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IndustrySnapShotsNewsThe Westin Orlando Universal Boulevard.ORLANDO, FL — The Westin Orlando Universal Boulevard celebratedthe groundbreaking of its new meeting and special event center, whichwill expand the AAA Four Diamond hotel’s meeting space by an additional 5,576 sf (including prefunction space). The new meeting and eventcenter will expand the hotel’s capacity to accommodate corporate andassociation group meetings, as well as their ability to host banquets andspecial events for groups up to 370 attendees for banquet settings and330 for meetings. With a total of 13,685 sf of meeting space, the hotelwill be able to accommodate the mid-sized meeting and special eventmarket in a luxury setting. The expected opening date is February, 2014.www.westinorlandouniversal.comSandals Set to Build NewBeaches Resort in BarbadosMONTEGO BAY, JAMAICA — Sandals Resorts International recentlyannounced that it was in “exciting discussions” with the Barbados government to build a brand new Beaches resort on the site of the formerAlmond Beach Village in St. Peter, Barbados. “While an agreement is yetto be finalized, commitments have been made on both sides, and we arethrilled at the possibility of bringing the award-winning Beaches brandto this wonderful country,” said a spokesperson for Sandals ResortsInternational in a statement. “We are a Caribbean company and firmlybelieve that no one understands the needs of the region or its peoplelike we do.” Sandals Resorts International’s three all-inclusive resorts inthe area are Beaches Turks and Caicos and Beaches Negril and BeachesOcho Rios in Jamaica. www.beaches.com, www.sandals.com6SEPTEMBER/OCTOBER 2013Paradisus PalmaReal to Debut NewConvention Centerin DecemberParadisus Palma Real, an all-inclusive resort in Punta Cana, Dominican Republic, announced that itsnew convention center is scheduledto debut December 1, 2013. Thenearly 18,000-sf center boastinghigh ceilings includes multi-functional and flexible space, and the latestin technology and audio-visual equipment. John Iannini, senior directorof sales, meetings and events forMelia Hotels International, said,“Conference planners have askedus for larger, more flexible space,high unobstructed ceilings, andhigh-tech audio-visual offerings. Ournew partnership with AAVC allowsour customers to tap into an inhouse vendor that has all of thosecapabilities without having to shipequipment or talent to the island.”The facility will house an “Experience Lounge” — where the eventsand production team can showcase3-D site visits of the new convention center, complete with customerbranding and set design. ParadisusPalma Real also employed EarthCheck as the partner for its newGreen Meeting Program. The resort’smeetings manager has been EarthCheck Certified and taken on therole of “Green Meeting Custodian,”ensuring all green meeting attributesare being adhered to such as managing electrical power use efficiently;implementing reduce-reuse-recycleprograms for the facility’s consumables and waste; keeping CO²emissions from auxiliary equipmentwithin regulated levels; preferencefor nationally produced consumablesand local service suppliers; reducing printed materials and more.www.melia.comINSURANCE & FINANCIAL MEETINGS MANAGEMENTPhoto credits: 1.–6. Lynette Owens & Associations and Hard Rock Hotel & Casino Punta Cana, 7. Barbara L. Salisbury, 8. Christies PhotographicThe Westin Orlando UniversalBoulevard Expands Meeting Space13724568Photos 1–6: Meeting and incentive management firm Lynette Owens & Associates hosted their 21st Annual Insurance AdvisoryCouncil meeting in August at the Hard Rock Hotel & Casino Punta Cana and Casa De Campo, Dominican Republic (see full storyon page 10). Attendees and guests included: 1 (l to r) Garrett Konrad, COO, Integrated Financial Concepts, Auburn, CA; DanelleKonrad; Melina Grassi; Debbie Grassi, Western regional director of sales, Lynette Owens & Associates. 2 Lynette Owens, presidentof Lynette Owens & Associates (second from left) enjoys the farewell dinner with Advisory Council attendees at the Hard RockHotel & Casino Punta Cana. 3 Neil Higger, president, Academic Financial, Fountain Valley, CA; Elaine Kavanaugh. 