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A COASTAL COMMUNICATIONS CORPORATION PUBLICATION SEPTEMBER/OCTOBER 2013 VOL. 20 NO. 5 $10.00
Conference
Centers
Provide Highly Productive
Meeting Environments
Page 14
The Amphitheatre at the
IACC-certified Lansdowne
Resort near Washington, DC.
Photo courtesy of Lansdowne Resort
World Class Awards Page 21 Golf Meetings Page 36 Las Vegas Page 40
ISSN 1095-9726..........................................USPS 012-991
A COASTAL COMMUNICATIONS CORPORATION PUBLICATION
LUXURY MEETINGS & INCENTIVES COLLECTION
SEPTEMBER/OCTOBER 2013 Vol. 20 No. 5
Photo courtesy of Sandestin Golf & Beach Resort
FEATURES
10 Meeting of the Minds Page 36
Lynette Owens & Associates Insurance
Advisory Council Enters Its 21st Year Four award-winning golf clubs and
By Karen Brost courses at Florida’s Sandestin Golf
& Beach Resort allow for all levels of
play for memorable golf events.
14 C onference
Centers DEPARTMENTS
Why Their Focus on
4 PUBLISHER’S MESSAGE
Photo courtesy of Lynette Owens & Associates
Providing Highly Productive
Meeting Environments
Is Great for Planners 7 SNAPSHOTS
By Derek Reveron
50 CORPORATE LADDER
50 READER SERVICES
Page 10
The Insurance Advisory Council was hosted by the Hard
Rock Hotel & Casino Punta Cana in the Dominican Republic.
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An Incentive Travel
world. A place where organizations come to accomplish things of value and return renewed. Here you will experience a The Best of the Best
rich and rare confluence of exceptional resort amenities, modern meeting facilities, exotic outdoor locations, exhilarating
Winner Every Time
By Patrick Simms
recreational activities and attentive, personalized service—all set amidst a vibrant island and one of the Caribbean’s
finest beaches. For remarkable organizations seeking something different on the agenda—there’s Sandals Emerald Bay.
245 Luxurious Rooms & Suites | 15,000 sq. ft. of meeting space | Greg Norman-Designed Championship Golf Course* | Seven Restaurants
36 Planning Golf Programs The meetings complex of the
Sands Expo and the Congress
Center at The Venetian and
Red Lane® Spa^ | Tennis | Three Pools | Land & Water Sports | Out Island Excursions^ | 15 Minutes from Airport The Planner’s Perfect Game Plan
By Michael Bassett The Palazzo Las Vegas.
Photo courtesy of Las Vegas Sands Corp.
Insurance & Financial Meetings Management is published bi-monthly by Coastal Communications Corporation, 2700 N. Military Trail, Ste. 120, Boca Raton, FL 33431-6394; 561-989-0600. Single
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with respect to the use of reliance on any such information. The information contained in this publication is no way to be construed as a recommendation by I&FMM of any industry standard,
or as a recommendation of any kind to be adopted by or binding upon any corporate/incentive travel planner or agent. Reproduction of any portion of this publication by any means is strictly
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INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 2013 3
Come to the city that helped secure the right to life and liberty,
Publisher’s and where the pursuit of happiness is always within walking distance.
Message
A COASTAL COMMUNICATIONS CORPORATION PUBLICATION
PUBLISHER/EDITOR-IN-CHIEF
Harvey Grotsky
cccpublisher@att.net
Getting the Most Out of Meetings GROUP PUBLISHER
Arthur Hyman
What shape table works best for your meetings? Round? U-shaped? Square? cccgrouppublisher@att.net
What’s the best? Meeting planners and event producers continue to ponder CREATIVE DIRECTOR
Mitch D. Miller
this question, which depends on factors such as group size, the meeting goals, cccartdirector@att.net
availability and more. Take, for example, the recent advisory council meeting MANAGING EDITORS
hosted by Lynette Owens, president of meeting and incentive management Susan W. Fell
ccceditor1@att.net
firm Lynette Owens & Associates. For the past
20 years, Lynette has assembled top insurance Susan S. Gregg
ccceditor2@att.net
industry executives to discuss the industry’s
key issues. For the council’s summer 2013 CONTRIBUTING EDITORS Boston fought hard in the War for Independence. Heritage Trail, Fashionable Newbury Street,
Michael Bassett
meeting, the group met around a horseshoe- Karen Brost Since then, even more effort has gone into making Museums, Restaurants, Shopping, Nightlife,
shaped table at the Hard Rock Hotel & Casino John Buchanan
Punta Cana in the Dominican Republic. (See Timothy Herrick
Stella Johnson
this a great city to visit. That’s why Boston has plus much more. For more
“Meeting of the Minds” on page 10 in this is- Derek Reveron
so many great attractions – and most are within information, contact us at:
Patrick Simms
sue.) This arrangement resulted in lively face-
to-face discussion and, as participant Peter PRESIDENT & CEO walking distance. There’s The Freedom Trail, GBCVBSales@bostonusa.
Harvey Grotsky
Konrad said, “We were designed for relation- Historic Faneuil Hall Marketplace, The Black com or 1-617-867-8256.
