The Business of Meetings

We are very happy to be speaking to Moon Civetz today! Moon is the Vice President of Global Sales for Maverick Helicopters. His kindness and consistent presence at trade shows have resulted in Moon becoming a well-known figure in our industry.  In this episode, he shares his fascinating journey and talks to us about the unique and memorable experiences he has created for his customers.  We hope you enjoy listening to our delightful conversation with Moon Civetz today! Moon Civetz’s bio Beginning in Hawai’i, Moon Civetz received his MBA, Master of Beach Activities, becoming the Head Designer for a theatrical, convention, and display company. Due to his involvement in the Hawai’ian Music Renaissance period, his company, Moon Lights, was born as he designed and rented lighting, staging and labor for numerous shows. With an abundance of creativity, that company soon morphed into Moon Light & Magic, offering an array of theme parties. He caught the attention of Sheraton Hotels in Hawai’i and was recruited to become their first Divisional Director of Special Events. The position encompassed opening Neighbor Island hotels directing Convention Services and Catering Departments and putting his imagination to work creating property-specific theme parties. From the Neighbor Islands he then joined the re-opening team of the historic Sheraton Moana on Waikiki Beach creating theme parties for the incentive market. Next up, Sheraton had another project that needed creativity and strong relationships in the group, meeting and incentive markets so off he went to Tucson, Arizona as the Director of Incentive & Insurance Sales of the Sheraton El Conquistador. After putting his mark on that southwestern property, he was moved back home to the Big Island as a member of the opening team re-branding the Ritz-Carlton Mauna Lani to Starwood’s Orchid at Mauna Lani. Over the course of his nearly five years at The Orchid, he created signature theme parties, setting sales records and winning corporate and individual awards for meetings and incentives. Being well-known throughout the Islands, a new challenge presented itself: he was recruited by the General Manager of the Hyatt Kaua’i to help him open the Hyatt Lake Las Vegas as the Director of Incentive and Insurance Sales. So, back to the mainland he went as part of that opening team. After a year of hard hat tours the property opened and became the number one hotel for sales in the Hyatt Corporation. He went on to open Station Casino’s first luxury hotel, Green Valley Ranch Resort, applying his creativity and utilizing his strong relationships to help establish that casino property in the meeting & incentive market. His reputation in Hawai’i followed him to Las Vegas where he became well known in the local hospitality community. He was next approached by a DMC company joining them as VP and General Manager. Today, he is Vice President of Global Group Sales for Maverick Helicopters. Still working his innovative magic, you can find him in the Las Vegas Corporate office planning events in the Grand Canyon or creating wonderful memories on Maui and Kaua’i. Moon’s background While living in the Hawaiian Islands, Moon became the head designer for a theme party production company that expanded as the convention industry grew in the Hawaiian Islands. Moon branched off and started a lighting company called Moon Lights, which morphed into a party company called Moonlight Magic that did lighting and parties for incentive groups. He did the lighting for some rock ‘n roll bands and had a lot of fun doing the lighting for some Hawaiian groups that came to be quite well-known.  Shared Hotels He was asked to join Shared Hotels in Hawaii and became their Director of Special Events. He opened hotels on the outer islands and created themed events specifically for each destination.  A party booklet Moon put together a booklet called SPLSH (Spectacular Parties Live at Shared in Hawaii) for incentive houses and people looking for things to do that contained information about the parties at each hotel.  Plantation Gardens One of the hotels that he got going in Hawaii had an unused grass area behind it, so he suggested turning it into a plantation. That became the Plantation Gardens. Maverick Helicopters After moving to Las Vegas and opening several hotels, someone from Maverick asked Moon if he knew of anyone to help them out. Moon offered to help and ended up creating a group department for Maverick. It started with Moon and two salespeople, and it kept on growing until it became Maverick Aviation Group. Since COVID, however, they scaled back and became Maverick Helicopters.  CITE Moon joined CITE more than thirty years ago and has enjoyed watching it grow. He feels that it is one of the best organizations he has ever been part of. The luckiest guy in the world When Moon sees the smiles on people’s faces after they return from an experience he created, he feels like the luckiest guy in the world! Grand Canyon Moon organized a unique experience where they flew people in a helicopter to an isolated landing site at the bottom of the Grand Canyon. After landing, they served lunch. There was no road leading to the landing site, so all the chairs and tables they used were specially constructed to fit into a helicopter. They even flew in a portable toilet for the guests to use. Las Vegas Motor Speedway Maverick is the only helicopter company allowed to fly into the Las Vegas Motor Speedway, so they fly there for the races. They also do a tour of the Grand Canyon, where they stop to allow the guests to do some fast laps on the track with one of the companies that offer that. Heliyoga They have an experience called Heliyoga, where they land on the highest peak on the Valley of Fire and do a yoga class followed by a glass of Champagne. Up there, it is very beautiful and quiet. Red Rock Canyon  They have added a new excursion, where they fly over Red Rock Canyon and land on a private landing zone to watch the sun go down and see the city lights come on. Then, they fly along the length of the Strip. The safest Maverick is the world’s safest helicopter company. Making people happy Moon is always looking to create new experiences that will make people happy because he enjoys that the most! One-on-one meetings Moon believes that one-on-one meetings will never change, even though technology will keep on increasing.  IMEX Moon feels excited about the upcoming IMEX conference and having the opportunity to reconnect with his old friends. Landing safely Most people do not realize that when the power goes down in a helicopter, it can still hover down and land safely. Hawaii Maverick opened in Hawaii five years ago. They offer some unique and beautiful experiences there! Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Moon Civetz On LinkedIn    

