In-Market Sales Representation
Success in securing international conventions and meetings is highly influenced by relationships established in-market. It’s often not viable for most destinations to establish dedicated offices in-market. GainingEdge can help deliver a destination or CVB presence in its key target markets on a scalable basis, from part time to dedicated full time sales and business development resources. GainingEdge is the only representation company that operates globally – with sales people in all major markets representing clients from all parts of the world.
These representatives would be sales focussed with clearly defined targets, and key roles can cover the following: Lead generation; Bid research and presentations; Trade show attendance; Sales missions; PR and Media; and Client relationship management.
With a global network of business development people based in UK, Australia, Singapore, China, Sweden, India and the USA, GainingEdge currently provides in-market sales representation to Best Cities Global Alliance, South Africa, Malaysia, Tokyo and Guadalajara.
Project Brief: South Africa in Europe, China and India
By setting up the South Africa National Convention Bureau (SANCB), the Ministry laid out its plan for business events to become one of the most important and sustainable economic development sectors in the country. To help achieve South Africa’s objective, SANCB required specialist skills, knowledge and resources deployed in key markets to cultivate growth in business events traffic and yield. Having dedicated in-market representation solely focused on business events is a key strategy of SANCB. The European market was identified as a crucial source market for sustained growth. However it required specific sales and marketing skills; a deep understanding of the market’s unique needs and expectations, familiarity of key players and a strong track record. Gaining Edge set up a dedicated sales and marketing representation team in Europe based out of Glasgow, London and Paris. Focusing on the international association market and the corporate meetings and incentive market.
In addition to Europe, GainingEdge also provides SANCB with sales representation in India and China – another two key markets for South Africa in the corporate incentive business.
Project Brief: Keeping Malaysia’s Profile high in Australasia
In May 2012, GainingEdge was appointed as in-market sales representative for Malaysia in the Australia and New Zealand markets.
The Malaysia Convention & Exhibition Bureau – MyCEB – needed to promote Malaysia as the Top-of-Mind Incentive destination in these two important source markets for its Corporate Incentive business and was looking for a more proactive and innovative approach to the market.
GainingEdge was the first representative company to establish strategic relationships with the Franchise Council of Australia and Direct Sell Association of Australia. This resulted in Malaysia securing 6 major corporate meetings and events in 2014. GainingEdge also initiated and assisted with a bid for the Meetings & Events Australia national conference attended by many of Australia’s leading meeting and event organisers. Securing the bid was only the second time the meeting was held offshore and provided an ideal platform for Malaysia to be promoted to many of Australia’s leading meeting and event planners.
Mike Williams - Senior Partner
Mike is a destination and convention bureau specialist with 30 years’ experience in the industry. He has consulted in Australia, Japan, Macao, Malaysia, Serbia and South Africa. Mike was the lead consultant for establishment and capability strengthening for the Malaysia Convention and Exhibition Bureau. He has also been the Lead Consultant for proposed new convention facilities in 3 Australian cities.
Mike served as General Manager Sales for the Melbourne Convention & Visitors Bureau. He also worked in senior marketing roles with Tourism Australia helping establish their presence in the Asia market and overseeing travel trade development in the United Kingdom and Ireland. He was also instrumental in the development of the AIME tradeshow and the world’s first BestCities Global Alliance. Mike is also a past National President of Meetings and Events of Australia and was ranked as one of the most influential people in the Australian business events industry by mice.net.Email Mike Williams
Esther Ng - Business Development Manager- South East Asia
With close to 25 years’ experience in the tourism, hospitality and business events market Esther joined the Travel Industry as Corporate Sales Manager handling bids for Business Event, Incentives and Leisure travel and was also operationally involve in the event management.
During this time Esther secured an extensive network of multinational clients within South East Asia. She is a meticulous organizer and believes good service comes from a humble altitude and not just strict performance of a duty
In 1998 Esther set up her own company representing hotels in SE Asia and Australia seeking to create more market awareness specifically on Business Events and Incentive Travel targeting the Travel Industry and Corporate companies in Singapore & Malaysia.