ships, to have a connection,” and added, “The VICE PRESIDENT OF OPERATIONS
David A. Middlebrook
more people rely on technology, the more cccoperations@att.net
people realize the need for connections.” ADVERTISING SALES OFFICES
For the most effective connections and productive events, insurance and 2700 N. Military Trail, Suite 120
Boca Raton, FL 33431-6394
financial meeting professionals often seek an IACC-certified conference center 561-989-0600 Fax: 561-989-9509
for good reasons. As IACC CEO Mark Cooper explained, “Being a conference NORTHEAST
center is more a philosophy and a culture than it is about physicality and size Jeffrey Posner
516-594-2820 · Fax: 516-594-2826
of the meeting space,” he said in our cover story on conference centers on prijeff@aol.com
page 14. “Conference centers focus all of their energy on providing highly FLORIDA/CARIBBEAN
productive meeting environments, and all of their resources go into those Arthur Hyman
561-989-0600, ext. 108 · Fax: 561-989-9509
areas rather than lots of other areas.” cccgrouppublisher@att.net
Brian Brown, CMP, an event planner for Guardian Life Insurance Company SOUTHWEST
of America, uses conference centers because meetings are their specialty. 561-989-0600, ext. 114 · Fax: 561-989-9509
cccadvertising@att.net
“They are extremely meeting-focused from the way they have been built to
their staffs to the equipment they have and pricing structure. It’s easier to SOUTHEAST
561-989-0600, ext. 114 · Fax: 561-989-9509
learn and concentrate on the training we provide. And we save about 15 cccadvertising@att.net
percent on meetings. The ROI is tremendous in terms of what we invest in LOUISIANA
training people to sell our products to the public,” related Brown. Arthur Hyman
561-989-0600, ext. 108 · Fax: 561-989-9509
Finally, on page 21 we salute the best of the best — the hotels, resorts cccgrouppublisher@att.net
and convention and visitors bureaus that you selected as winners of the MIDWEST
2013 World Class Award. 561-989-0600, ext. 114 · Fax: 561-989-9509
cccadvertising@att.net
WEST
Marshall Rubin
818-888-2407 · Fax: 818-888-4907
mrubin@westworld.com
HAWAII
Marshall Rubin
Harvey Grotsky 818-888-2407 · Fax: 818-888-4907
mrubin@westworld.com
4 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT
Industry
News SnapShots
The Westin Orlando Universal Paradisus Palma
Boulevard Expands Meeting Space Real to Debut New
Convention Center
in December
Paradisus Palma Real, an all-inclu-
sive resort in Punta Cana, Domini-
can Republic, announced that its
new convention center is scheduled
to debut December 1, 2013. The
nearly 18,000-sf center boasting
high ceilings includes multi-function-
al and flexible space, and the latest
Photo credits: 1.–6. Lynette Owens & Associations and Hard Rock Hotel & Casino Punta Cana, 7. Barbara L. Salisbury, 8. Christies Photographic
in technology and audio-visual equip- 1 2
ment. John Iannini, senior director
of sales, meetings and events for
Melia Hotels International, said,
“Conference planners have asked
us for larger, more flexible space,
high unobstructed ceilings, and
high-tech audio-visual offerings. Our
The Westin Orlando Universal Boulevard.
new partnership with AAVC allows
ORLANDO, FL — The Westin Orlando Universal Boulevard celebrated our customers to tap into an in-
the groundbreaking of its new meeting and special event center, which house vendor that has all of those
will expand the AAA Four Diamond hotel’s meeting space by an addi- capabilities without having to ship 3 4 5 6
tional 5,576 sf (including prefunction space). The new meeting and event equipment or talent to the island.”
center will expand the hotel’s capacity to accommodate corporate and The facility will house an “Experi-
association group meetings, as well as their ability to host banquets and ence Lounge” — where the events
special events for groups up to 370 attendees for banquet settings and and production team can showcase
330 for meetings. With a total of 13,685 sf of meeting space, the hotel 3-D site visits of the new conven-
will be able to accommodate the mid-sized meeting and special event tion center, complete with customer
market in a luxury setting. The expected opening date is February, 2014. branding and set design. Paradisus
www.westinorlandouniversal.com Palma Real also employed Earth
Check as the partner for its new
Green Meeting Program. The resort’s
Sandals Set to Build New meetings manager has been Earth
Check Certified and taken on the
Beaches Resort in Barbados role of “Green Meeting Custodian,”
MONTEGO BAY, JAMAICA — Sandals Resorts International recently ensuring all green meeting attributes
announced that it was in “exciting discussions” with the Barbados gov- are being adhered to such as man- 7 8
ernment to build a brand new Beaches resort on the site of the former aging electrical power use efficiently; Photos 1–6: Meeting and incentive management firm Lynette Owens & Associates hosted their 21st Annual Insurance Advisory
Almond Beach Village in St. Peter, Barbados. “While an agreement is yet implementing reduce-reuse-recycle Council meeting in August at the Hard Rock Hotel & Casino Punta Cana and Casa De Campo, Dominican Republic (see full story
to be finalized, commitments have been made on both sides, and we are programs for the facility’s con- on page 10). Attendees and guests included: 1 (l to r) Garrett Konrad, COO, Integrated Financial Concepts, Auburn, CA; Danelle
thrilled at the possibility of bringing the award-winning Beaches brand sumables and waste; keeping CO² Konrad; Melina Grassi; Debbie Grassi, Western regional director of sales, Lynette Owens & Associates. 2 Lynette Owens, president
of Lynette Owens & Associates (second from left) enjoys the farewell dinner with Advisory Council attendees at the Hard Rock
to this wonderful country,” said a spokesperson for Sandals Resorts emissions from auxiliary equipment Hotel & Casino Punta Cana. 3 Neil Higger, president, Academic Financial, Fountain Valley, CA; Elaine Kavanaugh. 4 Brenda Krupa;
International in a statement. “We are a Caribbean company and firmly within regulated levels; preference Dave Krupa, assistant vice president, Baltimore Life Insurance Company, Owings Mills, MD. 5 Ann Ledford; Ed Ledford, principal,
believe that no one understands the needs of the region or its people for nationally produced consumables business development, FFP Insurance Services Inc., Carmel, IN. 6 (l to r) Eddie Ledford Jr.; Robert Taveras, Amstar DMC, Punta Cana,
like we do.” Sandals Resorts International’s three all-inclusive resorts in and local service suppliers; reduc- Dominican Republic; Mark Jordan, Amstar DMC. 7 The exhibit floor at Hospitality Sales and Marketing Association International’s
MEET National 2013 at the Walter E. Washington Convention Center September 4–5. 8 Attendees at the International Special
the area are Beaches Turks and Caicos and Beaches Negril and Beaches ing printed materials and more. Events Society’s ISES Live 2013 gala dinner at Atlantis, Paradise Island, Nassau, Bahamas, were greeted by a human statue
Ocho Rios in Jamaica. www.beaches.com, www.sandals.com www.melia.com depicting Poseidon, god of the sea, who ruled over the mythical island of Atlantis.
