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Montgomery County the right site for their business,” says Decker. “Once they’re educated about the destination, our objective is to circulate the cus- tomer’s RFP to appropriate members of the bureau to get them ‘in the game,’ competing for the piece of business.”


After site selection, Decker notes how their services manager becomes “one with customer,” ensuring the meeting is the success it is expected to be. “She helps arrange every aspect of the meet- ing from purely business and technical requirements to identifying amenities for, and meeting the special needs of, attendees or those accompanying them.”


Then, once on location, all execution of the planned activities and events is overseen by the CVB, as well as more recommendations on site for attendees looking for extra service, dining options and more.


As a specific example of this beginning to end service, Decker mentioned an annual 2012 conference with the Pennsylvania Health Care Association held at Valley Forge Casino Resort last November, which brought some 400 attendees to the area. “The Valley Forge CVB sent the association’s members, and our potential guests, ‘save the date’ notices via an e-blast; provided the association photographic images for conference marketing collateral; helped identify banquet facilities for a 60-person VIP event; provided signs wel- coming association guests at host hotels; provided staffing assistance for registration;


and helped identify and


arrange transportation to overflow hotels. All at no cost, and all of which represented the ‘differentiator’ for book- ing Valley Forge for the meeting.”


Decker also adds that the Valley Forge CVB espouses “ROO” (Return On Objective) for its members and cus-


40 January  February 2013


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