4 Brenda Krupa;Dave Krupa, assistant vice president, Baltimore Life Insurance Company, Owings Mills, MD. 5 Ann Ledford; Ed Ledford, principal,business development, FFP Insurance Services Inc., Carmel, IN. 6 (l to r) Eddie Ledford Jr.; Robert Taveras, Amstar DMC, Punta Cana,Dominican Republic; Mark Jordan, Amstar DMC. 7 The exhibit floor at Hospitality Sales and Marketing Association International’sMEET National 2013 at the Walter E. Washington Convention Center September 4–5. 8 Attendees at the International SpecialEvents Society’s ISES Live 2013 gala dinner at Atlantis, Paradise Island, Nassau, Bahamas, were greeted by a human statuedepicting Poseidon, god of the sea, who ruled over the mythical island of Atlantis.INSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 20137

IndustryNewsThe Langham,Chicago OpensSands Expo Complex Las VegasReaches Green MilestoneThe Langham, Chicago.CHICAGO, IL — The Langham,Chicago, a luxury hotel, is nowopen in the Windy City. Housedwithin a 52-story Chicago landmark — the last skyscraperdesigned by renowned architectMies van der Rohe — the propertyis just steps from The MagnificentMile, Millennium Park, ChicagoCultural Centre, and other dining,shopping and cultural attractions.The Langham’s 316 guest roomsand 48 suites feature complimentary Wi-Fi and 55-inch LCDtelevisions. Also new are Travellerestaurant and lounge, and Tiffinat The Langham, the brand’s signature afternoon tea that originatedat The Langham, London. Theproperty’s 15,000 sf of meetingspace includes 12 function rooms,ranging from the DevonshireBallroom to four boardrooms.www.chicago.langhamhotels.comSEE US ON THE WEBwww.TheMeetingMagazines.com8SEPTEMBER/OCTOBER 2013LAS VEGAS, NV — The meetingscomplex of Sands Expo and theCongress Center at The Venetian andThe Palazzo Las Vegas was recognized as the first venue in the worldto achieve the advanced “Level Two”industry certification for environmentally sustainable meetings, events,trade shows and conferences. LevelTwo Certification to the ASTM Standard is a designation of the industry’scomprehensive standards for environmentally sustainable meetings, whichSands Expo and the Congress Center atwas developed in partnership by theThe Venetian and The Palazzo Las Vegas.Convention Industry Council’s APEXinitiative and ASTM International.“Currently, there are only four venues in the world that are even certified atLevel One,” said John Caparella, president and COO of The Venetian, ThePalazzo and Sands Expo. “We are beyond thrilled to be a leader in the industry in being the first venue to become certified at Level Two.”Previous sustainability certifications earned include LEED Gold Certification for Existing Buildings (The Venetian and Sands Expo), LEED SilverCertification for New Construction (The Palazzo), and TripAdvisor GreenLeaderGold Certification (The Venetian and The Palazzo). reffootsaheromitlaBtahtS ee allGNIVAELTUOHTIW.KSEDRYOUaltimore. Roam the Boltoginnnlaotel roomtual pelect your h’s newest virS.ryoustyudrinfoteghh thariety oftion that is rimmunity witout a wide vrakcougecfionnchticoenenvhnceatingts. Te spatimore’s coent and navigoff-site evenl you find thevrtirnfouousyrmNavigate BalguooflinsenyubInSite.dmPlanCenter floorith Baltimorettractions anretail scene.awgpnnatitothcionexConventionerstrsioueathe lateoptions andnever beenblock and getin town hasrivate diningpiledhnwattynciratherestauBALTIMORE INSITEMarriott Marquis Coming to McCormick Place in 2016CHICAGO, IL — Chicago’s Metropolitan Pier and Exposition Authority boardapproved a 1,200-room convention hotel to be built just west of McCormickPlace, according to the Chicago Tribune. Slated to open in 2016, the 400million hotel will be a Marriott Marquis, Marriott’s premium convention centerbrand. Hilton Worldwide and Hyatt Hotels also competed for the contract.The entire construction project, to be managed by Jones Lang LaSalle Americas Inc., is slated to include an arena and a boutique hotel, and an entertainment district. www.marriott.comFour Seasons Hotel Westlake Village Offers Exclusive BuyoutWESTLAKE, CA — Four Seasons Hotel Westlake Village, located north ofMalibu in the heart of the Los Angeles’ Conejo Valley, announces a full buyout incentive for groups. Meeting planners with 125 guest rooms or more onpeak can enjoy