Win a short break to New Zealand

PCO Conference Delegates could win a short break to New Zealand.

Professional conference organisers visiting the 100% Pure New Zealand stand will be in to win a short break to New Zealand flying Air New Zealand.

 Alan Trotter, chief executive of Conventions and Incentives New Zealand (CINZ), who was recently awarded Lifetime Achievement Award from the PCO Association, says New Zealand with its’ diversity of landscape and passionate people ensures guests to the country leave inspired and refreshed, and often return for a holiday.

For your chance to win a short break to New Zealand, pop by the 100% Pure New Zealand stand at the 2013 PCO Association Conference, have a chat with at least one of the team, and slip them your business card and you will automatically go in the draw.

The team exhibiting from New Zealand this year are:

  • Queenstown Convention Bureau (Jana and Kylie)
  • Auckland Convention Bureau (Lee)
  • Air New Zealand (Lynn)
  • Rotorua Events & Venues (Brett and Patrick)
  • Millennium Hotels and Resorts (Alison and Adam)

The prize for PCOs includes two return airfares with Air New Zealand from Sydney, Melbourne or Brisbane to Auckland, Rotorua or Queenstown, up to five nights accommodation (across the Millennium Hotels in Rotorua and Queenstown, and The Pullman or The Langham in Auckland), and activities as organised with the local convention bureau.

The 100% Pure New Zealand team have all the up to date information on new and existing venues, services and activities, Mr Trotter says.

“The team will guarantee your delegates a true Kiwi experience and an opportunity to harness the spectacular scenery that is also part of the world renowned films The Hobbit and The Lord of the Rings trilogies.

“Most of all the Kiwi team are looking forward to catching up with you.”

PCO President to Retire

PCO Association

Rob Henshaw

President of the Professional Conference Organisers (PCO) Association Rob Henshaw (pictured) has announced he will be retiring from the Association on December 31, 2013.

Henshaw was a co-founder of the Association in 2006 and will be acknowledged with “life-membership”  status in December.

PCO Association spokesperson Peter Sugg said “Rob has worked tirelessly during the past seven years, to give PCOs a voice and provide them with collegiate support”.

“His presidency saw the introduction of the first draft of a ‘legal’ venue contract, affordable event public liability insurance, member and company accreditation systems, member code of conduct, business partner programs, training courses and industry seminars, and the establishment of a member/supplier disputes resolution process,” he added.

President elect is Barry Neame, a director of Consec  Conference Management in Canberra

The Association will open a Canberra office early in 2014, to assist with its lobbying activities, and it will also appoint a director of industry partnerships who will be based in Queensland.

Professional Selling for PCO’s

Keeping Australia MeetingAn Insight into Professional Selling for PCO’s by Greg Stockwell

Ah Selling!….. For many Australian business professionals the word is immediately met with a thought bubble often aligned to being pushy, abrasive, imposing, arrogant and generally being unpopular with mainstream business culture.Unfortunately it’s often seen as trip to the dark side of the business matrix.

Sales people are seen by many as performing a task that others don’t want to do and may be derided for their vital service. We have all heard the references made about any type of sales professional being compared to a used car sales person which evidently is the plimsoll line of undesirability and for being perceived as a social pariah. Irrespective of your personal views on selling there is one irrefutable fact that no one can reasonably deny…No Sales means No Business. In essence your firm’s sales methodologies and protocols directly determine the financial fate of your business and will also determine your station in life from where you live to the quality of your kids education.

Firstly we need to realise that the world of business irrespective of the industry type is based on selling and the chances are you are not aware of how many times a day you are being ‘sold’ and you just don’t realise it. Professional selling isn’t about abrasiveness or imposing yourself on your clients. Selling is an amalgam of skills that importantly needs to be aligned with your personality style in order to be consistently effective. At conferences I identify the traits that indicate your likeliness of sales success and how your personality impacts on your sales performance irrespective of the the type of product or service you are offering. There are markers that reveal not only your personal level of ‘Sales Centricity’ as we call it, but  also areas that may require more attention as part of your professional development path.

With the correct training combined with increased self awareness you can easily increase your sales skills and immediately impact on your market penetration and your bottom line profitability irrespective of market conditions. It may seem odd, but it’s possible to do this on a daily basis with what we refer to as ‘layering techniques’. The techniques to which I refer are as equally suitable to a the world of IT, Property, Agriculture & Industrial sales are they are to you as a PCO.

I’m looking forward to sharing some of these performance markers and skill enhancement techniques with you at the upcoming PCO conference in Melbourne in November.

Greg Stockwell is Managing Director of Sales Training Australia with offices in Sydney, Brisbane & Melbourne.
Greg conducts keynote conference presentations & interactive conference breakout sessions throughout Australia & Internationally. He travels ex Sydney.

Contact –  Mobile 0413 992132