6 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 2013 7
Industry
News
i m o r e ha s t o o f f e r
t ha t B a l t
The Langham, Sands Expo Complex Las Vegas S ee all V I N G
Chicago Opens Reaches Green Milestone
H O U T L E A
W I T
.
LAS VEGAS, NV — The meetings
complex of Sands Expo and the
R D E S K
YOU
altimore
Congress Center at The Venetian and
n nin g to ol . Roam the B
tual p la otel room
The Palazzo Las Vegas was recog- d ust ry ’s newest vir r you . S elect your h
h the in
tion that is ri
ght fo ariety of
nized as the first venue in the world en ti on co mmunity wit co n fi g u ra ch ec k out a wide v
timore’s co nv e spa ce ts. T hen ating
to achieve the advanced “Level Two” Navigate Bal oo r u n ti l you find th u m s fo r off-site even g you r ev ent and navig
Center floor
b y fl dm use Plan n in InSite.
industry certification for environmen- Convention st on to p a ttractions an r ex ci ti n g retail scene. si er th a n w ith Baltimore
the late options and
ou
never been
ea
tally sustainable meetings, events, block and get n d p rivate dining h ile in town has
restau ra nt a the ci ty w
trade shows and conferences. Level
Two Certification to the ASTM Stan-
dard is a designation of the industry’s
comprehensive standards for environ-
mentally sustainable meetings, which
was developed in partnership by the Sands Expo and the Congress Center at
Convention Industry Council’s APEX The Venetian and The Palazzo Las Vegas. BALTIMORE | INSITE
initiative and ASTM International.
“Currently, there are only four venues in the world that are even certified at
Level One,” said John Caparella, president and COO of The Venetian, The
Palazzo and Sands Expo. “We are beyond thrilled to be a leader in the indus-
The Langham, Chicago.
try in being the first venue to become certified at Level Two.”
CHICAGO, IL — The Langham, Previous sustainability certifications earned include LEED Gold Certifi-
Chicago, a luxury hotel, is now cation for Existing Buildings (The Venetian and Sands Expo), LEED Silver
open in the Windy City. Housed Certification for New Construction (The Palazzo), and TripAdvisor GreenLeader
within a 52-story Chicago land- Gold Certification (The Venetian and The Palazzo). www.gmicglobal.org,
mark — the last skyscraper www.venetianpalazzomeetings.com
designed by renowned architect
Mies van der Rohe — the property
is just steps from The Magnificent Marriott Marquis Coming to McCormick Place in 2016
Mile, Millennium Park, Chicago CHICAGO, IL — Chicago’s Metropolitan Pier and Exposition Authority board
Cultural Centre, and other dining, approved a 1,200-room convention hotel to be built just west of McCormick
shopping and cultural attractions. Place, according to the Chicago Tribune. Slated to open in 2016, the $400
The Langham’s 316 guest rooms million hotel will be a Marriott Marquis, Marriott’s premium convention center
and 48 suites feature compli- brand. Hilton Worldwide and Hyatt Hotels also competed for the contract.
mentary Wi-Fi and 55-inch LCD The entire construction project, to be managed by Jones Lang LaSalle Ameri-
televisions. Also new are Travelle cas Inc., is slated to include an arena and a boutique hotel, and an enter-
restaurant and lounge, and Tiffin tainment district. www.marriott.com
Navigate the Tour the Identify Present to
at The Langham, the brand’s signa- convention convention off-site your leadership
ture afternoon tea that originated community center’s venues and enhance
at The Langham, London. The Four Seasons Hotel Westlake Village Offers Exclusive Buyout and select 300,000 sq ft and private your attendees’
a hotel room of exhibit space. dining. experience.
property’s 15,000 sf of meeting WESTLAKE, CA — Four Seasons Hotel Westlake Village, located north of
block.
space includes 12 function rooms, Malibu in the heart of the Los Angeles’ Conejo Valley, announces a full buy-
ranging from the Devonshire out incentive for groups. Meeting planners with 125 guest rooms or more on
Ballroom to four boardrooms. peak can enjoy complete, exclusive access to the Southern California hotel’s
www.chicago.langhamhotels.com 11 acres. The 270-room hotel will offer buyout groups full range to utilize the To Arrange for a Demonstration, Call 1-800-343-3468
or download the free app at www.Baltimore.org/InSite.
hotel’s 48,000 sf of flexible, indoor meeting space, and more than 125,000
sf of outdoor space. The AAA Five Diamond hotel boasts an award-winning
SEE US ON THE WEB 40,000-sf spa, resort-style amenities and spacious, luxuriously appointed
www.TheMeetingMagazines.com guest rooms. www.fourseasons.com/westlakevillage
8 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT
Insurance Advisory
Council Attendees
Meeting
able to afford to do activities outside vent them from staying in touch with
the resort. That’s why, he said, he’s a their family or business back home.
big fan of all-inclusive resorts to en- On the topic of communications, Heath Bowen
sure a good overall experience. Garrett Konrad, chief operating officer Chief Marketing Officer
of the
Owens commented that compa- of Integrated Financial Concepts, also Allegis Advisor Group, Salt Lake City, UT
nies also can help defray attendees’ noted that choosing a destination that’s
additional expenses by distributing English-friendly makes it easier for at-
Tyler Carr
Regional Vice President – Florida
a set amount of cash to them when tendees to enjoy the experience.