With her passion in people relationship and providing good service she now spends her free time mentoring the young joining the hospitality industry . Esther has a certification as an ACTA trainer (Advance Certificate in Training)Email Esther Ng
Business Development Manager- South East Asia
Jackie Caldwell - Business Development Manager
Jackie, originally from Sydney, is now based in Melbourne and has been part of the Gaining Edge team since 2012 as the Australia/New Zealand representative for the Malaysia Convention and Exhibition Bureau. This role involves marketing the many unique MICE offerings in Malaysia to companies in Australia seeking an offshore destination for their meeting or incentive.
Prior to joining Gaining Edge, Jackie spent her early years managing conferences, exhibitions and events for some of the major PCOs in Australia. In more recent times she worked in business development roles including five years at the Melbourne Convention & Exhibition Centre, where she started the renowned Club Melbourne ambassadors program.
Jackie's passion is travelling, meeting new people and learning about the many different cultures around the world. When home, she loves to spend time with family and friends, cooking, entertaining, wining and dining! When relaxing she's loves to read, go to the movies and dance.Email Jackie Caldwell
Business Development Manager
Faye Langley - Business Development Manager
Based in Sydney, Faye joined GainingEdge in March 2010. Her current projects include Australia/New Zealand representation of Malaysia and business development consultancy for Yokohama. Previously, Faye has provided clients with research and business development consultancy for Serbia and Daegu. In addition, she has been involved in a wide range of consultancy projects within Australia, Asia, Europe, North America and South Africa.
Prior to joining GainingEdge she served as the Business Development Executive, in the international sales team at the Sydney Convention and Exhibition Centre. She was responsible for helping and encouraging national and international associations to bring their conferences to Sydney. Earlier in her career Faye worked in the sales team at the Melbourne Convention Bureau (formerly Melbourne Convention + Visitors Bureau).
Faye holds a Bachelor of Business (Tourism) from LaTrobe University.Email Faye Langley
Business Development Manager
Jane Cunningham - Business Development Manager
Based in Stockholm, Jane joined GainingEdge December 2009 and has been doing Business Development for BestCities Global Alliance since then. Before joining GainingEdge Jane was the Sales Director for Congrex UK, an international professional conference organisation. Prior to that, she spent five years at the EICC (Edinburgh International Conference Centre) in Association Sales. Before returning to Scotland Jane worked in Dubai for Le Meridien Hotel as a Sales Manager.
Jane studied French, Italian and Tourism and after college she spent a number of years overseas working in the hospitality and tourism industry. She was an active member of ICCA and was on the ICCA UK & Ireland committee.Email Jane Cunningham
Business Development Manager
Dennis Campbell - Senior Manager - Sales Support
Based in Phoenix, AZ, USA, Dennis oversees convention/meetings lead and bid development efforts for our North America clients. Dennis also coaches destination marketing organizations on how to move the needle in their sales operation efficiencies (improve conversion ratio) and convention venues for improving their revenue stream and vendor performance. His has been recognized as a top marketing executive by the American Marketing Association (NM Chapter). Dennis recently completed a Master Certificate program at Cornell University for hospitality management.
Dennis’ tourism & marketing credentials bridge multiple disciplines, having served as an Area Marketing Manager with Southwest Airlines Co., Vice President of Sales & Marketing with the Albuquerque, New Mexico Convention & Visitors Bureau, and General Manager of the New Mexico State Fair Grounds.(6th largest in the USA). His expertise includes complex convention bid preparation, contract negotiations, sales team leadership/training, convention centre and large event venue management, vendor contracts, and breakout brand architecture, all with a keen focus for effective destination marketing platforms. To date, Dennis is the only CVB executive ever to be recognized by mayoral decree in the City of Albuquerque for contributions to economic growth through tourism.Email Dennis Campbell
Senior Manager - Sales Support
Philippa Durrant - Director - Business Development, North America
Philippa Durrant has over 20 years of experience working in the North American MICE market. She has represented international Destination Management Companies since 1996. In 2012 Philippa opened Arena Destination Marketing for the purpose of representing the city of Cannes and expanded the client base to include Association Management Companies and Associations that operate internationally. Most recently Philippa has worked with destinations across Europe and Asia including Vienna, Barcelona, London, Tokyo. Philippa has partnered with GainingEdge to provide in market representation services for GE clientele.
Philippa has a team of Sales and Marketing professionals who travel throughout the USA and Canada and attend all major trade shows representing our various destinations.Email Philippa Durrant
Director - Business Development, North America