Today, we have the pleasure of speaking to Holly Duckworth! Holly is a Mindfulness Specialist who has had a fantastic career in the meetings and events industry! She has spent the last decade working in the mindfulness space. Holly has written several books and recently formed the American Mindfulness Association. In this episode, Holly tells her story, talks about what she does, and shares some great tips for making mindfulness part of your business and everyday life. We hope you enjoy our conversation with Holly today and benefit from her excellent advice! Holly Duckworth’s bio Holly Duckworth, CMP, CAE, CWMF, has been called the trailblazer of mindfulness for meetings. Owner of Leadership Solutions International for 20+ years she has worked to change how we think about the impacts of stress and meetings. As a certified workplace mindfulness facilitator, she leads the 2021 IMEX mindfulness efforts in Re-energize Reef. She is the founder of the American Mindfulness Association to advance mindfulness a key strategic business practice. As the author of 4 books at the intersection of leadership, sales, and mindfulness, Holly is a sought-after global keynote speaker. Look for Holly as a featured live mindfulness trainer on Insight Timer App, or as the host producer of the Everyday Mindfulness Show with more than 150 episodes, or as a co-facilitator of the monthly Chaos to Calm Challenge for mindful leaders. She has been recognized by Smart Meetings Magazine, BizBash for her innovative approach and commitment to the health and wellbeing of meetings for planners and participants.  Holly’s journey Holly’s journey in the meetings and events industry started when she worked as the Director of Corporate Communications for a baseball team in Oregon. Someone suggested that she should work for the Convention and Visitors Bureau in Portland, Oregon. She did so and loved the job! It allowed her to take her first leap into more formal meetings and conventions.  MPI While working as the Convention Services Manager for the Convention and Visitors Bureau, Holly linked up with Meeting Professionals International. Several years later, MPI recruited her to work for them.  Starting her own company Managing MPI’s volunteer chapters in the Western US remotely eventually evolved into Holly starting her own company and writing books on association leadership and meetings.   Stepping away The stress and overwhelm of the meetings caused Holly to step away from the industry.  The American Mindfulness Association Holly got a degree in mindfulness. Then, she blended the meetings, associations, and mindfulness to found and create the American Mindfulness Association.  Leaving MPI Although she loved her work with MPI, Holly reached a point where she knew that her skills, talents, and services needed to be offered to organizations worldwide, so she left MPI and wrote her first book, Ctrl+Alt+Believe: Reboot Your Association for Success.  A trailblazer Holly was one of the early trailblazers in making mindfulness mean business. She educates people in applied mindfulness practices. Mindfulness versus meditation Mindfulness is being fully present and non-judgemental in the present moment. Meditation is one of many possible practices that you can use to become fully present in the moment. Infuse some mindfulness while washing your hands While washing your hands, take a moment to feel the water temperature and the soap on your hands. Take a breath, exhale, and feel your stress flowing down your whole body, and down the drain. Mindfulness in meetings Take a moment before stepping into a meeting to center and focus yourself, and visualize what you want to happen in the meeting. If you feel stressed in a meeting, use the affirmation “I am at peace”. Inhale and say to yourself, “I am”. Then, exhale and say “at peace”. You can also send an energetic message to anyone stressing you out to ease the tension. Being present Be present and in the moment before moving into an experience, like a sales meeting, a trade show, an event, or a conference. You can do it anywhere and anytime. IMEX IMEX has always been committed to wellness. Holly will be doing a mindfulness activity at the upcoming IMEX conference in Las Vegas. Seven Practices to Be a Mindful Meeting Professional Holly created a tool to help people become more grounded and calmer while at work, a sales meeting, an incentive trip, or even a trade show. She calls it Seven Practices to Be a Mindful Meeting Professional. You can download it here. Setting an intention You should set an intention to put your energy in motion for each day. It can be just one word, like joy, happiness, or calm. Repeat the word as you move into the day. It is a great practice to share with your team at a sales meeting. Mindfulness practices You can practice mindful movement by being fully present while walking or riding a bicycle. Be present in the moment while eating a meal. Take a moment and fully experience all the food on your plate. You can also encourage everyone at the table to express something for which they are grateful. Tips for being mindful at trade shows Permit yourself to be authentic. Allow yourself to be fully present with whoever is in front of you. Take a break if you feel you need some time out. Use this time to grow closer to others in your vulnerability, and notice those who are calm and present despite everything going on. Permit yourself to say no to things you do not want to do and say yes to your mental wellbeing.   Relaxation Reef Holly will be offering mindfulness meditations and training sessions at Relaxation Reef at the IMEX conference in Las Vegas in November. Holly’s books Holly co-authored the book Sell More, Stress Less: 52 Tips to Become A Mindful Sales Professional. It has a mindfulness tip for each week of the year. Another of Holly’s books is a daily wellness check-in reader called Everyday Mindfulness: From Chaos to Calm in a Crazy World. It has a daily reminder to set an intention, a daily inspirational quote, and an inspiring story for each day.  Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Holly Duckworth On LinkedIn On her Website Email Holly: holly@hollyduckworth.com Holly’s podcast Everyday Mindfulness Show Download Holly’s “Seven Practices to be a Mindful Meeting Professional” here.      

