Destinations International Unveils Booking Agreement to Protect Destinations and Event Professionals

December 15, 2022

Destinations International, the world’s largest resource for destination marketing organizations (DMOs) and convention and visitors bureaus (CVBs), announced a Destination Booking Agreement (DBA) that includes a toolkit to establish mutually agreeable terms to protect both the destination and the business event professional.

Don Welsh, president and CEO of Destinations International, and three representatives from Destinations International’s Large Market Roundtable lauded the DBA's importance to the industry.  

“The need for CVBs and business event [professionals] to come together to create best practices for destination booking agreement guidelines has been an ongoing conversation for our industry,” said Welsh said. “Destinations International’s Large Market Roundtable has done great work to take the lead on this thought leadership that will ultimately enhance our entire industry moving forward.”

The roundtable, which includes Destinations International officials and representatives from more than 30 large market destinations in the U.S. and Canada, has been discussing the need for destinations and business event professionals to work together to have accountability for the booking of meetings and events since 2019.

Factors such as the COVID pandemic, natural disasters due to climate change and acts of violence have wreaked havoc on the industry, particularly with the impact city-wide cancellations have on a host destination that must fill the voids.

The DBA addresses concerns such as cancellations and other important issues with clearly outlined commitments and financial liabilities for all parties, in addition to clear timelines, expectations and accountability. Additionally, the agreement aims to create deeper partnerships between event professionals, host organizations, host destinations, convention centers, hotels and other suppliers.

“DBAs allow destinations to clearly articulate and itemize dates, rates, space and any incentives or concessions offered to clients to secure their business,” said Junior Tauvaa, chief sales officer at Visit Anaheim. “Destinations International has contributed to standardizing these documents while allowing each destination organization to localize it based on their respective destinations.”

The new level of accountability for both parties involved creates the foundation for a legitimized exchange of goods and services within business events when a destination is selected, according to Melissa A. Riley, vice president, convention sales and services at Destination DC and chair of the Large Market Roundtable.

“The new standards will help us all continue to strengthen the meetings and events industry as we focus on the positive economic and social impact they bring to our respective destinations,” Riley said.

According to Dustin Arnheim, senior vice president of sales and services at Choose Chicago, the DBA is a win-win for all involved parties.  

“I am excited for this journey and look forward to our industry getting to a place where our contractual agreements are equitable for all—both suppliers and event organizers,” Arnheim said. “It is imperative that our customers feel equally protected within our agreements—from securing dates to making concessions legally binding.”  

Arnheim added that he also sees the DBA as an important communication tool, particularly since there continues to be significant turnover in the hospitality industry.

“Capturing the destination organization’s commitments in the DBA prevents anything from being lost or misinterpreted when new staff come on board," he said.

While the initiative was first unveiled for the North America market, Destinations International plans to further refine it and promote it globally with the hope that it will become universally adopted within the industry.

For more information on the DBA and to download the toolkit, click here.

