for the most part. Even though they are all very different, their needs are basically the same - save for finding rooms for 600 German Shepherds in 2013!”
“We have two mantras we believe in at the Brandywine CVB,” notes Fiore. “‘There are no strangers in Delaware County... just friends you haven’t met yet,’ and ‘Our busi- ness is to make you happy.’ Whether a planner is near or far, they will get the exact same services that we offer. Sure, the local planner will have a certain amount of knowledge that out-of-towners will not, but that doesn’t equate to us offering anything less. In fact, it allows the possibility for a whole lot more.”
According to Garnett, “As the director of sales at the Greater Wilmington CVB, once a client tells me what their needs are for meeting space, hotel accommoda- tions, etc., I immediately know which properties will work and which will not. Speaking with a CVB representative saves the planner a great deal of time, as they do not have to spend as long researching and sifting through the properties.”
Jackson says that, as a convention and visitors bureau, “we can do anything the planner needs, basically. At the Pocono Mountains CVB, we know this region inside and out, and our focus is on getting planners to see the area through our eyes.”
“I recently took a call from a planner whose client was looking for property information in a very short period of time,” he notes. “I suggested they go online and fill out the RFP on our website. In most cases, properties respond to the RFP within 24-48 hours providing their rates and availability.”
“In some cases,” Jackson continues, “our RFP form even can help those who aren’t very experienced planners, such as those in certain segments of the SMERF (social, military, educational, religious and frater- nal) market. They can use the form almost as a template for putting their event together.”
The Pocono Mountains primary markets consist of sports and outdoor adventure groups, family reunion groups, corporate
38 January February 2012
meetings and events, associations and faith-based organizations,
observes
Jackson. “We are primarily a ‘drive-to’ des- tination. We draw from as far away as the Greater Washington, DC area to the south, Boston to the east, Toronto to the north, and as far west as Harrisburg. Our draw- ing area consists of about 20 percent of the U.S. population, which includes New York, New Jersey, Greater Philadelphia, as well as Delaware and parts of Maryland.”
“Some local or regional planners think they know this area simply because they used to come to the Pocono Mountains when they were a child, but in reality they can’t remember things like the travel time or what our properties have to offer, par- ticularly for meetings. That’s where we can really help. Local planners who have not been here for many years should con- tact our CVB. We can provide them with all the information they need about our destination and venues, and then we can help them to put their event together, too.”
Whether a planner is local or from anoth- er part of the country (or anywhere else in the world), Garnett says there is not much difference in helping them with their needs - from the bureau’s stand- point. “In both cases, the planners are contacting us to make sure they are con- sidering the best options for their meet- ing or event. The basic need is the same for both. While the local planner is more familiar with the area, the CVB saves plan- ners both time and energy because the bureau can assist in procuring propos- als.”
Think of it this way, Garnett says that work- ing with a CVB is a bit like having a per- sonal assistant at no additional charge or obligation.
According to Bour, VisitMonroeville is contacted by planners who are based locally, regionally, nationally and interna- tionally, the majority of which represent associations and come from the SMERF market.
“Assisting a planner from out of town often requires providing more recom- mendations than assisting planners based locally who are just looking for information listings and not recommen-
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