Today, we are delighted to be speaking to one of the most solid and savvy people ever when it comes to finances and business!  Greg Crabtree is a partner at Carr, Riggs, and Ingram, and he is the author of Simple Numbers. Greg knows how to make accounting and cash-flow management very clear, easy to understand, and efficient.  He is joining us today to share his journey, discuss his views on what is happening in mergers and acquisitions (M & A), and explain what business owners should consider when looking at their finances. We hope you gain a lot from today’s conversation with Greg Crabtree! Greg Crabtree’s bio Greg Crabtree is a speaker, author, entrepreneur, and financial expert. Crabtree has used his entrepreneurial skills to develop Crabtree, Rowe & Berger, PC, a CPA firm focused solely on the needs of entrepreneurs, helping them build the economic engine of their businesses. Working with entrepreneurs all over the country in a broad range of industries, Greg has simplified financial reporting and empowered all entrepreneurs to take ownership of their finances. He has pioneered a revolutionary metric for driving business profitability: measuring labor efficiency and developing simple benchmarks for company, team, and individual performance.  In 2011, Greg published his first book, Simple Numbers, Straight Talk, Big Profits, in which he shares his core principles of how to turn your business into a wealth-building engine. His second book, Simple Numbers 2.0, was released in November 2020. Greg’s community service includes serving as Boys and Girls Clubs of America National Area Council Member, Entrepreneurs’ Organization Global Board (2006 to 2009), ALS Association of Alabama, Boys and Girls Clubs of North Alabama, Atlanta chapter of The Entrepreneurs’ Organization (EO) past board member. He is a frequent speaker at EO Chapter events, EO’s Accelerator Money Day program, and the U.S. State Department’s New Beginnings program for international entrepreneurs. Greg and his wife Debbie have four children. Greg is an avid golfer and enjoys playing historic golf courses whenever his travel plans permit. How Greg became an entrepreneur Greg grew up on a chicken farm in Alabama. After going to college and getting a degree in accounting, he started in the profession and realized that he hated accounting.  He got a job as a controller in a bank but soon got bored with working with the figures for just one company. So he started his practice and worked with several startup businesses in the late 1990s and early 2000s. One of his clients moved to Atlanta and invited him to see what was happening with the Young Entrepreneurs Organization. Greg signed up with the organization after attending his first meeting. He did not miss a single forum meeting for the next eleven years, even though he had to drive for four hours to get to them! That broke him away from the traditional mindset. It also forced him to look at his practice as an entrepreneur and not as a practitioner. Entrepreneurs Organization Greg joined the Entrepreneurs Organization (EO) in 2001. He found that being part of a business group and community of entrepreneurs, all trying to get somewhere, was invaluable and a great leadership experience! A record For about fifteen years, Greg held the record for the two years with the most cash sponsorship received by the chapter of EO. Breaking the chains of practice That record led to Greg getting onto the standing finance committee for the global board of EO the next year. That broke him away from the chains of practice and gave him the confidence to leave town and broaden his horizons. Ideas Coming up with ideas to help entrepreneurs has allowed Greg to have a unique practice with clients across the US.  Greg Crabtree’s books After helping entrepreneurs with his ideas, Greg gave several talks on the topic and turned that into his first book. He then gave a few more talks and wrote his second book. Fifteen years later, he became known as a successful writer. A better conceptual framework   Verne Arnish and Ron Hollis, the man who got Greg into EO, encouraged Greg to write his first book, Simple Numbers, Straight Talk, Big Profits. They told him that if he knew something unique, he owed it to the world to write a book. Greg knew something that he felt everybody needed to know about the poor way that most accountants tend to serve entrepreneurs. He had a better conceptual framework for how entrepreneurs and accountants should work together and how data should be used to run a successful business. Finding the truth Greg has been looking for the financial truth number that professional standards do not create. A different mindset Greg became frustrated with the financial damage he saw entrepreneurs doing to their businesses. He realized that entrepreneurs needed to develop the mindset of understanding their businesses as investments. Return on invested capital  Greg believes that any business in a developed economy should get a minimum return of fifty percent on invested capital.  Flipping things around Greg’s business reached the point where they had more barriers to building the traditional parts of the practice than the consulting part. So, they flipped things around to make the most important part of their business helping their clients run successful businesses.  Merging After merging in the professional world, there is generally a buy-out at some point. Greg was not ready to consider retiring, so he felt that merging his business would create financial stability for his family and give him access to more resources.  M&A projects Greg probably has more clients in the middle of M&A projects now than he has ever had before. He has created a replacement return decision analysis to calculate whether or not a sale is viable. Greg’s rule of thumb His rule of thumb is that fifteen percent or lower should be the replacement return that gives the green light for a sale. If it takes more than fifteen percent to get the replacement return, you are probably not getting enough. Opportunities There are a lot of opportunities coming up right now for entrepreneurs in America. A valuation technique Greg created a simple valuation technique for businesses that he calls The Economic Value of the Business: 3 x net income + equity.  A good idea When you are getting fifty to a hundred percent return on your invested capital, it might be a good idea to purchase several highly profitable businesses and use the profit from those to invest in other things, like real estate. Scaling With most of Greg’s clients, it is execution rather than the cash that keeps them from growing. Greg built his playbook around getting his clients profitable and cash-flow positive for a growth profile before they scale.  The top three things you can do to implement the best practices in your business: Understand your profit engine (How you generate margin.) Look at the operating expenses of your management structure. (Is your management-labor performing?) Understand the concept of trade capital. (Strive to get your trade capital down and your profitability up to become a cash-flow positive generating scaling business.)   Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Greg Crabtree Email Greg at greg.crabtree@cricpa.com Greg’s book Website   Book mentioned: E-Myth by Michael Gerber    