Minds
First Annuity Insurance Marketing, Ft. Myers, FL
they arrive at the destination. She ad- Ann Rogers, corporate secretary
vised against sending it out in advance, for State Mutual Insurance Company Edward A. Carroll, LLIF
however, since many attendees will be in Rome, GA, said that safety is a key President, CEO
tempted to use it to pay bills. consideration when choosing a des- Ed Carroll and Associates, Woodworth, LA
Lynette Owens Dave Krupa, assistant vice presi-
dent for Baltimore Life Insurance
tination, a point that was echoed by
many of the other participants. Garrett Ira Gottshall
& Associates Company, offered a simple formula Konrad also discussed the idea of President & CEO
Insurance Advisory
for selecting a motivational destina- “perceived safety,” noting that some FFP Insurance Services Inc., Valencia, CA
tion: “Fun, sun and alcohol.” He also attendees may prefer one destination
Council Enters Its favors all-inclusive resorts and includ-
ing planned excursions.
over another because they think it’s
safer, even though statistics may not
Neil Higger
President
21st Year Edward A. Carroll, LLIF, president
and CEO of the consulting firm Ed
bear that out. An example was given
of a program that a company moved
Academic Financial, Fountain Valley, CA
By Karen Brost Garrett Konrad
Photo courtesy of Lynette Owens & Associates
Carroll and Associates, specializes in from Cancun to another international
F or more than 20 years, Lynette the fraternal insurance industry. He destination because of safety concerns, Chief Operating Officer
Owens, president of meeting said that cruises are extremely popu- when crime statistics were actually Integrated Financial Concepts, Auburn, CA
and incentive management firm lar with this segment. He noted, “Just higher in the new destination chosen.
Peter Konrad
Lynette Owens & Associates (LOA), say ‘cruise’ and they’ll say when?” One topic of concern that many of
President
has been gathering together top execs He added that cruises to Puerto Rico the executives brought up involved
Integrated Financial Concepts, Auburn, CA
in the insurance industry for a bian- and Alaska have been popular with the travel times required to participate
nual advisory council meeting to dis- this group. in a program. They said that many at- Dave Krupa
cuss some of the industry’s key issues. Neil Higger, president of Academic tendees are simply not willing to take Assistant Vice President
For the 21st Annual LOA Insurance Financial, brought up the point that the long flights required to get to a Baltimore Life Insurance Company, Owings Mills, MD
The Lynette Owens Advisory Council posed for a group shot in front of the Church of
Advisory Council meeting in August, seasickness may prevent some people distant destination like Europe, for ex-
St. Stanislaus in Altos de Chavón, a replica of a 16th century Mediterranean village
the group was hosted by the Hard
in the resort area of La Romana, Dominican Republic.
from enjoying a cruise. “An all-inclu- ample. “The convenience for spouses Ed Ledford
Rock Hotel & Casino Punta Cana in sive is like a cruise that doesn’t go any- is (another) factor,” Higger noted. “It Principal, Business Development
the Dominican Republic. The expan- ings. The group was first asked which with a program that includes strong where,” he noted. “No one gets sick.” can’t take too long to get there.” For FFP Insurance Services Inc., Carmel, IN
sive, all-inclusive beachfront resort destinations they felt were the most educational content to make the trip Debbie Grassi, Western regional many attendees, long travel times are
includes 1,787 rooms, a 65,500-sf motivational hotspots. worth their time. On the other hand, director of sales for LOA, commented more than a matter of inconvenience. Ann Rogers
convention center, nine restaurants, Ed Ledford, principal, business de- people from smaller “mom and pop” that connectivity is another important “You can’t take them out of the of- Corporate Secretary
19 bars and lounges, 12 pools, a ca- velopment for FFP Insurance Services firms often prefer to go somewhere factor to consider when choosing a fice too long if they’re trying to build State Mutual Insurance Company, Rome, GA
sino, spa, Jack Nicklaus golf course Inc., said it really depends on the audi- they haven’t been before. He cau- destination, as attendees are not likely their business,” stated Tyler Carr, re-
and Oro, the top nightclub in the ence. For example, high-end produc- tioned, though, that depending on the to be very happy if poor cell service gional vice president, Florida, for First Bruce Seymour
Dominican Republic. Every room is ers may prefer an exotic destination destination, some of them may not be or the lack of Wi-Fi connections pre- Annuity Insurance Marketing. Senior Vice President
Wells Fargo Advisors LLC, Los Angeles, CA
a suite that includes a double jacuzzi,
mini bar, premium liquor dispenser
and 24-hour room service, so guests
can truly feel like they are getting rock
star treatment. Even calls back home
to the U.S. and Canada are included.
Destination Decisions
Meeting in a Hard Rock confer-
ence room designed for “taking care
of business,” the advisory council ad-
dressed a series of topics relating to
current trends and the future of meet- Lynette Owens Heath Bowen Tyler Carr Edward A. Carroll Dave Krupa Ed Ledford Ann Rogers
10 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 2013 11
Photo courtesy of Hard Rock Hotel & Casino Punta Cana
tion of providing lucrative networking these cards so attendees don’t have to that many,” Owens comments. “When
opportunities in the insurance and fi- wait in that line. Amstar also offers air- you narrow it down, you’ve got Mexico
nancial services industries, so the ex- port transfers, including handicapped- and some in the Caribbean. For an
ecutives were asked if golf is still as im-
accessible vans and VIP vehicles, and all-inclusive destination, I have to say
portant as it once was. One executive the representatives described a wide that Punta Cana is equally as nice as
stated that having the opportunity to variety of tours that are available. Mexico. The Hard Rock did such a nice
play golf at a high-profile course such These include catamaran snorkeling job for us. It’s especially ideal for large
as Pelican Hill is still a draw for many trips, tours of communities to interact groups. When you’re taking 900 people
individuals. Another commented that with local residents, shopping excur- somewhere like that, you really have to
C&IT Contributing Editor Karen Brost (far left) participated in the
there are fewer young people playing sions and CSR activities. They also can look at the whole budget, air includ-
Advisory Council meeting at the Hard Rock Hotel & Casino Punta Cana.
golf now, so he feels that golf is less arrange for high-end lobster and cham- ed, and it really is a very good value.
