The Meetings Industry Association’s (mia) new-style Connect Agents’ Day gathered 100 participants at Millbrook Proving Ground in Bedfordshire recently.
Sponsored by CHS, the Agents’ Day involved discussion of four key topics at a ‘Think-in Talk-in’ session. Agents representing Amber Marketing, arrangeMY, Capita Travel and Events, Inntel Ltd, Prestige Hotel Reservation, Sheer Edge, Sundial SOS, The Events Company and Venues and Events International, attended the day, which was the first of the mia’s new ‘Connect’ series of events designed to give members a tangible return on investment.
Addressing the issue of agency commission with the question, ‘Could Marriott be setting the stage for a full-blown commission cut on all hotel bookings, and should we follow suit?’ both agents and venues agreed commission on accommodation may change in the future.
Delegates argued the agents’ role is essential to save clients time while the agents stressed commission does not influence their venue choices. Agents rely on experience and relationships rather than online reviews, the ‘Does online feedback such as Tripadvisor have any relevance in the agent/venue relations?’ discussion revealed.
While agents tend to focus on the venue’s own website, their clients are likely to check online reviews if they are unfamiliar with a venue. Therefore, it was still considered important for venues to respond to reviews otherwise agents could raise concerns.
When asked ‘Are venues as tech savvy as they should be?’, the importance of reliable tech in venues, including free WIFI with sufficient support onsite to help with any problems, were high priorities. Delegates felt the technical aspects of an event should be included in the early planning stages and not added at a later date. As more clients are requesting AV to meet their expectations, the agents emphasised the importance of venues being honest about their technical capabilities.
While a strong element of sales skill is down to natural ability and personality, the general consensus during the ‘Sales – a natural ability or qualification’ discussion was success is greatly enhanced by product knowledge and undertaking education to improve technique.
During the 30-in-30 quickfire Q&A session the mia’s sales director, Mia Butler, quizzed agents on topics ranging from food trends, Brexit and the outlook for 2018, to the perfect RFPs, the place for awards and the relevance of FAM trips.
After lunch the day culminated in two teambuilding challenges created by Off Limits Events to allow networking opportunities. ‘The Lock Box Challenge’ saw teams work together to solve problems and crack codes, testing their lateral and logical thinking. While a series of fast-paced challenges followed in the ‘In it to Win It’ challenge which saw teams compete against the clock to complete a series of demanding tasks. Attendees also enjoyed some off-roading in 4x4s while experiencing Millbrook’s leading vehicle testing facility.
Jane Longhurst, mia chief executive, said: “Our Agents’ Days have always been well received but this new Connect format has definitely raised the bar. Both the agents and venues found the experience highly informative and the majority have already expressed an interest in attending our next one in August. We know that offering this level of access to agents is invaluable to members.”
The next Connect Agents’ Day is scheduled for 16 August.