Today, I am delighted to be speaking to another icon in our industry! Miguel Neves, the Editor-in-chief of EventMB, is joining us. Miguel has had an amazing career in the meetings and events industry! In his current position, he oversees everything going on in the industry across the world.  In this episode, Miguel shares his insight and talks about what we can expect, what we should focus on, and the impact technology will have on events in the future. We hope you enjoy our fascinating conversation with Miguel today! Miguel Neves’s bio Miguel is EventMB’s Editor-in-chief and likes to describe himself as a "curious creator and caring curator of computerized content and a conscious connector of charismatic characters". He lives and breathes the event tech sector and is deeply engaged in the global online community of event professionals. He is active in volunteer roles across the industry and currently sits on the International Board of Directors of Meeting Professionals International. Miguel is a Portuguese soul who built a career in the UK and is now raising a young family in southern Denmark. Miguel’s background Miguel started his career doing stage management, playing music, and being a roadie in the music industry. He was part of the team at the MTV awards in Lisbon in 2005. He was impressed to see how the back end worked and began to develop an interest in the teamwork required to put on that kind of event. He got involved in events after that, helping a company with some corporate events. Then he and a friend decided to open an event company. Unfortunately, it failed miserably, and Miguel realized that selling the organization of events is very different from organizing events. He went to London and got a Master’s degree in Conference and Events Management at the University of Westminster. After that, Miguel wanted to build a network, so he got involved with MPI. He got an internship in California, with Synaxes Meetings and Events, after which he spent three years with the company, learning how the industry works. After that, he worked with the IMEX team for six years and then moved to Denmark where he had his own company for three years. Since February 2021, Miguel has been Editor-in-chief for EventMB. The user experience Miguel feels that even though it might be very tempting to add technology to an event, the most important thing at any event is the user experience.  Technology  Technology has developed at an incredible pace over the last eighteen months. Miguel finds it interesting to see how easy it has become to create online events. Most virtual events tend to go smoothly right now if the organizers take good care of the setup and production. Trusting and using technology  When people trust technology and use it at events, it becomes something special and makes a big difference.  Holograms Miguel thinks that a good video feed is just as effective as a hologram at an event. Invisible technology People need to trust the technology that gets used at events. Miguel’s goal is to make the technology used at events almost invisible. The business aspect of virtual events Virtual events have the potential to reach people anywhere in the world at a relatively low cost. Virtual events are vital from a top of funnel perspective when it comes to sales. Virtual events also work well in terms of content, speakers, and even exchanging information.  Social In-person events work far better than virtual events when it comes to the social aspect. Unfortunately, in-person events are more costly than virtual events. Hybrid events The best solution is to have a combination of virtual and in-person events. Although Miguel does not think that the future of events will be all hybrid, he thinks that all future events should have an online component to record the relevant content. The future  The future is about finding ways to extend the reach of events, connecting with those who are not attending in-person, and creating community. Good technology Good technology allows people to consume the live content of an event from wherever they are. Connectivity  Good internet connectivity will be very valuable in the long run. Involve the community Understanding the target audience is very valuable for business owners. That is why Miguel advises business owners to involve their community or target audience as much as possible and find out what they want and expect. Simplify Technology should help to simplify things for people. Change The pandemic has brought about a lot of change. This is a good time for small business owners to do a recheck on what is relevant because the people they knew before or the audience they think they are serving might not be where they were any longer. People’s needs have also changed since the pandemic.  Advice for small business owners Be very clear about what your product offering is. Figure out what you want to do and how you want to do it. Then, productize it by making it into something that people can easily understand and aspire to have. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Miguel On LinkedIn Book mentioned: When Coffee and Kale Compete by Alan Klement    

We have the great pleasure of speaking to a rockstar in our industry today! Courtney Stanley has received many awards. She is a keynote speaker, an emcee, and the founder of the women-inspired podcast, Dare to Interrupt. Courtney started a business just before the pandemic and is full of ideas and optimism! She is joining us to share what she has learned about the importance of being authentic and understanding why you do what you are doing. We hope you enjoy our inspiring conversation with Courtney today! Courtney Stanley’s bio: Courtney Stanley is recognized globally as an award-winning changemaker, keynote speaker, event emcee, and acclaimed creator of the women-inspired podcast, Dare to Interrupt. Courtney has spent ten years helping professionals, entrepreneurs, and organizations engage in game-changing, impactful conversations that empower individuals to tap into their true potential, improve team and culture dynamics, and drive meaningful change. Courtney is the youngest member to have ever been elected to Meeting Professionals International's (MPI) International Board of Directors. She is the recipient of Smart Meetings' 2020 Women in Events Entrepreneur Award, Meetings Today's 2019 & 2020 Trendsetter Award, MeetingsNet’s 2019 Changemaker Award, the Association for Women in Events (AWE) 2018 Disruptor Award, the 2015 MPI Chairman’s Award, and 2011 MPI RISE Award, named Collaborate and Connect Magazine’s 40 under 40 in 2011, and is recognized as one of the event industry’s most impactful change-makers. Courtney serves on the Events Industry Sexual Harassment Task Force, MPI's Women's Advisory Board, is a Meetings Mean Business Ambassador, and is the co-founder of the award-winning movement #MeetingsToo. How Courtney joined the meetings and events industry Courtney started university in the medical field, but after a year, a conversation with someone prompted her to look into a program at Central Michigan University with hospitality, event management, and international tourism. She loved the program after her first class, and she knew then that she wanted to be in the meetings and events industry. Her first role Her first role within the industry was an internship with the Country Music Association in Nashville, Tennessee.  Marketing She later worked as part of the event marketing team for an event technology company based in Toronto, Canada, where she began to explore an area that was more strategic and more focused on marketing. A side-hustler Even when working for others, Courtney was always side-hustling. As her career progressed over the next eight years, that area continued to grow significantly.  