Ledford brought up another point The group indicated that in addition and make connections. “Agents like important and that teambuilding activi- pagne cruises, a spa cruise, speed boat- They’re now transitioning the property
related to incentive trips. “Incentives to more active excursions, traditional to network,” he stated. ties now have a higher value. ing and opportunities for attendees to in Riviera Maya (Mexico), which used
provide recognition and great relation- activities such as relaxing by the pool Carroll pointed out that the value of Krupa commented that nearly half test their skills on the largest zip lines to be the Aventura Spa Palace, into a
ship-building opportunities. They’re or on the beach, golf, spa and shop- group trips extends beyond the agents of his field managers are female, and in the Caribbean. Hard Rock, so that’s in the works now.
part of a package the agent is looking ping continue to be popular as well themselves, noting that families often they’re asking, “Why are we always Amstar’s representatives also dis- I’m sure that will be just as pretty.”
for when establishing a relationship as non-traditional activities such as become friends and look forward to golfing?” On the subject of activities cussed how a new highway currently After the meetings wrapped up,
with a carrier or FMO (Field Marketing cooking and winemaking classes and seeing each other from year to year. He that are more female-oriented, Owens under construction will soon expe- Amstar treated the advisory board
Organization). Quality product, su- wellness programs. said this becomes an additional moti- and Grassi described a unique meeting dite travel between the airport, Santo members to a half-day Marinarium
perior service and appropriate com- Regardless of the activities offered, vating factor for agents to keep earning they participated in where the women Domingo and the island’s resort areas Excusions sightseeing catamaran
pensation will more determine which Krupa said it’s still important to pro- the trips. were treated to nail services in a spa. of Punta Cana and La Romana. The cruise. The outing offered participants
carriers/FMOs the agent works with. vide opportunities for the whole group The content of the meeting was pre- new highway is expected to be com- a chance to snorkel with stingrays and
The incentive component can be the to be together because of the valuable The Future of Meetings sented to them while they were a “cap- pleted later this year. nurse sharks, and cruise along the is-
glue that holds it together. Gone are opportunities that creates for educa- Carroll noted that he has seen tre- tive audience” having their nails done. Creative Punta Cana, the in-house land’s turquoise waters and palm tree-
the days when an agent would write tion and mentoring. mendous changes in meetings in recent décor company for the Hard Rock fringed coastline while enjoying island
a particular product based on the in- years and predicts more changes are Exploring the Options Hotel & Casino Punta Cana, met with music played by a local disc jockey.
centive trip.” Corporate Social coming in the next 10 years. Owens In addition to experiencing the all- the group to describe some of the items At the conclusion of the advisory
Responsibility reported that she is seeing far fewer inclusive amenities of the Hard Rock they offer, including giant guitars and council’s activities at the Hard Rock,
Generational Differences When the executives were asked regional meetings in the insurance in- Hotel & Casino Punta Cana, advisory other rock décor, “chill out” lounge fur- a number of the members traveled to
Given today’s multi-generational if they incorporate CSR activities into dustry than in years past. council members received a presenta- niture, sand sculptures and Caribbean, nearby La Romana to experience Casa
workplace, the days of planning an in- their programs, the response was The executives were in agreement tion from Suzanne Moore, CMP, senior pirate, and Thai-themed parties. As de Campo, another all-inclusive resort.
centive trip where all of the attendees mixed. Some companies do and oth- that their companies need to embrace sales manager for the Omni Orlando they say, “Anything can happen with This 7,000-acre luxury retreat, which
are generally the same age are long ers don’t, but the companies that the use of technology for some meet- Resort at ChampionsGate. Describing budget and time.” One unique item the offers private villas and hotel accom-
gone. That presents some additional do find a way to give back to the ings, but that there will always be a the property as being “near the attrac- company offers is a “paparazzi wall,” a modations, is dedicated to the sport-
challenges when choosing both the local community during their meet- place for face-to-face meetings. “We tions without the distraction,” she gave mural featuring a lineup of paparazzi ing life and features three Pete Dye-
destination and the array of activities ings were pleased with the results. were designed for relationships, to an overview of the 1,200-acre resort, ready to “greet” attendees as they ar- designed golf courses, tennis, polo,
that will be offered. “It feels good to help, and it’s good have a connection,” Peter Konrad stat- which includes 720 newly renovated rive at an event, complete with flashes horseback riding, water sports and a
Heath Bowen, chief marketing of- for business,” explained Ira Gottshall, ed. “The more people rely on technol- guest rooms, two Greg Norman golf popping. The hotel’s in-house AV com- 245-acre shooting facility. “Everything
ficer for Allegis Advisor Group, ex- president and CEO of FFP Insurance ogy, the more people realize the need courses, a golf academy and spa. pany, J&A Audio Visual, provides stag- was flawless,” Owens describes. “It’s
plained that the top five producers in Services Inc. He noted that his com- for connections.” The group also learned more about ing, lasers, lighting, concert produc- also an amazing destination for incen-
his company are under the age of 35. pany offers these opportunities on a Bowen is a big believer in using what the Dominican Republic has to tions, gobos and LED dance floors. tives and meetings.”
He said that some people, typically the volunteer-only basis, but that about technology to conduct activities such offer through a presentation by Mark Lynette Owens & Associates also
older attendees, go on trips for the so- 90 percent of the attendees generally as training. But, he said, “You cannot Jordan and Robert Traveras of Amstar, The All-Inclusive Option represents these properties to the in-
cial interaction, while others are thrill- participate. Some of the other execu- network with somebody over a com- the destination management compa- Since the Hard Rock Hotel & Casino surance market: Colonial Williamsburg
seekers who are more interested in tives were considering adding a CSR puter, even if you have HD. You can’t ny that partners with the Hard Rock Punta Cana is an all-inclusive resort, Resorts in Virginia, Nemacolin Wood
experiencing what the destination has element to their programs. ignite a fire in them that way.” Hotel & Casino Punta Cana. The com- groups do not incur additional setup lands Resort in Pennsylvania, and
to offer. These individuals, one execu- “Relationships make the virtual pany also has operations in Mexico charges for private events unless they three properties in Florida: Omni
tive noted, are more likely to prefer Individual Travel Awards meetings possible,” Gottshall noted. and Jamaica. take place on the beach. Food and Orlando Resort at ChampionsGate,
activities that are “off the beaten path.” If there was one point on which Bowen commented that the cost sav- Amstar representatives say they beverage charges are included in the Omni Amelia Island Plantation Resort
Peter Konrad, president of Inte the group was unanimous, it was ings achieved by holding some meet- can handle groups of from 20 to 3,000 all-inclusive rate, and the only other and PGA National Resort & Spa.
grated Financial Concepts, believes that individual travel awards have no ings via teleconference can be used to people, and one of the first services charges groups would incur onsite The next Advisory Council meet-
in offering a menu of activities much place in their business. “There’s no create better face-to-face meetings. they can offer is expedited processing would be for items such as décor, AV or ing is November 3–9, 2013 at Adare
like a company would offer a series point,” Higger said. Carr added that through customs. Visitors to the DR are amenities such as golf and spa services. Manor near Limerick City, Ireland, and
of breakout sessions, so attendees it would eliminate key opportunities What About Golf? required to purchase a $10 Tourist Card “The all-inclusive destinations are the K Club near Dublin. I&FMM
can choose what appeals to them. for attendees to build relationships The game of golf has a long tradi- upon arrival, and Amstar can pre-order such a good value, and there aren’t More photos on page 7.