complete, exclusive access to the Southern California hotel’s11 acres. The 270-room hotel will offer buyout groups full range to utilize thehotel’s 48,000 sf of flexible, indoor meeting space, and more than 125,000sf of outdoor space. The AAA Five Diamond hotel boasts an award-winning40,000-sf spa, resort-style amenities and spacious, luxuriously appointedguest rooms. www.fourseasons.com/westlakevillageINSURANCE & FINANCIAL MEETINGS MANAGEMENTNavigate theconventioncommunityand selecta hotel roomblock.Tour theconventioncenter’s300,000 sq ftof exhibit space.To Arrange for a Demonstration, Call 1-800-343-3468or download the free app at www.Baltimore.org/InSite.Identifyoff-sitevenuesand privatedining.Present toyour leadershipand enhanceyour attendees’experience.

Meetingof theMindsLynette Owens& AssociatesInsurance AdvisoryCouncil Enters Its21st Yearor more than 20 years, LynetteOwens, president of meetingand incentive management firmLynette Owens & Associates (LOA),has been gathering together top execsin the insurance industry for a biannual advisory council meeting to discuss some of the industry’s key issues.For the 21st Annual LOA InsuranceAdvisory Council meeting in August,the group was hosted by the HardRock Hotel & Casino Punta Cana inthe Dominican Republic. The expansive, all-inclusive beachfront resortincludes 1,787 rooms, a 65,500-sfconvention center, nine restaurants,19 bars and lounges, 12 pools, a casino, spa, Jack Nicklaus golf courseand Oro, the top nightclub in theDominican Republic. Every room isa suite that includes a double jacuzzi,mini bar, premium liquor dispenserand 24-hour room service, so guestscan truly feel like they are getting rockstar treatment. Even calls back hometo the U.S. and Canada are included.Photo courtesy of Lynette Owens & AssociatesFBy Karen BrostThe Lynette Owens Advisory Council posed for a group shot in front of the Church ofSt. Stanislaus in Altos de Chavón, a replica of a 16th century Mediterranean villagein the resort area of La Romana, Dominican Republic.ings. The group was first asked whichdestinations they felt were the mostmotivational hotspots.Ed Ledford, principal, business development for FFP Insurance ServicesInc., said it really depends on the audience. For example, high-end producers may prefer an exotic destinationwith a program that includes strongeducational content to make the tripworth their time. On the other hand,people from smaller “mom and pop”firms often prefer to go somewherethey haven’t been before. He cautioned, though, that depending on thedestination, some of them may not beable to afford to do activities outsidethe resort. That’s why, he said, he’s abig fan of all-inclusive resorts to ensure a good overall experience.Owens commented that companies also can help defray attendees’additional expenses by distributinga set amount of cash to them whenthey arrive at the destination. She advised against sending it out in advance,however, since many attendees will betempted to use it to pay bills.Dave Krupa, assistant vice president for Baltimore Life InsuranceCompany, offered a simple formulafor selecting a motivational destination: “Fun, sun and alcohol.” He alsofavors all-inclusive resorts and including planned excursions.Edward A. Carroll, LLIF, presidentand CEO of the consulting firm EdCarroll and Associates, specializes inthe fraternal insurance industry. Hesaid that cruises are extremely popular with this segment. He noted, “Justsay ‘cruise’ and they’ll say when?”He added that cruises to Puerto Ricoand Alaska have been popular withthis group.Neil Higger, president of AcademicFinancial, brought up the point thatseasickness may prevent some peoplefrom enjoying a cruise. “An all-inclusive is like a cruise that doesn’t go anywhere,” he noted. “No one gets sick.”Debbie Grassi, Western regionaldirector of sales for LOA, commentedthat connectivity is another importantfactor to consider when choosing adestination, as attendees are not likelyto be very happy if poor cell serviceor the lack of Wi-Fi connections pre-vent them from staying in touch withtheir family or business back home.On the topic of communications,Garrett Konrad, chief operating officerof Integrated Financial Concepts, alsonoted that choosing a destination that’sEnglish-friendly