A leap of faith The exponential possibility of growth and being able to do whatever she wanted to do eventually outweighed the security of working for someone else. Courtney also realized that the side-hustles she had grown excited her more than anything else, so she decided to take a leap of faith and become an entrepreneur. How to create an authentic brand A good place to start with building an authentic brand is getting to know who you are, what you are skilled at, and the value you have to offer. You need to know how you want to be seen and if that aligns with how you feel and who you are. You cannot please everyone Know that you will never be able to please everyone. Rather than trying to be what you think others want you to be, just be yourself and do the things that feel right for you. Be proud of who you are, and the right people are sure to come along. Respect and kindness If Courtney sees anyone not operating without the right level of respect or kindness toward others, she knows that something is going on with them that needs their attention. Worth Your worth is not connected to your work. Courtney has learned that it is vital that those who have been let go or furloughed understand that they are not their job and are still valuable. Rebuilding confidence Courtney encourages those who have lost their jobs to look objectively at themselves and make a checklist of all the skills, experiences, and strengths they have, personally and professionally. Getting some feedback from supportive individuals can help to rebuild lost confidence. Overcoming life’s setbacks There is always a lot to be learned from difficult situations. There are many silver linings and opportunities to grow from any setback you might experience in your life. Being an entrepreneur There was a lot about entrepreneurship that Courtney did not know when she went into it. She feels that even though being an entrepreneur is risky and uncomfortable, it is still wonderful! She strongly believes that the most growth is to be found in discomfort. Hard times Most entrepreneurs go through hard times when they wonder why they are doing what they do and question whether or not they are doing the right thing. When that happens, it can be helpful and encouraging to speak to an entrepreneur with more experience. A tough year It took a tough year of grit, going back to her why and her purpose, and getting to understand who she is to get Courtney to where she is today. Dreaming big Dreaming big, putting her goals down on paper, and feeling everything from the inside out was the fuel that kept Courtney’s engine going last year when there was no income coming in. Coaching Coaching others to navigate the pain of rejection she went through when she lost her job makes Courtney feel purposeful, and it helps those she coaches feel more purposeful. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Courtney Stanley On her Website  

Today we are happy to speak to Don Welsh, the President and CEO of Destinations International!  Don is an energetic leader who has had a fantastic career! He is joining us to share his experiences, offer advice to everyone in the industry, and give us hope for the challenges we will be facing in the future!  We hope you enjoy our fabulous conversation with Don today! Don Welsh’s bio A seasoned tourism executive with over 35 years of experience in the industry, Don Welsh serves as the President and CEO of Destinations International. Since joining the association in March 2016, Welsh has implemented a strategic realignment for the association through a renewed commitment to focus on member needs to deliver the resources members have determined to be essential to the success of their organizations.  Before joining Destinations International, Don served as the President and CEO of Choose Chicago. Welsh also held the CEO position at the Indianapolis Convention & Visitors Association and the Seattle Convention & Visitors Bureau. Before joining the destination marketing industry, Don served as senior vice president for Westin Hotels at its corporate headquarters. He has also held senior leadership positions in sales and marketing for Westin Hotels and Resorts, The Ritz-Carlton Hotel Company, and the MGM Grand Hotel/Casino in Las Vegas. Don Welsh’s journey into our industry Don was hired by United Airlines when he was in high school. He kept on working there, part-time, through college. He worked for United after college until he moved to Seattle to be part of an airline startup.  Don was hired by Westin Hotels and Resorts, eventually becoming their Director and Vice President of Marketing and Partnership Programs. He left Westin and worked for The Ritz-Carlton Hotel Company for the next four years. Although Don loved traveling the world, he still accepted an offer to return to Westin Hotels and Resorts. He later took an offer to join MGM in Las Vegas.  Don also ran the Continental Basketball Association for the basketball player Isaiah Thomas, and after that, worked for Roger Helms, from Helms Briscoe, for several years.  He later returned to Seattle to get involved in the Convention and Visitors Bureau for the next five years. He spent two-and-a-half years in Indianapolis before being asked to go to Chicago to form a new organization. That was where he learned about the value of meetings.  After five years, Don got recruited to help take Destinations International to a new level. He has been with Destinations International for almost six years. Good leaders Good leaders understand the importance of human connection, and great leaders help people rise. Don has found that the best leaders are comfortable with their hearts and soul. They are humble, genuine, true, and authentic individuals.  Instability There was a lot of instability with the Destinations International organization when Don arrived in 2016. It took a lot of time and effort to make it financially and legally healthy and implement their core member benefits. Ironically, they got it all together in 2019, just before the pandemic hit. The COVID pandemic Destinations International did 64 webinars between the 15th of March and the end of 2020. They also grew their membership. Don feels proud of how the organization responded to the pandemic with webinars, zoom meetings, and virtual summits. He does not think that those things will change much for the next couple of years. Silver linings When business fell away during the pandemic, Don saw a fantastic response from destinations around the world. They adapted to their local marketplaces by supporting local restaurants and take-outs and even working with city services in local governments to ensure that there was one constant repository of information on behalf of that destination.  Businesses coming back Over the last six months, Don has been seeing businesses coming back, even though many teams still have significantly less staff.  Radical changes There is a global shortage of workers in many different service industries right now. Most hotels and restaurants, particularly those in North America, are struggling to find enough staff. That is forcing radical changes to what people have become accustomed to, particularly in full-service hotels.  Equity, diversity, and inclusion Don is proud of the work that the destinations across the world have been doing in terms of equity, diversity, and inclusion. There is a paradigm shift in terms of the diversity of the staff in convention bureaus. A pledge At DI, more than 350 CEOs signed a pledge to adhere to the principles of equity, diversity, and inclusion. As an industry, DI will ensure that young people will be trained adequately and made aware of what the organization does. Should meetings take place? Rather than recognizing organizations that are planning virtual, hybrid, or in-person meetings right now, the media has been focusing on meetings that were canceled. Don is grateful for the people who have been going to meetings without allowing the media to influence them. Great strides are currently being made around safety, security, and health measures for the attendees at meetings. Data The data shows that it is safe to travel and attend meetings again, provided that safety protocols are in place. Safety  Don has seen some great collaborations between the health departments of the various destinations and the meeting organizers to ensure the safety, wellbeing, and health of the visitors. He thinks that those measures will continue to stay in place. The destination is the expert Don believes that the destination is the expert in their marketplace. They exist to be a one-stop source of resources and information for all event planners. There are trusted tourism experts in every destination who will provide event organizers with all the information they need for free. Don Welsh’s advice for people considering starting a business: Have a solid plan and be committed to your goals. Stay passionate about what you want to achieve - even on the tough days. Flexible work schedules Flexible work schedules can work in the future for Destination members. Being an association, however, Don’s team has decided to go into the office for a minimum of two days each month. They go in with a schedule and cover the work to be done, discuss business plans and projects, and have lunch together. At least 50 to 70% of the team will be together for four or five days a month throughout the year. They use Zoom or Teams when they cannot be together in person. A new type of thinking about work Don thinks that many associations will need to start connecting via a combination of in-person and online for younger employees and the health of their organizations. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Don On LinkedIn    

