Published under the sponsorship of the International Association of Convention and Visitor Bureaus (IACVB), this book is the first comprehensive guide covering basic functions of the contemporary convention and visitors bureau.

Fundamentals of Destination Management and Marketing discusses key issues related to destination management and marketing. Global in scope, the book also features chapters that explore destination management outside the United States.

Contents

1. Service
   • The value of service
   • The leisure visitor
   • The meeting/convention planner
   • The sports event planner
   • The motor coach planner
   • Industry partners
   • The competitive edge

2. Sales
   • Prospecting
   • Qualifying prospects
   • Selling strengths and benefits
   • Handling objections
   • Following up
   • Market segmentation and CVB satellite offices
   • Convention services

3. Marketing
   • Destination marketing
   • Market and marketing research
   • The marketing plan
   • Marketing tests
   • Alliances
   • Criteria for CVB marketing success

4. Tourism Reseaarch and Performance Reporting
   • The role of research at the CVB
   • The CVB research function
   • What to research?
   • CVB performance reporting
   • CVB return on investment

5. Communications
   • Publicity's value
   • Creating a plan
   • Media relatons
   • News releases and press kits
   • Other media communications
   • Press trips
   • going to the media
   • Issues management and crisis communications
   • Media interviews
   • Tips for handling media questions
   • Nonmedia communicationss

6. Product Development
   • CVB marketing tactics
   • CVB product marketing
   • Community visioning

7. Technology
   • Statistics on travelers' use of the internet
   • Situation analysis for destination marketing organizations on the Web
   • Best practices adoption
   • Developing an interative program strategy
   • Building the web site
   • The strategic internet marketing plan
   • E-team and staffing

8. Human Resources
   • The role of human resources management
   • Performance management
   • Best practice organizations

9. Member Care
   • What is a CVB member?
   • Develoment
   • Retention
   • Dismissal
   • Dues calculations
   • Policies
   • Publicatons
   • Communications
   • Benefits of membership

10. Financial Management
    • Four critical areas in CVB financial management
    • Cost allocation procedures
    • CVB financial statements

11. Board Governance
    • Structural and functional dimensions of boaard governance bylaws
    • Other structural components of board governance
    • Board governance: a case study

12. Alliances
    • The importance of strategic alliances
    • Stakeholders
    • Potential alliance partners
    • Making alliances and partnerships work

13. Destination Management in Canada
    • National and Provincial tourism structure
    • Provincial agencies
    • Canadian CVBs
    • Case study: tourism Vancouver
    • Case study: bestcities.net

14. Destination Management in the United Kingdom
    • Historical development of CVBs and DMOs in the United Kingdom
    • Organization of the tourism industry in the United Kingdom
    • The nature and role of CVBs
    • Conference desks and conference offices
    • Opportunities and challenges for U.K. CVBs
    • Current changes and the emergence of new entities
    • Casse study: U.K. destination marketing

15. Destination Management in Mexico
    • Historical development of Mexican CVBs
    • The institutional organization of tourism in Mexico
    • Responsibilities of Ministry of Tourism, state and local authorities
    • The nature and role of CVBs in Mexico
    • CVB services and facilities
    • Monterrey CVB case study
    • Current conditions, opportunities, and challenges of Mexican CVBs
    • Learning from other CVBs

Glossary

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