makes it easier for attendees to enjoy the experience.Ann Rogers, corporate secretaryfor State Mutual Insurance Companyin Rome, GA, said that safety is a keyconsideration when choosing a destination, a point that was echoed bymany of the other participants. GarrettKonrad also discussed the idea of“perceived safety,” noting that someattendees may prefer one destinationover another because they think it’ssafer, even though statistics may notbear that out. An example was givenof a program that a company movedfrom Cancun to another internationaldestination because of safety concerns,when crime statistics were actuallyhigher in the new destination chosen.One topic of concern that many ofthe executives brought up involvedthe travel times required to participatein a program. They said that many attendees are simply not willing to takethe long flights required to get to adistant destination like Europe, for example. “The convenience for spousesis (another) factor,” Higger noted. “Itcan’t take too long to get there.” Formany attendees, long travel times aremore than a matter of inconvenience.“You can’t take them out of the office too long if they’re trying to buildtheir business,” stated Tyler Carr, regional vice president, Florida, for FirstAnnuity Insurance Marketing.Insurance AdvisoryCouncil AttendeesHeath BowenChief Marketing OfficerAllegis Advisor Group, Salt Lake City, UTTyler CarrRegional Vice President – FloridaFirst Annuity Insurance Marketing, Ft. Myers, FLEdward A. Carroll, LLIFPresident, CEOEd Carroll and Associates, Woodworth, LAIra GottshallPresident & CEOFFP Insurance Services Inc., Valencia, CANeil HiggerPresidentAcademic Financial, Fountain Valley, CAGarrett KonradChief Operating OfficerIntegrated Financial Concepts, Auburn, CAPeter KonradPresidentIntegrated Financial Concepts, Auburn, CADave KrupaAssistant Vice PresidentBaltimore Life Insurance Company, Owings Mills, MDEd LedfordPrincipal, Business DevelopmentFFP Insurance Services Inc., Carmel, INAnn RogersCorporate SecretaryState Mutual Insurance Company, Rome, GABruce SeymourSenior Vice PresidentWells Fargo Advisors LLC, Los Angeles, CADestination DecisionsMeeting in a Hard Rock conference room designed for “taking careof business,” the advisory council addressed a series of topics relating tocurrent trends and the future of meet-10SEPTEMBER/OCTOBER 2013Lynette OwensHeath BowenINSURANCE & FINANCIAL MEETINGS MANAGEMENTTyler CarrEdward A. CarrollDave KrupaEd LedfordAnn RogersINSURANCE & FINANCIAL MEETINGS MANAGEMENT SEPTEMBER/OCTOBER 201311

Photo courtesy of Hard Rock Hotel & Casino Punta CanaC&IT Contributing Editor Karen Brost (far left) participated in theAdvisory Council meeting at the Hard Rock Hotel & Casino Punta Cana.Ledford brought up another pointrelated to incentive trips. “Incentivesprovide recognition and great relationship-building opportunities. They’repart of a package the agent is lookingfor when establishing a relationshipwith a carrier or FMO (Field MarketingOrganization). Quality product, superior service and appropriate compensation will more determine whichcarriers/FMOs the agent works with.The incentive component can be theglue that holds it together. Gone arethe days when an agent would writea particular product based on the incentive trip.”The group indicated that in additionto more active excursions, traditionalactivities such as relaxing by the poolor on the beach, golf, spa and shopping continue to be popular as wellas non-traditional activities such ascooking and winemaking classes andwellness programs.Regardless of the activities offered,Krupa said it’s still important to provide opportunities for the whole groupto be together because of the valuableopportunities that creates for education and mentoring.Generational DifferencesWhen the executives were askedif they incorporate CSR activities intotheir programs, the response wasmixed. Some companies do and others don’t, but the companies thatdo find a way to give back to thelocal community during their meetings were pleased with the results.