We are delighted to be speaking to an amazing leader in our industry today! Carl Winston is the Founding Director of the Payne School of Hospitality and Tourism Management at San Diego State University and acts as Senior Advisor to the Caspian Agency. Carl enjoys volunteering and educating people in the industry. He is a thought leader who loves to challenge traditional ways of thinking.  In this episode, Carl shares his story and talks about what he has learned throughout his career. We also have an edgy and stimulating discussion about the value of COVID, the future of the meetings and events industry, allyship, and the importance of life-long learning. We hope you enjoy listening to our thought-provoking conversation with Carl Winston today! Carl Winston’s bio: Carl Winston has over 35 years of experience in a variety of senior executive-level hospitality, event, and tourism industry positions in academia and the “real world.”  He is the founding Director of the L. Robert Payne School of Hospitality & Tourism Management at San Diego State University. Launched in 2001, the School has earned a global reputation for its innovations, rigor, relevance, and near-perfect placement rate for graduates.   Winston acts as a Senior Advisor to Caspian Agency. In that role, he helps Caspian clients clarify their strategic goals and adapt to the rapidly changing methods for event production.   He also owns Real World Academics, a firm that conducts projects from economic impact studies to acquisition and development for small companies and large, including Disney, Marriott, and Four Seasons. RWA also provides Asset Management services to hotel owners. He served on MPI’s International Board of Directors for seven years and is the creator of the groundbreaking Master’s Degree in Meeting and Event Management in partnership with MPI Global. Carl was named one of The Top 25 Most Influential People in the Meetings Industry by Successful Meetings in 2018 and one of the Top 500 Event Producers by BizBash in 2018.  He has received numerous other industry accolades and is a sitting member of the Editorial Content Board for Smart Meetings Magazine.  He was also the founding Managing Director of the non-profit China Hospitality Education Initiative (CHEI). CHEI was launched in 2013 and supported more nearly 400 colleges and universities with 400,000 students by 2020. Before moving into academia, he had run hundreds of hotels and restaurants throughout the U.S. and Canada. He also ran a chain of small theme parks and started his professional career in public accounting. Carl Winston has been involved with more than 30 local, regional, and international industry associations and groups where he has served in leadership positions and Boards of Directors. His education includes a B.A. in Sociology from the University of California, San Diego, and a Master’s of Professional Studies in Hotel Administration, Cornell University. Carl’s story When Carl asked for a car at the age of fifteen, his mom suggested that he work as a dishwasher in the restaurant she worked in, to earn the money he needed. After a while, he told his mom that he would rather be a Vice President than a dishwasher. In fact, he wanted to be a Vice President by the time he was thirty! Studies After high school, Carl applied to Cornell University but got turned down. So he went to Community College instead to do hospitality studies. After completing his studies at Community College, he applied to Cornell University as a transfer student and got rejected again. So he went to the University of California in San Diego and received a degree in Sociology and Economics. After a while, he applied to go to Grad School at Cornell University and finally got accepted!  Life-changing Going to Cornell was life-changing for Carl because he learned about networking and how to think in creative and strategic ways.  Hotel financing After university, he moved to Los Angeles, California. He worked in hotel financing, feasibility, and appraisals for five years before moving back to San Diego. A great career He had a great career. He worked his way up to manager before he was thirty years old. Then he quit, started working in a hotel company for some of his clients, and became VP of Operations before turning thirty! The company had thirteen properties, and within five years, they grew the company to 125 hotels!  Focused on success Carl was not a nice person back then because he was way too focused on success. He was tough, hard-driving, results-driven, and unfriendly.  Changing Several bad exits and getting fired twice were humbling experiences for Carl and helped him grow up, change, and become a better person. Business failure Carl feels that the time he spent working for a repo company helped him become an expert on business failure. Hospitality school Being asked to be on the advisory board of a new hospitality school and the years he spent helping build the curriculum softened Carl into becoming a nicer person. It also helped him to understand the benefits of giving back rather than taking.  The largest school network in the industry Carl built a school network in China that included 400 schools with 400,000 students in Hospitality and Event Management just before the coronavirus pandemic. It was an initiative funded by the Marriott Family Foundation. How COVID was the best thing Carl believes that COVID was the best thing ever for meetings professionals because it froze the industry. It resulted in people doing things differently. They started asking the right questions, wanting the reason and purpose for the meetings, and asking what the value-add for the meetings would be.  Undervalued and misunderstood Meeting professionals across the world are undervalued and misunderstood. People tend to underestimate all the work and planning that goes into creating a meeting or event. Carl feels that on the other side of COVID, meeting professionals will be better understood, and their value proposition will be more solid. Carl Winston’s advice for hoteliers Hoteliers should start figuring out how to run hybrid meetings. Carl asserts that they need to start investing in technology to allow people to watch the meeting sessions from the safety of their hotel rooms or around the pool on their iPads. Allyship  We won’t get anywhere if the only people who feel passionate about diversity, equity, and inclusion are the minorities. Carl has been thinking of ways for minorities to become more effective allies. He has also been getting his team to help him get better at practicing diversity and inclusion.  Carl Winston on life-long learning We should never stop educating ourselves. Carl encourages you to keep on reinventing yourself and learning new things. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Carl On LinkedIn    

