Sharing the idea of …

Reading is rewarding. Because we write this blog for you. We’re ENITED. We never stop discovering. We suggest ideas, devise strategies and serve as your sparring partner. We reveal new perspectives and provide support wherever we’re needed. Our motto is “Sharing the idea of excellence.” And we live that motto in our blog, our self-image and our daily business – in excellence that creates added value.

Rosa B. Reyero Miguelez

Let’s say I’m talking about …

Rosa B. Reyero Miguelez

Why there is the need to question and evaluate your destination on a regular basis.

“Let’s say I’m talking about Madrid” is a song of love and hate for this city, as described by its author, Joaquin Sabina. Knowing the good, but specially the not so good sides of your destination might help you reconsider or rediscover your USP.

While working on one of our consulting projects, concerning the development of a very engaged and exciting, emerging European destination, we were also asked to develop for the client a comprehensive list of business standards, both general as well as those more relevant to the development of their destination, in order to be attractive for International business events. I did not think much of it first, but as we were working on the content, it made me consider how strongly they wanted to be part of the top destinations in Europe. Only when you know what you are missing, you can do something about it.

Many of the well stablished European meeting destinations have the needed infrastructure for different size meetings, in terms of accommodation, congress centres, cultural and gastronomic offer as well as easy accessibility.

Clearly the number of rooms they have, or how many people they can fit in the plenary room of their congress venues will be relevant only when it comes to certain size meetings, making your destination “necessary”, but not unique.

Small and medium size meetings happen in much larger numbers than those so-called city wide and are also the backbone of the meeting industry. For these kind of events, there is a much greater number of destinations able to tend to their needs. The questions is, how are these destinations going to market themselves in the future? What is going to be their USP, for not been easily exchangeable?

It is pretty clear that, any emerging destination in Europe faces hard competition, when it comes to attract International business to their shores. But is also true, those are coming into the picture with a new mind set. By engaging experts to help them to develop the right assets and standards, and going through a serious self-assessment to find out their “haves and have-nots”, they will have the chance to start a new “destination” from scratch, fulfilling the actual client needs and demands. And they have the advantage of being new, fresh and to be discovered.


So I think is about time that many of those established destination stop following their perception of market demands, and start listening what the client is really looking for. Start by taking a real and deeper look into your city, discover its true assets, and open your ears when a client is telling you what you have and not what you think you have. Provide feedback to all your local partners about what they need to change or adjust, to become again a more competitive destination.

Some large business events might be forced to pick a destination out of necessity, but the meeting industry moves a lot more than that.

Getting some extra set of eyes & ears, from the outside, does help to take a better and realistic look at your destination.

You might find out that, it might not help to have an amazing public transport system, if that system is not able to understand the specific needs and to facilitate the travelling of 3.000 delegates to and from the congress venue during the four days of the event. Their trains might run every day like a Swiss clock, but that’s irrelevant for the event organiser.

And it goes beyond what the client expects and likes in a destination. It is about that special “thing” that makes your destination unique. That’s what the client really needs today, and what makes her/him choose you instead of other.

So be well-prepared when the client will ask you next time, what your true USP is and what sets you apart from all the other. Failing to do that will make you just another destination, easy to be replaced or exchanged the next time around.

Anna Sanchís Roca

Full Circle.

Anna Sanchís Roca

Rediscovering the Communities of Practice or Purpose (CoP).

As described by the Oxford Dictionary of the English Language, an Association is “a group of people organized for a joint purpose” or a “connection or cooperative link between people and organizations”. A community is “the condition of sharing or having certain attitudes and interests in common”. So basically, an Association is the result of a community willing to pursue their goals in a more professional manner.

So how come that today we are hearing all those talks about “transforming the Association world”, “rethinking the goals and purposes of their meetings” and “creating communities”? Wasn’t the community the very base of their union? Have we come full circle?

To answer that, I like to share with you the short anecdote of Professor Leone, which is based on a true story.

Professor Leone is a neuro-radiologist. She was fascinated by radiology during her studies. She found her life passion in studying the functioning of the nervous system. So she decided to learn and know more, to become one of the best. She did her PhD in that field, she became a Professor at University and as an outstanding member of the medical community decided to join the national neuroradiology association.

Her hopes were high: she would join the association to meet her peers, people like her, being passionate about what she likes: brains. She thought that within this community she would be able to engage with others on long, highly accurate and professional conversations on how to solve their own medical mysteries. She also wanted to get to know the big names in the field, but also she wanted to mentor the upcoming future eminences.