“It feels good to help, and it’s goodfor business,” explained Ira Gottshall,president and CEO of FFP InsuranceServices Inc. He noted that his company offers these opportunities on avolunteer-only basis, but that about90 percent of the attendees generallyparticipate. Some of the other executives were considering adding a CSRelement to their programs.Given today’s multi-generationalworkplace, the days of planning an incentive trip where all of the attendeesare generally the same age are longgone. That presents some additionalchallenges when choosing both thedestination and the array of activitiesthat will be offered.Heath Bowen, chief marketing officer for Allegis Advisor Group, explained that the top five producers inhis company are under the age of 35.He said that some people, typically theolder attendees, go on trips for the social interaction, while others are thrillseekers who are more interested inexperiencing what the destination hasto offer. These individuals, one executive noted, are more likely to preferactivities that are “off the beaten path.”Peter Konrad, president of Inte grated Financial Concepts, believesin offering a menu of activities muchlike a company would offer a seriesof breakout sessions, so attendeescan choose what appeals to them.12SEPTEMBER/OCTOBER 2013Corporate SocialResponsibilityIndividual Travel AwardsIf there was one point on whichthe group was unanimous, it wasthat individual travel awards have noplace in their business. “There’s nopoint,” Higger said. Carr added thatit would eliminate key opportunitiesfor attendees to build relationshipsand make connections. “Agents liketo network,” he stated.Carroll pointed out that the value ofgroup trips extends beyond the agentsthemselves, noting that families oftenbecome friends and look forward toseeing each other from year to year. Hesaid this becomes an additional motivating factor for agents to keep earningthe trips.The Future of MeetingsCarroll noted that he has seen tremendous changes in meetings in recentyears and predicts more changes arecoming in the next 10 years. Owensreported that she is seeing far fewerregional meetings in the insurance industry than in years past.The executives were in agreementthat their companies need to embracethe use of technology for some meetings, but that there will always be aplace for face-to-face meetings. “Wewere designed for relationships, tohave a connection,” Peter Konrad stated. “The more people rely on technology, the more people realize the needfor connections.”Bowen is a big believer in usingtechnology to conduct activities suchas training. But, he said, “You cannotnetwork with somebody over a computer, even if you have HD. You can’tignite a fire in them that way.”“Relationships make the virtualmeetings possible,” Gottshall noted.Bowen commented that the cost savings achieved by holding some meetings via teleconference can be used tocreate better face-to-face meetings.What About Golf?The game of golf has a long tradi-INSURANCE & FINANCIAL MEETINGS MANAGEMENTtion of providing lucrative networkingopportunities in the insurance and financial services industries, so the executives were asked if golf is still as important as it once was. One executivestated that having the opportunity toplay golf at a high-profile course suchas Pelican Hill is still a draw for manyindividuals. Another commented thatthere are fewer young people playinggolf now, so he feels that golf is lessimportant and that teambuilding activities now have a higher value.Krupa commented that nearly halfof his field managers are female, andthey’re asking, “Why are we alwaysgolfing?” On the subject of activitiesthat are more female-oriented, Owensand Grassi described a unique meetingthey participated in where the womenwere treated to nail services in a spa.The content of the meeting was presented to them while they were a “captive audience” having their nails done.these cards so attendees don’t have towait in that line. Amstar also offers airport transfers, including handicappedaccessible vans and VIP vehicles, andthe representatives described a widevariety of tours that are available.These include catamaran snorkelingtrips, tours of communities to interactwith local residents, shopp

Four award-winning golf clubs and courses at Florida’s Sandestin Golf & Beach Resort allow for all levels of . the area are Beaches Turks and Caicos and Beaches Negril and Beaches Ocho Rios in Jamaica. www.beaches.com, www.sandals.com Paradisus Palma Real