We are thrilled to finally have the opportunity to talk to Meg Fasy from eventsGIG! Meg is a star in our industry! She is a long-time member of the industry and has a vast amount of experience. Meg is joining us today to talk about the freelance economy, the changes happening in our industry, and opportunities for the future. We hope you will enjoy listening to Meg’s inspiring story today! Meg Fasy’s bio: Meg Fasy’s career spans several markets, including hotel, CVB, industry associations, event technology, and strategic partnerships, where she has been a successful sales/marketing leader. She has worked for, and with, some of the biggest brands you know.  This idea for eventsGIG came about as Meg was trying to find a way to help the Events Industry recover from the devastating impact of the pandemic. With so many of her peers out of work and many organizations struggling to figure out how they rebuild their service levels, she wanted to create an opportunity for each to connect. To further that end, it was important to Meg that a portion of our proceeds benefit Meetings Industry Fund to help our industry recover fully and thrive. Meg is well known for motivating sales and marketing teams, driving strategy, and connecting people. Meg is an energetic leader who has been a featured speaker at most major event industry conferences including CEMA, PCMA, MPI, IAEE, Cvent Connect. When not focused on making great connections, you will often find Meg on the water, training for her next dragon boat race. Meg’s story Meg has been in the events industry for twenty-five years. Like most others, she fell into the industry. While at college, Meg took a job in catering at the Grand Hyatt and fell in love with the hotel business. She stayed with Hyatt for almost a decade. She eventually reached a point where she wanted weekends and holidays, so she left catering and got into sales.  The bigger picture With all her jobs in the hotel business, Meg was interested in the bigger picture. She always wanted to know why the meetings were happening. Meg’s experience Meg worked in hotels, the Convention Visitor’s Bureau, and for event technology companies before deciding to start a business of her own.  FazeFWD Meg has been running the sponsorship management company, FazeFWD for the last six years. She works with organizations to create and sell their sponsorship packages. Growth and experience Throughout her career in the industry, Meg has always known which direction to take. It has always been about growth and gaining experience. Emotional rollercoaster Most entrepreneurs do not realize the emotional rollercoaster ride they will go through when they start their first company. Meg Fasy on why mentorship is a must Meg believes strongly in having mentors. Throughout her career, she has always had someone to mentor and advise her. Now, she is always mentoring six or seven women. Face-to-face versus hybrid Meg believes that virtual meetings will never take over face-to-face meetings because people want to be face-to-face.  Two different events Face-to-face events are very different from virtual events. They have different budgets and different levels of content. The next six to nine months will be tough Although Meg doesn't know exactly what will happen in the next six to nine months, she knows it will be a tough time. Staffing and events will have to be looked at differently. Organizations will have to prioritize who can attend their meetings and focus their content around those attendees. Between a rock and a hard place Many people have been furloughed or laid off recently. On the flip side, event service companies and agencies do not know what to do because many of their staff members have left. Freelancers Currently, 36% of the US workforce are freelancers. If the rate of growth does not change, it is anticipated that it will grow to 50% within the next five years. That is why it made sense to Meg to connect the freelancer creator community with organizations looking for people. Meg Fasy on creating new opportunities  Constantly hearing the two sides of the story motivated Meg to help out in some way. That inspired her to start a new company that could create opportunities by bringing freelancers and organizations together online. She had 150 freelancers sign up within the first two weeks! Preparing for the future It can be hard, emotionally and psychologically, to change from being securely employed to working as a freelancer. To start as a freelancer, think of your value and make a list of the skills you have to offer. Also, consider what you want to do and how many hours you would like to work. Building a culture with freelancers Companies should understand that freelancers can be part of the team. To build a culture with freelancers, companies must communicate well and bring the freelancers into the fold by introducing everyone and keeping the conversation open.  Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Meg Fasy Email Meg: meg@eventsgig.com Call Meg at her office: (702) 232-1337    

Today, we are delighted to be speaking to a true professional! We have Gus Vonderheide, the Vice President of Global Sales for Hyatt, joining us. Gus has a unique perspective of our industry. He is a long-time volunteer in various associations and is always focused on sales and delivering value.   In this episode, Gus talks to us about group and business travel, what is changing in the industry, and what we can expect when we next check into a hotel.  We hope you enjoy our conversation with Gus today! Gus Vonderheide’s bio In his role as Vice President of Global Sales – Americas, Gus Vonderheide has the responsibility for Hyatt’s transient and business travel segments. He provides leadership over a global strategic team that manages relationships with Hyatt’s largest corporate, consortia, and travel management companies.  These customers, all based in the Americas and doing business globally, generate over $1B annually for the brand.  Part of a larger team, Hyatt’s Global SalesForce can be found in 20 additional locations around the world.    A 27-year Hyatt employee, Gus has led the sales teams at the Hyatt Regency Louisville, KY, Hyatt Regency Dearborn, MI, and the Grand Hyatt Washington, DC. He also spent time in the Worldwide Reservation Center in Omaha, NE, where he managed the Western Worldwide Sales Office and group call desk.  Before his Hyatt career, hotel management experience includes Sales, Front Office, Purchasing, and Convention Services.   Gus continues to fill leadership roles in many industry organizations. He is a recent past member of the GBTA Board of Directors, MPI Foundation and is currently a BTN Group Advisory Board Member. Gus’s story This year, Gus is celebrating forty-one years in the industry! After graduating from high school, he was unsure of which direction to take. His mother told him about a new hotel opening nearby and suggested that he find a part-time job there for the summer. He got hired immediately and has been working in the hotel business ever since then.  Meeting his wife Gus met his wife at that hotel, and they had their wedding reception there several years later. A good start Gus feels that rolling tables and stacking chairs was the best place for him to start his career because it gave him a foundation that has taken him into many different career levels and jobs. Staffing issues at hotels Like all hotels, Hyatt furloughed and laid off many team members when the COVID-19 pandemic started. Gus feels that hospitality is in the DNA of great hotel team members. Saying an abrupt goodbye to those people was the hardest thing he has ever done in his career. He thought that things would turn around after six months. But only now, after eighteen months, are things starting to lighten up in some areas, so he has not yet managed to bring back as many people as he had hoped to do. Different ways of filling positions Things took so long to come back that Hyatt permanently lost some of its valued employees so they are now looking at filling those positions in different ways. They are digging deep into the hospitality schools and leaning into hiring new talent from the graduating classes. A new crew They are looking for the right people to bring fresh blood into their organization. They would like to form a new crew of individuals from their commercial service teams, loyalty people, salespeople, and people from digital distribution. They feel confident that as business returns, they will be ready to start anew. Gus Vonderheide’s thoughts on change The key to dealing with change is that you have to stay in front of it, says Gus. To make it today, any company has to change as fast as the world is changing.  Partnership For a partnership to work in this time of change, both parties need to walk in the other’s shoes and understand the other’s perspective. Together by Hyatt Hyatt has introduced a program called Together by Hyatt, of which hybrid meetings are a small but important piece.  