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Agenda 03/26/2013 Item #16F7/'1 3/26/2013 16. F.7. EXECUTIVE SUMMARY Recommendation to approve three destination marketing positions from uncommitted FY 12 Cary Forward up to $250,000 for additional destination marketing staff in the Tourism Department and approve necessary budget amendments. OBJECTIVE: Approve hiring of three destination marketing positions and authorize necessary budget amendments. CONSIDERATIONS: As part of the strategic marketing planning process, the Collier tourism industry has recommended that additional uncommitted FY 12 carry forward funds in Fund 184 be invested in additional destination advertising and promotion campaigns in Florida and Northern feeder markets and to fund new tourism department staff. The Board of County Commissioners approved the use of uncommitted cant' forward funds for the above uses and requested that staff bring back the request for additional staff. Two of the new positions are direct face to face sales positions to promote the destination at trade shows, events and other sales opportunities. The third position is a sales and marketing support position to utilize social and, digital media channels to promote the destination. Contracting for these positions is not a workable solution. We have tried contracting with people to represent the destination at trade shows. But we find that the contacts they make must still be worked by our permanent staff, because these buyers want to do business with full time representative, not part time people. Destination sales are built on strong personal relationships and contracted services do not forge those important personal relationships. Each of the new positions has been recommended by the tourism industry and by the Tourist Development Council (TDC): • Up to $250,000 for additional tourism department staff in sales and digital media positions in Tourism Administration Fund 194. These positions currently exist in the Collier County Pay Plan and job descriptions will be modified slightly to the special needs of the Tourism Department. o Tourism Sales Coordinator - Grade 19 Morkina Title: Leisure & Association Sales Manaaer) The fully burdened cost of this FTE is projected to be $80,000. This position will incrementally generate tourist tax revenue in excess of $ 900,000 based on the direct sales efforts of our current tourism sales coordinator to influence the booking of group travel to our area hotels ($4.9 million in Packet Page -1060- 3/26/2013 16. F.7. group TDT in FY 12 x 20% of total influenced by CVB sales efforts). We n project an annual growth in visitation from this new position of 5 %, which will result in future growth in tourist tax revenue generated by these additional direct sales efforts. As a result, the Tourism Department will be able to continue to fund this position in the future. o Events and Marketing Coordinator - Grade 18 (Working Title: Sports Marketing Manager) This sports marketing staff member will be dedicated ip sports and event sales efforts, enabling us to attract a number of new events to our area. Based on the hotel room night production by our current shared sports marketing staff member of 10,000 hotel room nights in FY 11, and approximately 9,500 in FY 12, the new events attracted in FY 13 and beyond should generate approximately 5,000 incremental hotel room nights resulting in incremental tourist tax revenue of $20,000 ($100 average rate x 4% tourist tax). This new revenue, coupled with the resulting growth of tourist tax revenue from both sports sales and marketing positions the tourism department will be able to cover the projected fully burdened annual cost of $75,000 for this new position in the future. We project a 3% growth in tourist tax revenue from these sports marketing efforts in future years. o .Public Information Soeciaiist - Grade 16 (Working Title: Digital Marketing Coordinator) The projected annual fully burdened cost of this FTE is $60000. This position will save the tourism department approximately or 35% of the total of $185,000 in tourist tax revenue the Tourism Department currently pays annually to contractors to perform some: of these functions. Combining this cost savings with a continued growth in tourist tax revenue from increased social media marketing efforts, the Tourism Department will be able to continue to fund this position in the future. We anticipate the combination of these savings and tourist tax revenue will grow by 5% per year in the future. Staff has provided the attached overviews of the duties for each of these new Tourism Department positions. These outlines have been reviewed with the Cgilier County Human Resources Department and the formal Job Descriptions will be finalized for recruiting purposes within the existing Collier County Pay Plan. -FISCAL IMPACT: The annual fully burdened estimated cost for to three additional positions are projected to be Grade 19 - $80,000, Grade 18 - $76,000, Grade 16 - $60,000 for a total of $215,000 per year. Operating costs associated with these new positions is projected at $41,000. If these positions are filled in the next 60 days, the FY n Packet Page -1061- 3/26/2013 16. F.7. 