The years have passed by and she has seen how this big association has grown to be over- standardized, revenue driven and bureaucracy tangled. Doctors no longer meet for just the pleasure of talking to each other and exchanging opinions. They meet to get credits, to achieve points. Board members multitask, and in that multitasking they lose sight of the core values and purpose of an association. They join the association, not because they want to network, but because they want a certain certificate they can hang on a wall and demand a higher salary or a more reputed title. Professor Leone experiences how the gap between the seniors and the newcomers is becoming bigger and bigger every time. Seniors are in their board chairs; talking about how they can increase the numbers, what venues can they get to impress other seniors.

They are not willing to change their ways and listen to Professor Leone’s point of view. She wants to re-create that community feeling. She wants to give the newcomers an extra reason to join, besides all the certificates and the reputation. She wants them to join, because here in this association, they can give free rains to their geekiness, they can share and discuss. They can create connections that will turn into useful networks of professionals rather than single eminences on their fields.

So, what can Professor Leone do? Not much, you would think.

It takes more than just one person to change the minds and ways of an Association’s Board. It needs a change of mind-set in the whole industry, to open their eyes to new and different ways. Associations need to realise that without communities, there will not be associations.

To go back to a true community of purpose or practice, as an Association, you need to listen to what your members are saying. What do they want, what do they need and what is interesting to them. You need to give them back the power of decision and focus on creating a welcoming environment where they will be happy to share and happy to come back. You have to offer them a sense of purpose and make them feel not only wanted but also needed.

And it goes beyond listening to your members and the one specific, common field of interest. After all, a community starts with several individuals practicing the same interests and the same hobbies.

So if suddenly you realise that your target group is meeting with the purpose of talking about movies, perhaps you could incorporate that into the content-framework of your next gathering. Are they may be interested in gastronomy? Or in environmental causes? Any given person has several interests, not because someone is a radiologist it means that only medical topics will be of her interest. By observing what your members do and like, you will be able to appeal to their interests.

Taking a first step, perhaps next time the Board discusses budget matters, they can swap that president’s dinner for an all-member cinema night. Popcorn included.


Ivo Franschitz

Above all, a Facilitator.

Ivo Franschitz

On this blog, I am happy to report from our most recent engagement in a business event project.

For the 19th time in a row, we delivered successfully the overall Project Coordination for Coca-Cola’s communication & experiential marketing activities. It was an integral part of Austria’s biggest running sport event (with over 40.000 participants), the Vienna City Marathon 2018.

From the extensive range of tasks required from us, above all, the role & skills of a facilitator came first.

According to Samuel Kaner & colleagues (Facilitator’s Guide to Participatory Decision-Making): “The facilitator’s job is to support everyone to do their best thinking and practice. To do this, the facilitator encourages full participation, promotes mutual understanding and cultivates shared responsibility. By supporting everyone to do their best thinking, a facilitator enables group members to search for inclusive solutions and build sustainable agreements”.

That is exactly how we approached this project and accordingly defined the kind of engagement needed from us. We were moderators and enablers, but also mediators for the sometime difference of opinions and interpretations within the project’s team members.

As facilitators, we called on a wide range of skills and tools, from problem solving and decision making, to team management and communication. Always with the necessary respect for each other and the watchful awareness for the many layers of behaviour in a human group.

I am happy to share with you now the key elements for successful facilitation.

  1. The need for long-standing, actively managed & established working relationships.
  2. Taking one or two steps back from the “front-line”, for a better overview of the full picture.
  3. Thinking always several steps ahead, like in a chess game.
  4. Translating content & meaning into the right messages, for each of the project’s team member.
  5. Turning past experiences into knowledge & future asset.
  6. Strict timekeeping throughout the whole project.
  7. And last but not least: It’s all about the right team & Teamwork.

With that approach, we managed not only our client’s expectations, but more important, the understanding for our involvement in the right way and from the very start. Throughout the project, we were neither perceived as a classical buyer & seller of goods/services nor as a typical supplier of exchangeable commodities. And our relationship with all stakeholder involved was always at “eye level”.


For us, this latest example of ENITED’s project involvement is the definitive proof for a different & better world ahead of us, as a business event agency.

With that kind of approach and mind-set, we might have a chance to leave the still ongoing “cost”-discussion & argumentation behind. And we start to get recognized for the added-value of our involvement & engagement and not as an agency who is only a commodity trader.

Primarily we need to understand & accept the fact that any successful change starts within ourselves, by “rebooting” our chip, and keep spreading the right message, and foremost, living by it.

Rosa B. Reyero Miguelez

Hosted Buyer Program, quo Vadis.

