Maximizing International Attendance at Medical Conferences in Europe

2. INCREASE INTERNATIONAL ATENDANCE Angel Napolitano Executive Vice President Client Operations

3. General decrease of internationals International attendees at respondents’ conferences “The U.S. continued to lose market share last year as international travel expanded 6 percent globally across all world regions.” -Adam Sacks, president of Tourism Economics 2012 8% 2013 8% 2014 7.3% 2015 6.3% 2016 7% 2017 8 % 2018 6 % *Convene Magazine’s Meetings Market Survey

4. Participation Trend: North America vs. Europe Sample size is ten conferences with data collected between 2015 and 2018. Numbers include rooms sourced both through official housing and around the block. Sample size is thirteen conferences with data collected between 2015 and 2018. Numbers include total participants.

5. Focus on European medical meetings • The more vocal meeting planner partners are largely based in Europe with European attendees (statistic from survey) • While we acknowledge the presence and appeal of Latin American and Asian medical meetings, the scope of our comparison is focused on Europe in response to agency feedback

6. 1 COMPLIANCE

7. Code of Compliance MedTech Europe and APACMed’s requirements for medical meetings

8. Phasing Out of Direct Sponsorship Grants • Higher cost • Lower ROI • Take longer/ more complicated

9. Regulatory Requirements • Travel • Accommodation, inclusive of taxes and breakfast • Registration • Exhibit hall • Networking/social events

10. 2 COST

11. The Cost of International Business European Meetings (EBMM) vs. North American Meetings (NABMM) • Registration • Hotel costs • Compare categories • Explain methodologies • International local • City tiers and compare

12. Client Surveys Methodology: Survey was answered by 57 international meeting planners who organize participation to medical meetings worldwide.

13. Client Surveys • Another challenge for some of the medical conferences is the demand of room block; blocked dates. It becomes more expensive if we have to pay for more nights than we need. This affects the overall cost and the clients total budget for the specific congress. • Accommodation offer must be sent out earlier • The proximity to the convention center, cost, and ability to secure a large enough block are most important to us. It is difficult to manage several attendees when they're spread across various hotels. Methodology: Survey was answered by 57 international meeting planners who organize participation to medical meetings worldwide.

14. Registration Rates

15. Getting More for Less American hotel rates are clustered between $300-$400, with 3 diamond-rated properties representing the majority of hotels offered. By contrast, Europe’s hotel rates are clustered in the $200-$300 range and are mostly rated 4-star. Methodology: rates presented in the chart are the inclusive rates offered by official conference housing. Hotels have been ranked using their local rating system, as advertised in housing websites. All European prices were converted using the average conversion for the year the conference took place.

16. Perception of Value and Hotel Stars Europe North America Meeting minimum requirements to classify under a specific category, but also measuring the quality of the product and services rendered Ex: AAA Three Diamond: ”These establishments appeal to the traveler with comprehensive needs. Properties are multifaceted with a distinguished style, including marked upgrades in the quality of physical attributes, amenities, and level of comfort provided.” Meeting attendees traveling to North America do not realize that the hotel rankings assigned to their accommodation are also considering the quality of the facility. • Meeting minimum requirements to classify under a specific category • Hotelstars 3 Stars: “Reception opened 14 hours, accessible by phone 24 hours from inside and outside, bilingual staff • Lounge suite at the reception, luggage service on demand • Beverage offer in the room • Telephone in the room • hair-dryer, cleansing tissue • Dressing mirror, adequate place or rack to put the luggage/suitcase • Sewing kit, shoe polish utensils, laundry and ironing service • Additional pillow and additional blanket on demand • Systematic complaint management system”

17. 3 SCIENCE

18. Leveling Up As meetings outside the US invite US thought leaders to their meeting • it adds credibility to their meeting • makes it easier to attract other high-profile speakers • reduces the need for learners to travel to the US to have access to US thought leaders This creates competition for exhibitors, sponsors, and learners.

19. Leveling Up Advances in communication technology • Online education • Content is broadcast globally

20. 4 RECOMMENDATIONS

21. Compliance • Make sure you are meeting requirements: • Registration doesn’t include parties • Exhibit Hall is closed to guests • Venue is medical- not a resort, casino, or entertainment property • Have an accessible hotel block • Price concerns, inclusive of taxes, fees, and porterage • Include breakfast and transportation • Not 5 stars hotels, resorts, casinos, or entertainment properties • Double/Doubles

22. Compliance • Make the grant process seamless • Manage your marketing- focus on the science and education • Create an early program • Apply for CVS

23. Science • Seeks speakers with diverse experiences to share knowledge • Include many non-US speakers • Partner with international medical associations to create joint meetings, programs, and sessions While we have financial goals, we also have a responsibility to disseminate and share information that advances patient care. Instead of competing, help one another and create global unity.

24. Cost • Cost-effective hotel blocks- open early! • Consider the cost of the entire package • Make registration simple- don’t ask for registration before hotel reservation! • Consider the travel path • Market to international markets through joint partnerships • Second-tier cities

25. Why Second-tier Cities? Perception is not nearly as important as cost and accessibility. Break the cycle of the usual rotation of cities. Attendance elevates a city’s ranking as a conference host. All cities on this list meet at least the "Sufficiency" criteria of the GaWC, with strong economy, infrastructure, and human interest. Data from meetingsource.com