Food and beverage Hyatt is looking at a sustainable, local, clean, neat, and well-organized product for food and beverage. It looks and tastes good and accommodates the new life that we are now living.   Wellness and wellbeing Hyatt believes in wellness and wellbeing. They are doing all the right things to keep their people engaged, healthy, and part of the equation. Hybrid meetings Although Gus feels that hybrid meetings will still be around for a while, he would love to see people going back to hotels. Business and group travel Group and business travel is a big part of Hyatt’s business. They need both to increase occupancy and maximize their revenue. The return of people to their offices goes hand-in-hand with business travel starting again. Although many organizations are postponing their return-to-office date until later this year or the first quarter of next year, Gus feels optimistic that it will happen.  Leisure business They are very thankful that people are comfortable to start getting out with their families again. Flexibility  Companies need to be flexible around people choosing to work in-office, at home, or both.  Working and doing school work at a hotel Hyatt is creating opportunities for local people to check into their hotels to work for the day. They have also provided opportunities for families to check-in, and have some family time in the evenings. During the day, the parents work, and the kids do their school work. What people can expect when they go back to a hotel Hotels are short-staffed at the moment, but they are ramping up. As the occupancy returns, hotels will continue to rebuild and be better positioned to bring in and maintain new staff members. People still need to be prepared for things to be a little different, however.  Opportunities for independent business owners There are many opportunities for business owners who are willing to accept change and react fast when it happens. We are living in a different world now, so business owners need to be flexible, and they need to be creative when it comes to finding the right resources and offering the right benefits. Business owners also need to have high expectations and bring in quality individuals with the right mindset.  Moving up New people coming into the hotel industry need to be flexible and willing to do whatever they can to move up in the industry. They will gain a lot from volunteering for organizations like GBTA (Global Business Travel Association), MPI (Meeting Professionals International), and BTN (Business Travel News). Connect with Eric On LinkedIn On Facebook On Instagram On Website Email Gus Vonderheide gus.vonderheide@hyatt.com    

Today, we are delighted to speak to a great leader in our industry! Janet Dell, the President and COO of Freeman, joins us today to talk about people, culture, technology, and what the data Freeman collected tells them about the future of the meetings and events industry.  We hope you enjoy listening to our insightful discussion with Janet today! Janet Dell’s bio Janet Dell’s impressive track record, enthusiasm, and empathic leadership empower her teams to design live experiences that cultivate business relationships and create moments that matter. As President and Chief Operating Officer, Janet leads all Freeman business operations across the globe. With expertise in global sales, process improvement, and worldwide client management, Janet has the background and the vision to guide Freeman into a new future. No matter which hat she is wearing, Janet focuses on developing opportunities for Freeman, its clients, and its people. Janet joined Freeman in 2018 as EVP and first-ever chief growth officer. Her dual-role leadership made a tremendous impact on strategy and performance. Her efforts to refine business processes, streamline systems and adopt go-to-market strategies for a digital-first world have positioned the company for growth. Janet Dell’s journey Janet has a degree in Finance and Investment Banking. After college, she used technology tools to consult for various financial modeling-type businesses to help them create more value in organizations.  Those jobs led her to Marsh McLennan, where she spent the majority of her career. She helped the company transform its paper business into a technology-enabled business and get its performing team through the turmoil and change that was going on after 9/11.  A passion for transformation Janet has a passion for transformation and people development, so she kept taking on roles that focused on transformation and helping high-performing teams get to the next level and adapt to a digital world.  Freeman Janet had never heard of Freeman before getting a call from a recruiter to talk to her about it. MPI MPI (Meeting Professionals International) has been helping Janet learn and exposes her to meeting planners and their objectives to assist her in better aligning Freeman.  A passion for people Janet believes in the human connection, and people are her passion.  A post-pandemic meetings world Janet believes that digital is a great enabler, and it is here to stay. However, there is nothing that can replace face-to-face because people need to connect.  Digital People are trying to be more inclusive now in all industries. Digital expands audiences, and it helps to include many more people in events. It is like a funnel to live events and is a way to ensure ongoing membership for valuable organizations like MPI. Digital also enables on-demand learning.  Surveys Freeman regularly surveyed millions of exhibitors, organizers, attendees, and brand marketers throughout the pandemic to understand what is working and what is not. They observed that networking and commerce did not get the job done online.  A lot of work They learned that it takes as much work to put on a digital event as it does to create a live event.  Event attendees Although events are smaller now, the attendees are more focused, and they know what they want. More buyers and decision-makers are now showing up at events. What Janet Dells says we can expect in the future Freeman has a massive data set from the millions of attendees, exhibitors, organizers, and brand marketers they serve. They tracked their sentiment regarding what they needed to feel safe returning to work. According to Janet, making that information available to everybody allowed Freeman to get some crowdsourcing and let them know early on that events would start returning on a small scale in early spring.  Second thoughts After the COVID-19 vaccine was made available, things started looking better and better for event organizers. However, after Delta and after the vaccine rates started to plateau, event organizers began having second thoughts.  People are willing to return to events Research shows that corporate travel restrictions will be released. People will return to events if they feel they will be safe and secure while there. Some industry sectors are willing to come back sooner than others.  A challenge It is hard for people right now because there is a lot of conflicting information out there.  Hiring and retaining talent  It is easier for companies to retain talent when they have a great culture, and everyone feels fulfilled on some level and connected to the purpose and mission of the company.  Work-life balance Putting on an event requires a lot of hard work, and it can be stressful. So, it is essential for those involved in the events to get enough rest and maintain a healthy work-life balance.  Flexibility Janet has found that more flexible companies tend to have more committed teams. Culture Janet comes from a military background. Freeman operates like that too. One of the things that drew Janet to Freeman was their culture of ‘no man left behind'. Freeman also has a culture of gratitude and appreciation. Technology  The pandemic forced people of all ages and cultures into using technology. Janet loves technology because it enables people to do better and more. She thinks that the tools that connect people and simplify our lives will be those that will be adopted naturally, in time. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Janet On LinkedIn