Rosa B. Reyero Miguelez

No Trade show organizer can afford leaving the networking success of their event to pure chance. Generating traffic on the show floor is the key for this “matchmaking” between supply and demand in our industry, or so they believe.

The Status quo.

Over the last years, an increasing number of new formats and platforms, mostly smaller in size and with fancy names, offer alternatives to the established “BIG” ones on a global scale. Unfortunately, all of them are busy copying the same old “hosted buyer program”, with their promise of qualified & potential buyers to a great number of sellers & exhibitors.

The competition between those “matchmaker” events has become fierce, in some desperate last-minute search for potential buyers. It is high time for the organizer to start thinking about new and different ways to attract the right buyers to attend their show, instead of those from their competitors.
Adding value for the Trade show buyer and visitors by creating knowledge sharing & learning opportunities has become very fashionable lately, but does not solve the real and underlying challenge of time scarcity.

As long as any hosted buyer program is built on an apparent “sweet deal” where any qualified buyer gets their flight & hotel costs paid and in return brings their business potential to a selected number of fixed exhibitor appointments, it will not get better but worse, at every further event edition.

In reality, most hosted buyer programs turn very often into a “tour de force” for the participants, with rushing from one appointment to the next. An imposed and very tight time schedule does not leave neither room nor time for anything else, including the offered knowledge & learning sessions or some quality networking time. Enforcing those appointment commitments through exhibitor feedback and penalties might washout the few remaining “freeloaders” who made it through the qualification process by mistake, but it does not improve the status quo.

As consequence of it, a large numbers of eligible hosted buyers are now attending many trade fairs and other events as “ordinary” visitors, buying their access (flight & hotel) to remain master of their time. They are able to choose appointments according to their real needs, fitting into their chosen schedule while having the chance to interact and network during the time spent at the event.

The Future.

So how does a successful “hosted buyer program” look like in the future? How to attract the right candidates for the future of matchmaking in our industry?

  1. It is all about understanding the fundamentals from a buyer’s perspective, their behaviour, and the great challenge that is time scarcity.
  2. Yes to incentivizing participation of those pre-qualified buyers by covering their travel costs, but understanding that you are actually buying their time. However, buying their time does not mean you become their master.
  3. Their purpose of participation is not to fill the time-slots of the exhibitors, but rather the other way around.
  4. The smart exhibitor will understand that any contact is an opportunity for a business relationship, and not a business lead.
  5. Any successful & lasting business relationship starts with the right people interacting. That means not only the demand side needs to be qualified, but also the supply side. And boring, monotonous and one-sided destination, product & services presentations are the guarantee for failure. The Internet of things makes those antiquated selling propositions not only outdated but also almost obsolete.
  6. We all agree there is the great need for continuous learning, exchanging knowledge and ideas. But it needs to be Center stage, and not only filling empty and unsold exhibition space.
  7. It is not about creating a buyer’s & seller’s market, but building a live communication platform.

At the end, whether you are seller or buyer, you never know where you next serious lead for business is going to come from. Above all, the main purpose to attend such an event is to build and maintain relationships.

We do represent the live communication industry, so we should also live it!

Ivo Franschitz

20 Years, on a personal note.

Ivo Franschitz

Although I prefer to live in the present and look forward to the future, there are those moments in life when looking at the past gives you a great sense of achievement and huge satisfaction. Such a unique moment is happening right now. It is time for me to pause and make some self-reflection.

Personal Happiness.

20 years ago my partner Rosa B. Reyero Miguelez and I, decided to take our business destiny in our own hands, and became entrepreneurs.
It was in March 1998, after working already for some time in the Business events industry, that we started our journey of self-determination and independence.
With a healthy mixture of conviction, confidence and ignorance, and a lot of youthful enthusiasm and energy – In modern lingo you would call it “Having/Showing the Grit” to pursue and live your personal beliefs – we set out for our personal destination. Our aim, beyond and far more important than the standard benchmarks of success, was actually our personal happiness.


And what a journey it has been so far!
Countless experiences of joy & happiness, moments of frustration & disappointment, great opportunities & painful challenges. All of them part in our continuous learning curve in business. All of them reasons to get up in the morning, facing yourself in the bathroom mirror, and feeling good about what you do for living.

Honestly, Rosa and I, we could have done without a few and, in hindsight, have even avoided some of those moments. But in exactly those specific situations of disappointment, weakness and doubt, when we have realized that any pursue of personal goals can never be achieved alone. You need a team of like-minded people, who are there to support you and stay with you, for better or worse, and in good and in bad times.