12 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 2013 13
Conference
ue due to the range of customizable vices were on full display during five ability to do WebEx conference calls.”
all-inclusive packages that satisfy both meetings that Horizon held at The Babey raves about The Heldrich’s
the needs of tight budgets and ROI Heldrich in September. One of the breakout capabilities. “We did six to
requirements. What’s more, confer- meetings was a two-day affair for eight breakouts following each ses-
Centers
ence centers continue to upgrade their 125 salespeople, brokers, clients and sion,” says Babey. “The Heldrich has
properties and add much-wanted ser- executives. During the meeting, the fantastic breakout rooms that hold 10
vices and amenities. group held general sessions, to 12 people and are like mini train-
The popularity of con- breakouts and dinners that ing rooms with everything needed for
ference centers also is
“The included sales and new a great learning environment. Each
surging because their Heldrich has product training as breakout room has a wall-mounted,
Why Their sole purpose is to fantastic breakout well as networking.
help make meetings The meeting was
high-definition flat screen, ports to
plug in your laptop and other devices,
rooms that hold
Focus on productive and suc-
cessful. The entire 10 to 12 people
highly productive in and AV equipment we needed. The
large part because rooms also have a big box with tra-
Providing conference center
environment from
and are like mini everything about ditional tools such as easels, scissors,
training rooms with The Heldrich is de- markers, and dry-erase boards and
Highly meeting space and
furnishings to light-
everything needed signed to meet the markers. Some of our meetings have
16 breakouts per session, and The
Productive ing and acoustics is for a great learning
designed specifically environment.”
Jeffrey Babey Heldrich easily meets that.”
The Heldrich’s food and beverage
Meeting
Senior Manager
to host every and any Sales Training and Development services also were fashioned to meet
type of corporate meeting the needs of attendees. They dined at
Environments
Horizon Health Care Services Inc.
Photo courtesy of Keystone Resort
including training and educa- Newark, NJ Christopher’s, The Heldrich’s elegant
tion sessions, general sessions, break- conference center restaurant that ac-
Is Great for outs, board meetings, new product group’s needs, especially the facility’s commodates 200 guests and can be
introductions, brainstorming sessions technology and audio-visual services. subdivided into three areas for smaller
Planners and much more. Conference centers “They have great AV and technology groups. “The restaurant is phenom-
do it all and have added or upgraded people that we have gotten to know enally flexible and ready for us like
By Derek Reveron unique teambuilding programs, infor- well,” says Babey. “They helped us clockwork when we are running late,”
mal networking gatherings and casual with the full AV for general sessions, says Babey. “When you have a speak-
A view of Keystone Lake and the Rocky Mountains from the Keystone Resort & Conference Center, Keystone, CO. and fine-dining options. projection screens, six lapel micro- er that goes long, you really can’t give
It’s no wonder that insurance and phones, three hand-held microphones, the person the hook, and we might
T his is turning out to be a year
of significant growth for confer-
ence centers. The International
Association of Conference Centers
(IACC) released a survey indicating
conference centers outperforming center bookings are on the upswing
with an average daily rate increase for several other reasons: “Being a
of 6 percent. conference center is more a philos-
In a statement, IACC CEO Mark ophy and a culture than it is about
Cooper, said, “With improving margins physicality and size of the meeting
financial firms like Horizon Health Internet and wireless access and the run over 20 or 30 minutes, but they
Care Services Inc. are among the most
frequent users of conference centers.
According to Jeffrey Babey, senior
manager, sales training and devel-
conference centers experienced major and greater stability (in) the market- space,” he says. “Conference centers opment, for the Newark, NJ-based
growth in 2012. place, we expect to see our members focus all of their energy on provid- Horizon holds at least 30 meetings
The IACC’s 2013 “Trends in the investing further in their conference ing highly productive meeting envi- annually at The Heldrich Hotel and
Conference Center Industry” survey, environment for their clients.” ronments, and all of their resources Conference Center, located in New
compiled by PKF Hospitality Research, go into those areas rather than lots of Brunswick, NJ. Attendance at the
says conference centers are outper- The Conference other areas.” meetings ranges from 10 to several
forming the broader hotel sector both Center Culture In addition, conference centers of- hundred, says Babey, who plans more
in occupancies and profitability. Insurance and financial companies fer considerable value. “Meetings are than 15 meetings a year.
“Our results this year indicate that a are a mainstay of conference center back on the agenda at corporations The Heldrich features a state-
Photo courtesy of The Heldrich Hotel
long awaited recovery is taking place,” business. Cooper explains why: “A but they are procuring very sensibly, of-the-art conference center with
said David Arnold, CEO of East PKF lot of the training they do involves whereas in the past, price and value 25,000 sf of space and Benchmark
Consulting, in a statement. “Corporate soft skills like management, leader- came a little lower on the list,” he says. Hospitality’s signature meeting con-
meetings have proven to be the last ship and sales. They also need con- “Our comprehensive all-inclusive cierge services. Conference facili-
segment of the market to claw back stant education about changing gov- packages are appealing because they ties include the 7,400-sf Livingston
to some semblance of former glory.” ernment regulations and compliance. provide value that includes everything Ballroom with a built-in rear screen,
The report shows how rising de- There is also significant training for in one price.” an 80-seat amphitheater, boardroom
mand for conference centers brought new employees just out of college.” Despite the movement to a seller’s and 21 meeting rooms. Ergonomic chairs are just one of the requirements in an IACC-approved conference
average rates up, with executive-style Cooper suggests that conference market, planners continue to find val- The Heldrich’s flexibility and ser- center such as this meeting room at The Heldrich Hotel and Conference Center.
