Global Sales IEEE Panel of Conference Organizers POCO

Global Sales IEEE Panel of Conference Organizers (POCO) 24 -25 July 2008 Seattle, Washington

Dean D'Anna Associate Director, Northeast Global Sales Office (212) 459 -7510 dean. d'anna@starwoodhotels. com

Bob Bitner Hilton Domestic bob. bitner@hilton. com Rosalie Batista Hilton International rosalie. batista@hilton. com Presented by: Muriel Carroll muriel. carroll@hilton. com

Elizabeth Maisonet Director, Global Accounts 410 Park Avenue, 6 th Floor New York, NY 10022 Phone: 212 -715 -7073 Fax: 212 -750 -0570 Elizabeth. Maisonet@FRHI. com www. fairmont. com www. raffles. com www. swissotel. com

Global National Sales Offices GSO Summary from 2007

Global National Sales Offices IEEE Resources • • • • • Diana Voto – Disney Resort Destinations NY Global Office diana. voto@disney. com Kelly-Ann Stoddart – Delta Hotels kstoddart@deltahotels. com Elizabeth Maisonet – Fairmont - Raffles - Swissôtel elizabeth. maisonet@frhi. com Harold Rodriguez – Fiesta Americana Hotels harold. rodriguez@posadas. com Merideth Bord – 4 Seasons/Regent merideth. bord@fourseasons. com Linda Pond Rindos - Gaylord Hotels lrindos@gaylordhotels. com Bob Bitner – Hilton Domestic Bob. Bitner@hilton. com Rosalie Batista – Hilton International rosalie. batista@hilton. com Michelle Nicoletti – Hyatt Hotels Corporation mnicolet@hyatt. com Eileen Smrtka - Hyatt International eileen. smrtka@hyatt. com Mark V. O'Day - Inter. Continental Hotels Mark. ODay@ihg. com Donna Kelley – Marriott Global Sales donna. kelley@marriott. com Tanya Troyer – Omni ttroyer@omnihotels. com Liz Copti - Perferred Hotel ecopti@preferredhotelgroup. com Christina Cameris - Ritz Carlton christina. cameris@ritzcarlton. com Natalie Moran - SOFITEL - NOVOTEL – MERCURE moran_natalie@accor-na. com Dean D'Anna – Starwood Hotels/ Westin/Sheraton dean. d'anna@starwoodhotels. com Brian Reaver - Wyndham brian. reaver@wyndhamworldwide. com

Role of the Global Sales Organization Build Relationships Provide Solutions Advocacy

Model for Partnership The National Sales Organization IEEE Conference Management Team • Destination expertise • Contract requirements • Property expertise • Organizational history • Account expertise • Operational expertise • Solutions provider • Industry relationships • Advocacy • Benchmarking/Best Pract • Industry expertise • Supplier relationships • Logistical requirements • Operational expertise • Conference budget • Marketing/Promotion • Volunteer involvement IEEE Conference Organizer

Hotel Chains Global Account Pyramid for Success Buying Power For IEEE Builds IEEE Market Share • Ease of doing business • Leveraging IEEE’s buying power • Consistency in delivery of quality & service • Creativity • Consultative • Value • One point of contact • Advocacy

Benefit to IEEE Meeting Organizers Successful and profitable IEEE even Compliance to IEEE contracts Greater value

Global Trends & Forecasts

2008 Cost Overview Worldwide Airfare Costs increase minimally at 2% to 4% Hotel Costs daily room rates increase by 6% to 9% on average Meeting Costs expected increase 8% to 10% Car Rental Rates increase 5% to 10% "2008 Industry Forecast. " BCD Travel 2007 1 -14. 3 Jul 2008 <http: //www. bcdtravel. com>.

Hotel Forecast Hotel Performance in High Demand Markets Region Avg Daily Room ($) Occupancy (%) Beijing 106 67 Buenos Aires 135 66 Dubai 298 85 London 233 80 New York 242 82 Paris 229 74 Tokyo 176 78 Toronto 128 67 "2008 Industry Forecast. " BCD Travel 2007 1 -14. 3 Jul 2008 <http: //www. bcdtravel. com>.

Air Travel Forecast "2008 Industry Forecast. " BCD Travel 2007 1 -14. 3 Jul 2008 <http: //www. bcdtravel. com>.

Meetings Forecast Meeting costs are expected to rise as food, fuel costs, high airfares, and group rates impact the meeting budget 2008 forecasts indicate that average group rates will increase by 8% to 10% in major markets. 10 Largest Global Markets: 1. The United States 2. China 3. Japan 4. Germany 5. UK 6. France 7. Spain 8. Italy 9. Russian Federation 10. Canada "2008 Industry Forecast. " BCD Travel 2007 1 -14. 3 Jul 2008 <http: //www. bcdtravel. com>.