13 expenditure could be up to 50% of the salary cost and the full amount would apply in FY 14. Pursuant to Board action on 2/26/13 item 11 C, additional unbudgeted carry forward in the amount of $250,000 has been appropriated into Tourism Administration /Promotion Fund (194) reserves. Funding of the proposed expenditures will necessitate a budget amendment, up to $107,500 in FY 13, moving funds from reserves into the personnel budget. ADVISORY COMMITTEE RECOMMENDATION: The Tourist Development Council reviewed and recommended approval of this action on January 28, 2013 (7 -1) and on October 22, 2012 (5 -2) respectively. LEGAL CONSIDERATION: This item has been reviewed by the County Attorney's Office. This item only requires majority vote and is legally sufficient for Board action. - CMG GROWTH MANAGEMENT IMPACT: There is no impact to the Growth Management plan with this action. RECOMMENDATION: Recommendation to approve three destination marketing positions from uncommitted FY 12 Carry Forward up to $250,000 for additional destination marketing staff in the Tourism Department, and approve necessary budget amendments. SUBMITTED BY: Jack Wert, Tourism Director Packet Page -1062- 3/26/2013 16.F.7. COLLIER COUNTY Board of County Commissioners Item Number: 16.16.F.16.F.7. Item Summary: Recommendation to approve three destination marketing positions from uncommitted FY12 Carry Forward up to $250,000 for additional destination marketing staff in the Tourism Department, and approve necessary budget amendments. (Jack Wert, Tourism Director) Meeting Date: 3/26/2013 Prepared By Name: GreenKelly Title: Tourist Development Tax Coordinator,Tourism 3/12/2013 11:48:51 AM Submitted by Title: Director - Tourism,Tourism Name: WertJack 3/12/2013 11:48:52 AM Approved By Name: WertJack Title: Director - Tourism,Tourism Date: 3/13/2013 5:40:01 PM Name: GreeneColleen Title: Assistant County Attomey,County Attorney Date: 3/18/2013 8:50:49 AM Name: FinnEd Title: Senior Budget Analyst, OMB Date: 3/18/2013 12:44:46 PM Name: KlatzkowJeff Title: County Attorney Date: 3/18/2013 1:40:51 PM Packet Page -1063- 1-0-N. Name: OchsLeo Title: County Manager Date: 3/19/2013 3:33:24 PM Packet Page -1064- 3/26/2013 16.F.7. 3/26/2013 16. F.7. TOURISM SALES COORDINATOR (Grade 19) — OVERVIEW OF DUTIES The purpose of this classification is to provide professional, sales and technical support to the products and services of the Tourism Development Department. Work involves sales promotions, solicitation programs, and support of the county's tourism effort. JOB FUNCTIONS The following duties are normal for this position. The omission of specific statements of the duties does not exclude them from the classification if the work is similar, related, or a logical assignment for this classification. Other duties may be required and assigned. Develops, monitors and evaluates annual sales solicitation programs with appropriate budget for both international and domestic groups, wholesale, corporate and leisure businesses. These sales programs should be driven by research and complement the media relations and advertising programs. Coordinates all promotions, planning and management of familiarization tours in compliance with marketing plans. Monitors and follows -up on sales leads that can result in increased business for Collier County tourism. Develops and maintains strong professional relations with the local accommodations and attractions industries. Initiates sales contacts by phone, mail, e-mail and in person to qualify and establish relationships with n prospective clients. Schedules and attends trade shows, industry functions and other events as directed. Assists Director in analyzing key market statistics in development of top - producing and opportunity markets. Coordinates sales presentations, site inspections, and sales blitzes to showcase Collier County in key tourism markets. Coordinates maintenance of sales tools inventories including collateral and promotional items. Provides meeting planners with information about all County resorts/hotels that meet the planner's specific needs and act as liaison between the planners and the hotel community. PERFORMANCE MEASURES 1. Growth in number of group meeting Requests for Proposals (RFP) received from potential meeting planners. 2. Growth in leisure travelers in slower months of the year. 3. Effective use of meeting RFP incentives to attract potential meetings to our destination. 4. Growth in tourist development tax revenue resulting from sales efforts to attract new or returning group meetings. Packet Page -1065- ^ RETURN ON INVESTMENT 3/26/2013 16.F.7. The fully burdened cost of this FTE is projected to be $80,000. This position will incrementally generate tourist tax revenue in excess of $900,000 based on the direct sales efforts of our current tourism sales coordinator to influence the booking of group travel to our area hotels. ($4.9 million in group TDT in FY 12 x 20% of total influenced by CVB sales efforts). With continued growth in tourist tax revenue generated by these additional direct sales efforts, the Tourism Department will be able to continue to fund this position in the future. Packet Page -1066- 3/26/2013 16.F.7. EVENTS & MARKETING COORDINATOR/TOURISM (Grade 18) — OVERVIEW OF � DUTIES The purpose of this classification is to plan and implement County -wide special events and to promote Collier County as a special events and sports destination. Employees in this classification will provide professional sales and technical support to the products and services of the Tourism Department. Work involves sports marketing sales and promotions, solicitation for future events, travel to sports and event trade shows, and support of the county's efforts to attract sports and other events. JOB FUNCTIONS Coordinates all promotions, planning and management of County -wide special events and /or sports events. Develops monitors and evaluates marketing and special events programs with appropriate budgets. These marketing programs should be driven by market research and complement media relations and advertising programs. Oversees the promotion of sports and other special events through newspapers, radio commercials, television commercials, flyers, posters, and public service announcements; designs, prepares, and distributes flyers and posters for special events. May create advertising and public relations campaigns that target sports events promoters and events rights holders of sports events. Selects events that match well with our County athletic facilities. Works closely with the Convention and Visitor's Bureau Public Relations and Sales & Marketing managers in attracting and hosting sports related annual meetings and events and publicizing our current n events. Works closely with other County Departments in planning and executing high impact and well thought out events