HomeMy WebLinkAboutVLMDACCSEJointMeetingFINALJUNEVAIL LOCAL MARKETING DISTRICT
ADVISORY COUNCIL CSE JOINT MEETING
JUNE 3, 2015
Objectives & Metrics
Continue the momentum and build on the powerful leadership position of the year-round Vail brand
o Increase Sales Tax Revenue
o Increase May – October Occupancy
o Increase Group Occupancy
o Optimize Visitor Mix
o Increase Net Promoter Score
o Increase Vail Brand Awareness
2015 Marketing Objectives
Summary of 2014 Results & 2015 Goals
5-YEAR STRATEGIC MARKETING PLAN
o Goodness mfg. has been contracted to develop a 5-year strategic marketing plan for summer. The
overarching goal is to strengthen Vail’s position as the premier international mountain resort community
that appeals to a broad audience by elevating summer to the leadership position held in winter. The
following slide outlines metrics the plan will drive toward to achieve this goal.
5 Year Strategic Marketing Plan
5 Year Strategic Marketing Plan Metrics
2014 Results Annual Growth 5-Year Growth
Sales Tax: +7.9% (+8.5% retail; +10.7% lodging, +6.9% F&B) +3% +15%
Destimetrics Occupancy: +5% +2% +10%
Group Occupancy: +5% +4% +20%
Destination Visits: 55% of Mix +2% of Mix 65% of Mix
International Visits: 9% of Mix +1 - 2% of Mix 15% of Mix
Awareness: 95% 96% 96%
NPS: 75 >75 85
2015 Strategies
o Shift from 35 – 64 to 25 – 54
o $100K+ HHI
o Expanded family composition
o Female skew
Media Target Audience
o Continue to use data driven findings to refine and optimize communication of brand messages
supporting Vail as the premiere mountain getaway with events and activities for the whole family
o Focus on conversion and the “reasons to come” to shift perception of the value of the Vail experience:
the substance you seek, the participation you crave, in a one-of-a-kind luxury wilderness (vice versa)
experience
o Shift timing earlier (Feb/March) to build brand interest with events & rates during the planning cycle
o Sustain Vail’s relevancy with a younger demographic
o Bring the brand to life in unexpected ways, including non-traditional methods
o Leverage events’ collective marketing/PR efforts
o Maximize high traffic periods (Fri – Sun), optimize off peak (Mon – Thurs) periods with groups and
events
2015 Strategies
o Continue to leverage the loyal customer
o Optimize mix to drive revenue - % of Destination, Front Range Overnight and International (Mexico/Latin
American) guests while retaining Front Range day guests
o Enhance the resort experience through guest service initiatives and technology
o Leverage the 2015 World Championships
o Continuously deliver fresh content keeping the year-round Vail brand dynamic
2015 Strategies
o Doubles our spend and penetration into our top 3 destination markets, building on our top geographic
strengths
o Dallas +48% over baseline budget
o Houston + 54% over baseline budget
o Chicago +76% over baseline budget
o With record sales tax collections the last two summers, we need to build on that momentum to maintain
our leadership position, ensuring market growth and no slippage
o We have increased our percentage of destination guests and need to capitalize by increasing our
presence in the top 3 markets.
o Allocates dollars strategically where and how we can have the most impact and track Key Performance
Indicators/ROI
Incremental Funding of $350K Focus
o Flight markets opportunities
o Houston market is still in development, and marketing investment directly benefits and could reduce our
costs on the revenue guarantee
o We saw a large increase in local visitation on last year’s Houston flight, which seems to be a reflection of
our marketing penetration in that market, with more people knowing about the flight and choosing Vail
because of the access
o United has non-stop service to 8 cities in Colorado, only 2 of which are mainline jet service, Denver and
Vail. We hold the competitive advantage on aircraft service, and need to continue to use this advantage
to grow our market share from Houston
o Dallas remains a critical market for us to support; if loads decrease, we risk losing service – not
something we want.
