINGS MANAGEMENT JANUARY/FEBRUARY 20117

Site SelectionBy Michelle DeClerck, CMPThe A-I SolutionThe appeal of all-inclusive (A-I) properties ishuge for financial companies who need tostay within budget parameters and lowercosts, while rewarding their superstars. Whenproducers can qualify for a trip that is fully loaded,it’s more likely they’ll work harder to qualify foran appealing A-I destination over the competitor’sofferings — especially in this economic climate.Organizations that continue to offer incentives in tough times understand the power of abusiness strategy that elevates sales, improvesrelationships, aligns visions and sharpens producer sales skills. These companies are oftenable to attract top performers from budget-cutting competitors.Now, more than ever, companies are sold onA-I from a cost perspective (25–35 percent savings for a typical event); while attendees love nothaving to personally pay for anything during theirstay if they adhere to the main package.Mexico, for example, is one of the top A-Ispots with enhanced offerings, a favorable currency exchange rate, and tax-free status on qualified meetings.Michael Key, assistant V.P. sales support,Monumental Life, is a fan of the A-I concept afterhosting 1,250 attendees at the Moon Palace Golf& Spa Resort in Cancun. According to Key, “Ourattendees were so pleased with the all-inclusiveexperience that many of them told us we shouldmake that hotel our permanent conference site.”Key is not alone in increased interest of the A-I,as evidenced by the even greater market shareand recent saturation of A-I properties in international destinations. And perhaps the greatestbenefit for Key: “You should have little problemstaying within budget.”8JANUARY/FEBRUARY 2011An A-I property is classified based on a package of offerings at a set rate per night, per person, usually with discounted children’s pricing.Typical inclusions: Room/tax Food/beverages (including alcohol, plus 24hour room service, bottled waters, stockedmini-bar) Non-motorized water sports Onsite entertainment Hotel staff gratuitiesSome properties include airport transfers,premium alcohol upgrade, group meals, meeting space, private event table décor, mountainbikes, offsite tours, tennis or fitness classes, oreven a fitness trainer. Supplement or setup feesmay be charged to upgrade group dining eventsor add enhanced theme décor.Emerging A-I trends include: A new favorite: free wireless Internet andphone calls back to the U.S. Generous attrition Vast improvement in additional serviceofferings Upscale gourmet dining options Full-size bottles of guests’ chosen beverageswaiting in their rooms Luxurious spa facilities Traditional hotels creating custom A-I packages,called All-Inclusive Optional, to gain newbusiness opportunities (your hotel contractspecialist should be cautious in how they bookthis as some hotels are not prepared to handlethe complexities of an all-inclusive arrangement).The era of the A-I serving inexpensive, poorlyprepared food served from oversized buffet chafing dishes has passed. Properties infamous forINSURANCE & FINANCIAL MEETINGS MANAGEMENTwatered-down drinks and unimaginative, tasteless food are becoming extinct.“We educate our clients about the luxuriousstature that many of these resorts have attainedover the past five years and the superior level atwhich they are performing,” commented BrendaHorst, senior meeting planner for Des Moines, IAbased Conference Event Management. “Manyresorts provide gourmet à la carte dining experiences that rival some of the finer meal selectionsavailable at the popular upscale restaurants inmajor cities.”Pepe Villela, president of Texas-based Interna tional Group Sales, previously spent considerabletime informing his clients on the benefits of theA-I concept, as they had mistaken perceptionsabout the quality of food and beverage. “Oncewe brought clients in to experience our products,our sales skyrocketed. They realized they couldn’tduplicate the experience or the savings if theywere at a traditional property.”Gay Grizzell, corporate meeting planner forFort Dearborn Life, has used these resorts onmany occasions. “Now I always consider all-inclusive properties, as I know how well receivedthey are by the qualifiers, and how great myevents are with all of the additional enhancements,” Grizzell said.It’s difficult to inform a client that their selectionmay be sub-par, but all A-I locations are not thesame. What looks good on a website can quicklybecome a disaster in person! It’s imperative to contract a property that understands group dynamics,and your meeting partner can help guide you.Our clients count on us to deliver the bestproperty at the best prices, and that’s why we often consider an A-I. If a land-based A-I isn’t rightfor our clients, we also provide consultations oncruises that offer many of the same features asthe A-I properties. Last-minute changes that typically cause a planner to go over budget can beavoided within the all-inclusive plan — potentially shaving off thousands of dollars and keepingbudgets intact.Popular A-I financial group destinations include Cancun, Los Cabos, Puerto Vallarta/ RivieraNow, more thanever, companies aresold on A-I from acost perspective.Nayarit, and Riviera Maya in Mexico; as well asPunta Cana and La Romana in Dominican Republicand of course, Caribbean and Alaska cruises.Bottom line: We’re booking more all-inclusivebusiness each year as nearly everyone loves