We truly feel privileged to call on such a team of people, who we trust. We value their honest input and their view with different perspective. All of them long-time business associates and friends, both from within our industry and outside, with whom we have shared many of those moments & many of our stories.

Our conclusion after 20 years of those kinds of relationships: only by sharing your journey you will achieve your personal happiness.


Back in the present time, and looking ahead, with those extra 20 years “under our eyes”, we realise it is the continuous element of sharing our journey that provides us with the necessary energy & strength. Is exactly what we need for our recent company relaunch, our brand-new ENITED identity, strategy and the new path we are following in pursue of our personal happiness.

Concluding this personal note, we want to send a BIG thank you to all those business associates & friends. There is no need to start the name-dropping, because you all know who we are referring to. Thank you for your support, helping us to stay on course in our journey!

Rosa B. Reyero Miguelez

Stand up straight.

Rosa B. Reyero Miguelez

I am a woman. I have been working in various fields for the last 30 years, and the only working place where I have not been approached by a male in a higher position than me, with some kind of “lecherous propositions”, is where I work now: my boss is actually my significant other.

I am not sure if those encounters are the “rule” for women working in still male dominated fields, or I just happened to have bad luck. Fact is, it never crossed my mind to report it. I did not think it was something anyone else but me should deal with, and so I did. I took care of the situation – and lived with the consequences – as for every decision we take in life. I had my priories clear: my integrity came always before my job. And believe me, as a single parent I needed a job and a salary.

One of the first things putting women off reporting any sexual harassment is the fact that in most cases, there are no signs or means to prove what happened. Moreover, that applies to both victim and perpetuator.

It is, therefore, a double-edged sword. It is hard to prove it happened, but it can be equally hard to prove it did not. With a simple accusation, you can ruin someone’s career, reputation and personal life. For good.

Do not make the mistake of thinking these kind of false accusations do not happen. They do, and more often than what we would like to admit. And thanks to the Social Media, it might as well spread like wildfire.

There can be many reasons why somebody (alas mostly women) will use now this weapon as a way to protect their position or even acquire a new one. However, I am afraid this could lead to a much bigger issue. My worries – as a woman born in the sixties – are that we might will encounter a new “handicap” for receiving a job.

After all, we have been fighting for all these years … women of my generation were not easily given jobs, because they could get pregnant, generating extra hassle for the company. With what we have achieved so far, it would be now really stupid, if companies would not consider hiring women (instead of men), and when the skills are about the same, for the panic of been accused of improper conduct.

With this, I do not mean women should accept any wrong behaviour, in order to be given a job. Of course not, but I think we need to start dealing with our issues in a different way, and only bringing it to the authorities when it really is needed.

We also need to draw a line between harassment and abuse. My male colleague greets and hugs me every day when he arrives at the office, and he is not my husband, by the way. Sometimes he also tells me that he likes my outfit. I never, ever felt I was harassed in any form by his behaviour. However, one thing is for sure, if any of his gesture or words would feel wrong to me, I would say so. Directly, with no room for being misunderstood.

Women should stand straight and be fierce. If a colleague is making unwanted moves, women should be brave and make it clear that she is not interested. If a man in a higher position uses its power in order to get “favours”, a woman should stand by her integrity and refuse, and then report.

If a woman accepts an indecent proposal for fear of what might happen to her career, it only perpetuates this kind of uncivilised attitudes and behaviours. She becomes a silent, agreeing partner of that crime. Silence and acceptance will only backfire.

So do not make that mistake. Stand up, but stand up straight.

Anna Sanchís Roca

My very first time.

Anna Sanchís Roca

For over a year now I have been hearing about the ICCA congress. An event that, before entering the Business Events industry, I had no idea it existed. Of course, my first question was: what is ICCA? A congress of Congress Organisers? Who goes there? What kind of exhibitors attend? And the lectures? What are they about?

I had some pre-conceived ideas: I imagined a large ball room setup in theatre-style, deemed lights and one of this very long, very boring presentations on meeting capacities and “look how fantastic my venue is with XXX seminar rooms and XXX breakout rooms” mixed up with “my venue has the best catering possibilities and the coolest meeting ideas no one else has thought of”. Let’s be honest, I wasn’t really excited.

So, I packed my stuff (sure, I did not forget something black and white for the gala night that has a costume contest – beg your pardon?), put on my sneakers (apparently something called CAT night requires sporty outfit) and headed to the train station direction Prague.