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Partner Voices
Less than six months ago, Lisa Messina joined the Las Vegas Convention and Visitors Authority (LVCVA) as the first-ever chief sales officer after leading the sales team at Caesars Entertainment. A 12-year Las Vegas resident, Messina is a graduate of Cornell University’s School of Hotel Administration and serves on MPI International’s board of directors. TSNN had a chance to catch up with this dynamic leader and talk to her about her vision for the new role, current shifts in the trade show industry, creating more diversity and equity within the organization, and advice to future female leaders. Lisa Messina, Chief Sales Officer, LVCVA With Las Vegas becoming The Greatest Arena on EarthTM, what are some of the things you’re most excited about in your role? Our team was at The Big Game’s handoff ceremony earlier this month, and I couldn’t help but think, “We’re going to crush it next year!”  These high-profile events and venues not only drive excitement, but also provide unmatched opportunities for event planners. Allegiant Stadium hosts events from 10 to 65,000 people and offers on-field experiences. Formula 1 Grand Prix will take place in Las Vegas in November, after the year-one F1 race, the four-story paddock building will be available for buyouts and will also offer daily ride-along experiences that will be available for groups. And, of course, the MSG Sphere officially announced that it will open in September, ahead of schedule, with a U2 residency. It’s going to be the most technologically advanced venue as far as lighting, sound, feel, and even scent, and it will be available for buyouts and next-level sponsorships inside and outside. There’s no ceiling to what you can do when you’re doing events in Las Vegas.  Allegiant Stadium As the trade show and convention business returns to the pre-pandemic levels, what shifts are you noticing and how do you think they will impact the industry going forward? Our trade show organizers are very focused on driving customer experience. Most of our organizers are reporting stronger exhibitor numbers and increased numbers of new exhibitors, with trade shows proving to be almost or above 2019 levels. Now our organizers are really doubling down on driving attendance and focusing on the data to provide that individualized, customized experience to help attendees meet their goals and get the best value. Some companies continue to be cautiously optimistic with their organizational spend when it comes to sending attendees, but I think it will continue to improve. As the U.S. Travel Association makes more progress on the U.S. visa situation, we also expect a growing influx of international attendees. What are some innovative ways the LVCVA helps trade show and convention organizers deliver the most value for their events? We focus on customer experience in the same way that trade show organizers are thinking about it. We got rave reviews with the West Hall Expansion of the Las Vegas Convention Center (LVCC), so over the next two years, we will be renovating the North and the Central halls, which will include not just the same look and feel, but also the digital experiences that can be leveraged for branding and sponsorship opportunities.  Vegas Loop, the underground transportation system designed by The Boring Company, is also a way we have enhanced the customer experience. Vegas Loop at the LVCC has transported more than 900,000 convention attendees across the campus since its 2021 launch. Last summer, Resorts World and The Boring Company opened the first resort stop at the Resorts World Las Vegas , with plans to expand throughout the resort corridor, including downtown Las Vegas, Allegiant Stadium and Harry Reid International Airport. The LVCVA also purchased the Las Vegas Monorail in 2020, the 3.9-mile-long elevated transportation system that connects eight resorts directly to the convention center campus. This is the only rail system in the world that integrates fares directly into show badges and registration. For trade show organizers, these transportation options mean saving time, money and effort when it comes to moving groups from the hotels to LVCC and around the city. Also, the more we can focus on building the infrastructure around the convention center, the more it supports the customer experience and ultimately supports our trade show organizers. Scheduled to debut in Q4, Fontainebleau Las Vegas will offer 3,700 hotel rooms and 550,000 square feet of meeting and convention space next to LVCC.  What are some of the plans for advancing DEI (diversity, equity and inclusion) within your organization? We’re currently partnering with instead of working with a leading consulting firm, to lay the foundation and create a solid DEI plan and be the leader when it comes to DEI initiatives. The heart of that journey with the consulting firm is also talking to our customers about their strategic approaches to DEI and driving innovation in this space.  What are your favorite ways to recharge? My husband and I have an RV and we’re outdoorsy people. So, while we have over 150,000 world-class hotel rooms and renowned restaurants right outside our doorstep, one of my favorite things to do is get out to Red Rock Canyon, the Valley of Fire, and Lake Mead. Five of the top national parks are within a three-hour drive from Las Vegas, so there’s a lot you can do. We love balancing the energy of Las Vegas with nature, and we’re noticing that a lot of attendees add activities off the Strip when they come here.  Valley of Fire What advice would you give to women following leadership paths in destination marketing? I think it’s about being laser-focused on what you want to accomplish; building a team around you that lifts you and helps you achieve your goals; and being humble and realizing that you do it as a group. No one gets this done alone. Thankfully, there are a lot of women in leadership in this organization, in our customers’ organizations, and in this city that we can be really proud of. We’re a formidable force that is making things happen.   This interview has been edited and condensed. This article is exclusively sponsored by the Las Vegas Convention & Visitors Authority. For more information, visit HERE.