14 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 2013 15
are always ready for us equipped. “Each break-
and never let us down.” out room has a phone SUPER CENTRAL LOCATION DINING EXPERIENCES
(FOR THE MOST PART)
In addition, attendees line, speaker phone, AV
Photo courtesy of The Inverness Hotel
enjoyed refreshment sta- equipment, flip charts
AWESOMENESS
tions with fresh fruit, yo- and everything else need-
gurt, beverages and other ed. On the last day of the
snacks placed throughout meeting, they broke into
the conference center, in- groups of five or six in
cluding outside the doors different rooms. We pro-
of meeting rooms. “The vided video cameras and
food isn’t placed in the instructions on how to
Certified by the IACC, The Inverness Hotel and Conference Center,
back of meeting rooms, located in Denver, CO, features 60,000 sf of meeting space. film each other doing role
taking up space in the playing. They sent copies
training areas and being a distraction,” vide. And we save about 15 percent of the films to their sales managers ( that’s a whole lot of awesome )
says Babey. on meetings. The ROI is tremendous online after the meeting.”
Overall, Babey swears by confer- in terms of what we invest in train- Brown also raves about The In
CONFERENCES
ence centers largely because of the ing people to sell our products to the verness’s food and beverage service.
value they offer. “I like the all-inclu- public,” says Brown. “Rates are more affordable and easier
sive pricing. It makes planning and Brown planned an intensive four- to budget,” says Brown. “Food and
budgeting easier,” he says. “I recently day sales training meeting at The beverages are available not only dur-
booked a three-week training ses- Inverness in April and planned an- ing meals but during breaks, which
sion at a hotel in another state. It was other meeting, which is coming up in are set up under the meeting package
‘Here’s our price for the room, food October. The April meeting consisted plan. The quality and quantity of food
and AV.’ In the end, the $500 per per- of general sessions followed by break- are tremendous. It’s all-inclusive so
son fee for 90 people turned into al- outs of up to six per day. you don’t have to make head counts PARADIGM SHIFTS
most $1,000 a day. With conference The Inverness excelled at meeting and try to shave off counts to save
centers, we have one fee per person every need, including AV and technol- money. You don’t have to select meals
per day that includes meeting space, ogy. “They have the latest equipment and breaks separately. It’s one less
breakout rooms, meals and AV. You and an AV department that can deal worry for the meeting planner.”
can’t go wrong with that.” with any situation,” says Brown. “They TEAM BUILDING
have the latest tools to hook up any- Choose Wisely -BEST PRACTICES-
Built for Meetings thing such as an iPad or other device While conference center business
Conference centers are prospering to a monitor screen and sound system. is growing, hotels are still a magnet
because of companies like NY-based They can handle speakers’ presenta- for corporate meetings. According
Guardian Life Insurance Company of tion needs whether they use a flash to Catherine Chaulet, newly named
America (GLICA). According to Brian drive, iPad, laptop or other device. A president of GEP Destination Man
Brown, CMP, one of 11 event plan- speaker can use an iPad and monitor agement, a worldwide partnership
ners for GLICA, holds at least 20 meet- to show salespeople how to use our of destination management compa-
ings per year at The Inverness Hotel online sales tools.” nies headquartered in Washington, LARGEST
and Conference Center in Denver, a The breakout rooms were well- DC, the type of meeting and its goal
NERD ALERT!
Destination Hotels & Resorts-man CONFERENCE CENTER
aged property. The meetings, which
average about 60 attendees, involve IN THE COLORADO ROCKIES:
BOOYAH
training for new hires, executives
and new products; and education on
government regulations and policies,
says Brown. GREEN
Photo courtesy of Eaglewood Resort & Spa
Brown uses conference centers
such as The Inverness because meet- MEETINGS
ings are their specialty. “They are ex-
tremely meeting-focused from the way
they have been built to their staffs to
the equipment they have and pric- In the greater Chicago area, Eaglewood Resort
BOOK YOUR GROUP EVENT TODAY:
ing structure. It’s easier to learn and & Spa features a 37,000-sf IACC-certified
concentrate on the training we pro- conference center and championship golf. A mountain of possibilities.
16 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 2013 17
help planners determine whether a with each other. The trend includes The technology then creates a collage ed this fall. Installation of wood- conference rooms (at least one
company should choose a conference ergonomic, living-room-like furniture of the words projected onto a screen en flooring in all guest rooms is must be a minimum 1,000 sf),
center or a hotel. “Conference centers and meeting rooms with outdoor pa- that features the most frequently men- planned for a future time. ergonomically designed chairs,
Photo courtesy of Cheyenne Mountain Resort
are growing mostly for certain types tios. For example, Eaglewood Resort tioned terms in larger and bolder text. Benchmark also recently com- individual climate controls, spe-
of events, mostly mid- to small-size & Spa, located in Itasca, IL, managed In addition, some conference cen- pleted renovations of Cheyenne cific acoustical rating, high-speed
groups that are focused by Benchmark Resorts & Hotels, ters offer planners online portals to Mountain Resort in Colorado Internet connections and phone.
only on meetings,”
“Conference hasand meeting rooms with patios plan meetings. For example, Dolce
a boardroom-style table Hotels & Resorts is testing a portal that
Springs, with more than 40,000
sf of conference center space;
Properties must have skilled con-
ference planners, a designated
centers are overlooking a fire pit and permits planners to plan every aspect the Snow King Hotel (more than conference planner for each
growing mostly the golf course. Attendees of a meeting and communicate with 10,000 sf of meeting space) and group, office supplies, comput-
for certain types can gather in the room, conference center planners. the Grand View Lodge (more er work stations, photocopying,
on the patio or flow back Conference centers also are add- than 7,500 sf), both in Jackson digital media flash drives, com-
of events, mostly and forth. ing more teambuilding activities such Hole, WY; and The Inn at Rancho An IACC-approved gem in the Rocky Mountains, puter rental and other services.