that reflect positively on our destination and facilities. Prepares press releases and articles for local newspapers, periodicals, and journals; places display advertisements for the recreation section in local newspapers. Coordinates and administers event contracts with each individual promoter and facilitates permits and other usage criteria related to sports and other special events. Monitors and follows -up on sales leads that can result in increased business for Collier County tourism. Develops and maintains strong professional relations with the local accommodations and attractions industries. Initiates sales contacts by phone, mail, email and in person to qualify and establish relationships with prospective events clients. Schedules and attends marketing conferences and trade shows, industry functions and other events as directed. May involve travel to trade shows on periodic basis to meet with potential event organizers and follow up on those leads. Coordinates marketing presentations, site inspections, and sales blitzes to showcase Collier County in key tourism markets. Packet Page -1067- 3/26/2013 16.F.7. Coordinates maintenance of marketing tools inventories including collateral and promotional items. Designs and prepares departmental informational flyers. Provides event promoters with information about all County resorts/hotels, attractions, restaurants, and businesses that meet the promoters specific needs and act as liaison between the promoters and the hotelibusiness community. Develops "home grown" sports events by working closely with local sports promoters and sports organizations. Conduct meetings with them on a regular basis, and outreach to local sports groups to encourage them to become involved in the Sports Marketing programs. Assists Tourism Director in analyzing key market statistics in development of top - producing and opportunity markets. PERFORMANCE MEASURES 1. Attract at least three major sports and /or athletic events annually to our area such as fishing tournaments, wakeboard /waterskiing, lacrosse, beach and outdoor field volleyball tournaments, beach tennis, motorboat racing, flag football. 2. Grow the number of hotel room nights and economic impact to the local economy of all the sports events attracted and facilitated by the Tourism Department and the Sports Council and its members. 3. Provide month -to -month and year on year comparison statistics to the TDC and media on hotel n bookings, economic impact and return on investment generated from sports events. n 4. Assist in recruiting at least five new hotels and three new corporate partners annually to Sports Council membership. RETURN ON INVESTMENT A second sports marketing staff member dedicated to sales efforts will enable us to attract a number of new events to our area. Based on the hotel room night production by our current shared sports marketing staff member of 10,000 hotel room nights in FY 11, and approximately 9,500 in FY 12, the new events attracted in FY 13 and beyond should generate approximately 5,000 incremental hotel room nights resulting in incremental tourist tax revenue of $20,000 ($100 average rate x 4% tourist tax). This new revenue, coupled with the projected growth of tourist tax revenue from both sports sales and marketing positions will cover the projected fully burdened annual cost of $75,000 for this position and allow the tourism department to fund this position in the future. Packet Page -1068- 3/26/2013 16. F.7. PUBLIC INFORMATION SPECIALIST/TOURISM (Grade 16) — OVERVIEW OF DUTIES The purpose of this classification is to provide professional and technical support to promote the services and digital initiatives of the assigned department(s). Work involves creating and producing a wide variety of print material and web content which require the use of graphic skills and ability to maintain social networking sites; developing and posting original material for use in online and print campaigns, social media and television programming; and coordinating promotional campaigns and digital services for event programming and marketing. JOB FUNCTIONS Oversees all social media and digital marketing efforts and all enhancements to relevant websites on behalf of the Tourism Department. Coordinates all e- marketing efforts and maintains distribution lists for marketing purposes. Serves as department liaison to coordinate social media marketing program among all contracted vendors in marketing Collier County as a tourism destination through the use of all available digital marketing channels. Tracks and coordinates monthly reporting of digital marketing analytics from contracted agencies. Assists in providing information to the public. Assists with disseminating information during emergencies. Organizes and coordinates special events /promotions as assigned. Operates a personal computer, telephones, copiers and other general office equipment as necessary to complete essential functions, to include the use of desktop publishing, word processing, spreadsheet, database, or other system software. Researches and purchases equipment as needed. PERFORMANCE MEASURES 1. Growth in Social Media platform reach including level of engagement, social click thru rate and growth in key influencer mentions (Facebook "Likes ", Twitter interactions and re- tweets). 2. Timely enhancements to each of the tourism websites to reflect current campaigns. 3. Growth in e- newsletter measures for opens, bounces and opt -ins. RETURN ON INVESTMENT MEASURES The projected annual fully burdened cost of this FTE is $60,000. This position will save the tourism department approximately $65,000 or 35% of the total of $185,000 in tourist tax dollars the Tourism Department currently pays annually to contractors to perform some of these functions. Combining this cost savings with continued growth in tourist tax revenue from increased social media marketing will enable the Tourism Department to continue to fund this position in the future. 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