Annual Percent Change of Growing 2005 2006 Global Economy World Output 2007 2008 4. 9% 5. 5% 5. 2% Advanced Economies 2. 6% 3. 1% 2. 6% 2. 8% United States 3. 2% 3. 3% 2% 2. 8% Euro Area 1. 5% 2. 8% 2. 6% 2. 5% Japan 1. 9% 2. 2% 2. 6% 2% United Kingdom 1. 8% 2. 9% 2. 7% Newly Industrialized Asian Economies 4. 7% 5. 3% 4. 8% 7. 5% 8. 1% 7. 6% 6% 5. 5% 6. 4% Central & Eastern Europe 5. 6% 6. 3% 5. 4% Commonwealth of Independent States 6. 6% 7. 7% 7. 1% Russia 6. 4% 6. 7% 6. 8% Developing Asia 9. 2% 9. 7% 9. 1% 10. 4% 11. 1% 10. 5% 9% 9. 7% 8. 4% Middle East 5. 3% 5. 7% 5. 5% Western Hemisphere 4. 6% 5. 5% 4. 4% Brazil 2. 9% 3. 7% 4. 2% Mexico 2. 8% 4. 8% 3. 5% Other emerging markets & developing countries Sub-Saharan Africa China India "2008 Industry Forecast. " BCD Travel 2007 1 -14. 3 Jul 2008 <http: //www. bcdtravel. com>.

Tourism on the Global Level in 2007 898 million international tourist arrivals World tourism increased by 6. 1% over 2006 Middle East has fastest growth rate at 13% Europe has slowest growth rate at 4. 2% Nicholls , Dr. Sarah. "2008 Michigan Tourism- Past Performance and Future Expectations. " Michigan State University April 2008 1 -18. 3 Jul 2008

Tourism on Global Level for 2008 The increase in tourists is expected to be around 4% Travel and Tourism is the largest generator of wealth and jobs globally Contribution to GDP is expected to rise from 9% (US$5, 890 bn) in 2008 to 10. 5% (US$10, 855 bn) by 2018 Growth is expected to be 4% on average for the next decade Nicholls , Dr. Sarah. "2008 Michigan Tourism- Past Performance and Future Expectations. " Michigan State University April 2008 1 -18. 3 Jul 2008

Tourism on National Level Travel is… One of country’s largest industries with § $740 billion in direct travel expenditures § $1. 6 trillion in direct, indirect and induced travel expenditures § $100 billion in tax revenue One of country’s largest employers with § 7. 5 million direct travel-generated jobs § $178 billion direct travel generated payroll Nicholls , Dr. Sarah. "2008 Michigan Tourism- Past Performance and Future Expectations. " Michigan State University April 2008 1 -18. 3 Jul 2008

Business Climate Overview Outside of The United States… Significant projected room rate growth despite U. S. economic climate Occupancy levels expected to have modest growth in 2008 Major chains all have aggressive international expansion plans most with a special focus on India, China, and eastern European developing countries Meeting space remains at a premium

Tips … Currency Conversion The dollar hits new lows against the Euro, CAD, and Pound Sterling… Guaranteed USD rates, as an option? When preparing your budget, allow padding for fluctuating conversion rates.

Tips… Meeting room rental charges apply -space is at a premium and banqueting demands are high. Generally rental (“hire” in the UK) is negotiable depending on demand. 24 -hour hold is always charged. Setup days are often discounted.

Tips… MICE - Meetings, Incentives, Congresses, and Events VAT - Value Added Tax (may be refundable) DDR - Daily Delegate Rate – generally includes main meeting room, am/pm breaks, and lunch (breakout/exhibit space may be charged extra) Congress Center - it’s not political! Private ownership meeting facility.

Tips… Stand-up lunches - saves space and promotes networking (even if it is a bit messy) Plenary room= General Session room; Syndicate rooms= breakout rooms; Classroom= schoolroom Attrition is generally called “room block reduction” and may fall into the cancellation clause Convert square meters to square feet.

“Tips for Meetings outside of the United States” Involve your GSO – They can be your best advocate Involve the country’s Tourism Commission Understand the customs of the country Contracts are different than USA – Different but easy – Less negotiations

When Hotel Brands go Global When a hotel brand goes Global it simply does not build hotel buildings in exotic locations, the hotel brand represents a message and a way of doing business. It represents years of doing business and being socially aware of the local environment and people. Not only must global hotel brands focus on delivering exceptional experiences for their guests, but they must also recognize the environment in which they are emerging and create a universal desire for their brand. When you work with a hotel brand that is familiar to you in a not so familiar destination, you can have the comfort level that they will know your business and make the process of meeting at that specific hotel seamless with the help of your Global Sales Representative.

Thank You