mid- to small-size Conference centers as scavenger hunts, treasure hunts, Santa Fe, near San Diego, that Cheyenne Mountain Resort’s conference center is lo- There must be at least one
groups that are continue to update tech- wine-tasting, cooking and cocktail- features 12 meeting venues. cated in one of the most inspiring settings in America. dining area specifically for
focused only on width nology, increasing band- making competitions. • Dolce Hotels & Resorts groups that provides flexible
for speedier online The Alexander, with 16,500 sf of ence centers, which adhere to strict dining areas.
meetings.” connections. Properties also New and Noteworthy event space and a state-of-the-art guidelines. For example, at least 60 Conference rooms of at least 1,000
Catherine Chaulet are adding more electronic • Benchmark Resorts & Hotels conference center, opened earlier percent of meeting space must be sf must include at least one built-in
President
charging stations for portable In June, The Chattanoogan in Ten this year in downtown Indianapolis. dedicated, single-purpose confer- remote-input computer/video-image
GEP Destination Management
devices throughout properties nessee completed a renovation that Silverado Resort and Spa in Napa, CA, ence space, and at least 60 percent display system, and at least one pro-
Washington, DC
because many attendees carry two or included new carpets, wall coverings, with 12,000 sf of meeting space, is ren- of revenue must derive from meet- jection screen mounted from the ceil-
says Chaulet. “Some hotels don’t three units. They are also providing furnishings, AV equipment and flat- ovating all 415 guest rooms and suites. ing space, food and beverage, con- ing or on the wall. Skilled technicians
have the meeting layout desired, and more touchscreens, smart TVs and screen TVs. Public areas were also Dolce also added to its overseas prop- ference technology and services that are also required. The guest rooms
conference centers may be ideal. On smart technology to control meeting upgraded. The property includes a erties with the opening of the Dolce are related to conferences. They must have a desk or table, comfort-
the other hand, some companies that room functions such as AV, sound sys- 25,000-sf conference center. CampoReal Lisbon in Portugal.
want to do much more than meet may tems, lighting and temperature. The Bonaventure Resort & Spa near • Destination Hotels & Resorts
choose hotels (located in specific des- Technology that allows groups to Fort Lauderdale, FL, announced the Skamania Lodge, 45 miles east of
tinations),” adds Chaulet. interact also is more popular. Attend resort’s 60,000-sf conference center, Portland, OR, improved its meeting
Chaulet observes that the competi- ees at some conference centers can including a 175-seat amphitheater, will space, public areas, the restaurant and
tion between conference centers and use an application to type words into be completely refurbished. The ball- bar, and recreation spaces. The prop-
hotels is causing both to increasingly their smartphones that describe a room, individual meeting rooms and erty also added a zip line for team-
offer many of the same services. In strategy, marketing position or idea. communal spaces also will be updat- building activities and expanded the
the end, that is good for planners, she outdoor jacuzzi area. In Arizona, the
says. “With a lot of clients I deal with, Tempe Mission Palms Hotel and con-
if all things are equal, some meetings ference center added a small ballroom,
can be done just as well in a confer- and renovated its lobby, bar, restau-
ence center or hotel because a lot of rant and dining area.
Photo courtesy of Dolce Hotels & Resorts
them are very aggressively providing The Inverness Hotel and Confer
these types of services,” says Chaulet. ence Center in Denver remodeled
“Either way, planners are focused on the dining facilities, pool, spa, ten-
costs and whether there are additional nis courts and recreation area. The
costs incurred. They consider things Inverness offers 63,652 sf of meeting
like transportation, offsite activities, space and a PGA championship golf
Photo courtesy of Bonaventure Resort & Spa
quality of food and flexibility.” course. In downtown Seattle, the Red
Lion Hotel on Fifth Avenue, a new
The Latest Trends Destination property, is undergoing a
Plat 99 is a colorful, energetic lounge adjacent to the lobby at the IACC-certified
Conference centers are prospering major renovation that will be complet- Alexander Hotel, a new Dolce Hotels & Resorts property in downtown Indianapolis.
because they continue to offer new ed in three phases by spring 2014. The
services and amenities to corporate Red Lion provides 17,715 sf of meet- must promote a package plan that in- able chair, lighting separate from over-
groups. Here is a rundown of some of ing and ballroom space. cludes guest rooms, meeting rooms, head illumination, high-speed Internet
the latest trends at conference centers: three meals, continuous refreshment and a phone.
There is more demand for unique, IACC Guidelines services, and conference center tech- Overall, an IACC-approved con-
informal meeting settings that allow Located in the Fort Lauderdale, FL, area, the Bonaventure Resort & Spa’s conference Meeting planners would do well nology and services. ference center is surely a win-win
attendees to interact comfortably center provides on ideal setting for groups of from 10 to 1,000 attendees. to choose IAAC-approved confer- The facility must have dedicated way to meet! I&FMM
18 SEPTEMBER/OCTOBER 2013 INSURANCE & FINANCIAL MEETINGS MANAGEMENT INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 2013 192013 World Class Award Winners
© 2013 Preferred Hotel Group THE WIGWAM
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331 Guestrooms • 43,000 ft² Meeting space
Convention & Visitors Bureaus
Greater Miami Convention & Visitors Bureau
Miami, FL — Page 22
Las Vegas Convention & Visitors Authority
Las Vegas, NV
Long Beach Convention & Visitors Bureau
Long Beach, CA — Page 24
Nashville Convention & Visitors Corporation
Nashville, TN
New Orleans Convention & Visitors Bureau
New Orleans, LA — Page 26
San Francisco Travel Association
San Francisco, CA
Visit Jacksonville
Jacksonville, FL — Page 28
Visit Orlando
Orlando, FL
Greater Miami
Hotels, Resorts & Conference Centers Convention & Visitors Bureau
ARIA Resort & Casino
Las Vegas, NV
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Atlantic City, NJ
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Las Vegas, NV
Hammock Beach Resort
Palm Coast, FL
Loews Portofino Bay Hotel at Universal Orlando
Orlando, FL
Long Beach Area
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Las Vegas, NV
Planning your next corporate event, large or small meeting, or incentive trip is as easy as one, Moody Gardens Hotel, Spa & Convention Center
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