o Houston & Dallas are our primary gateway beyond Texas to key markets in the Southeast and Mexico,
where we are trying to grow visitation in the summer
Incremental Funding of $350K Focus
o Flight markets opportunities continued…..
o We know a guest flying into EGE in the summer is a Vail guest, and if our guests fly into Denver, they
have many more choices
o Chicago is in our top 3 markets with little effort and investing wisely through digital and group efforts will
allow us to test and track our impact and determine future opportunity and investment direction
o Leverages Vail Resorts winter focus on these markets
c
Incremental Funding of $350K Focus
o VLMDAC provides Marketing support based on the following event criteria:
o Demographic fit
o Driving overnight guests (Front Range and Destination)
o Overall brand fit
o Sponsors (current & potential) and added reach
o Timing - Need period (midweek, shoulder season)
c
Event Strategies
2015 VLMDAC Supported Events
Outdoor Adventure – Adult
GoPro Mountain Games
Vail Outlier Off-road Festival
Music
Bravo! Vail
Vail Summer Bluegrass Series
Vail Jazz Festival
Outdoor Adventure – Kids
Vail Kids Adventure Games
Culinary
Gourmet on Gore
Vail/BC Restaurant Week
Stand Alone
Vail International Dance Festival
Vail Oktoberfest tm
o VLMDAC Marketing & PR support of events identified includes:
o Vail.com
o Email inclusion
o Digital support (SEO, SEM, Front Range banner message)
o Front Range TV
o Public Relations Support
c
Event Strategies
o The VLMDAC encourages the CSE to consider the following during 2016 funding allocations
o Overall brand fit
o Driving overnight guests (Destination and Front Range)
o Demographic fit
o Timing – need periods midweek & shoulder season: Optimize the calendar
o Sponsorships – current & potential – for leverage
o Marketing strength
o c
Event Strategies
Spend By Month
Media Spend by Month Compared to
2014 Actual Occupancy and 2015
Occupancy to Date (source: DestiMetrics)
All months have
opportunity to
grow occupancy
levels
Spend levels taper
off during months
of higher
occupancy levels
Media Spend by Month Compared to
Month Reservations Made
(source: Guest Profiler)
Most bookings
being made in
June/July, so
spending media
dollars in April,
May and June is
the most
appropriate time to
impact their
planning process.
Research & Trends
Millennials are an ever more
influential travel group
o They make up one-third of US travelers,
and are the fastest growing age segment in
travel.
o More than any other age group,
approximately one-third of Millennials
intend on traveling more in 2015.
o 35% of 18-34 year olds in a Hotwire survey
plan on taking one or two large vacations in
the coming year.
Emerging trends in travel
Multigenerational Aspirational
adventurers bring the whole family
o This group doesn’t believe in traveling
alone. Rather, they bring the entire family
on unforgettable adventures, with a focus
on educational and participatory travel
experiences.
o This target appreciate destinations that
accommodate the young – and the young
at heart.
Emerging trends in travel
Foodie Adventurists celebrate
cuisine in their travels
o Travel is now a way to celebrate and experience
cuisine – and in 2015 foodies are celebrating the
250th anniversary of the restaurant.
o 21% of travelers in a Travel Guard poll said they
would be most excited to attend food and wine
festivals.
o Some competitors are already taking their
culinary offerings to the next level with top tier
experiences for foodies looking to plan their next
culinary adventure.
Emerging trends in travel
Research shows that events provide tangible access to culture in ways that other
attractions can’t – as long as the event is relevant and compelling.
A 2014 Travel Guard poll revealed that an overwhelming 81% of consumers were
willing to travel internationally to attend a festival or event of their choice.
85% of travelers polled were also very likely to spend extra time exploring the
destination where an event is being held, and another 13% would build in time for
additional sightseeing.
High profile festivals and artists promote
summer destination travel.
Thank you!
Questions?