Sunday morning first meeting: welcome to all first-time attendees and first surprise. I was not only one in a few, but one more in a quite large group! Around 500 newbies got offered the chance to meet and – I would say even forced to – interact and get to know other rookies. It might seem silly but, for some of us, it is hard to just go and introduce ourselves to a total stranger. So this kind of good morning skinny deep dive really helps break the ice and puts you in the mood for more.

Then off to the first lecture. And I call it lecture because using the word “session” is a bit of an understatement. I did not go there and listen to someone making a speech on some industry relevant topic but a professional, and expert on a field delivering a master class on a subject that could or could be not, directly linked to my professional activity. And this class is so well portrayed, so well explained, that you are really learning from it, taking note of every words and trying to apply it to your objectives.

In between lectures and sessions you get to meet new people, you exchange cards, you talk business and you go back to one of the halls, to listen to yet another interesting expert. If you wish you can check some of the exhibitors, get your LinkedIn profile reviewed for free or take a freshly made smoothie at the yoga lounge. Before you know it, it’s time to head to one of the evening events.

Speaking of, I found out that CAT night stands for the magazine that sponsors an evening of funny rivalry and that yes, it is possible to have a gala night mixed up with a costume contest. You just need some brilliant minds organising it all.

In four days I have attended sessions on self-development, the future of healthcare, types of personalities depending on nationalities and even story telling. All sessions have been different, entertaining yet highly educative and conducted by experts in the art of public presentations.

In four days I have been able to make over 150 contacts that truly matter to me.

And in four days I have stopped being an ICCA ignorant, to become an ICCA member.

Rosa B. Reyero Miguelez

Managing a hotel allocation. It’s much more than just commodity trading.

Rosa B. Reyero Miguelez

I started in the Meetings industry 25 years ago, when I moved to Vienna and since then I am dealing – among other responsibilities – with the hotel management for medium- and large-size congresses (up to 15.000 participants) in various European destinations.

In those days, before Internet made everyone aware of things we would have never dreamed about, the potential agency revenues of those size of meetings were amazing. Every supplier was ready to grant you a commission if you booked their venue, restaurant, and specially their hotel. The amount of revenues on commission staying three nights in your city in those days was enough to tell your client you could arrange the housing services of the congress “for free”.

These words were repeated for so many years that the associations, entrusting their housing services to their PCO’s, thought these were actually worthless. They never knew the actual volume of the revenue because no PCO was ever informing their client how much they were actually making, and how much potential their congress had as a source of revenue. 25 years later the picture looks a bit different. Fair enough, the associations now know that they can generate revenues and they expect part of it for their congress budget.

The problem arises when they think you get that money without effort, and expect a larger part of the pie than you are ready to share.

To properly manage the hotel allocation for a congress with about 4.000/5.000 participants can take over 900 hours of work, if the chosen destination is a new one. Of course, I am talking here about the professional management of a congress hotel allotment, where at the end of the congress all stakeholder involved will profit in one way or another:

  1. The congress delegates: They can rely on a selected allotment in different hotel categories in the city, secured at least one year prior out. This selection of hotels have been checked personally by us and have to meet certain expectations and standards, e.g. a location convenient enough to reach the congress center within a maximum of 30 minutes and fair rates (value-for-money) for their respective categories. We negotiate conditions that are fair for them, including guaranteed rates and realistic payment and cancellation terms.
  2. The association: Considering they are the ones bringing the business event to the destination, it is clear that they want to have part of the revenues produced by the accommodation bookings. It should be also clear to them that our services for accommodating their delegates, needs to be paid for. It is essential for us to put a clear and transparent price tag to our services. After our costs are covered, whatever surplus is left afterwards, of course, belongs to our client, and is only logical and fair that he gets it.
  3. The hotels: Clearly they want to maximize their revenues, never mind who is buying their rooms. You have to believe me when I say that from the 900 hours needed to arrange the housing for a congress, three quarters are spent on communication with the hotels. Contracting allotments, revising them almost on a weekly basis, informing them about the pick-up at any moment they ask, reducing allotments pro-actively and in-time to avoid wash-outs. Increasing allotments when specific requests arrive, monitoring the hotels web pages to avoid them selling the rooms for the same period at lower rates, and trying to convince them that it is a very short-sighted move, and so forth.


We are talking here about hard work, hours and hours of dedication, and this work has a value and a price. And it still pays at the end, if properly done.

Over all this time, we have managed to win the trust of all the people involved, including the hotels we work with. We have managed to provide housing services for the same associations many years in a row. Even if we will never manage to have all the needed rooms booked via the official congress allotment, those delegates who did, have become regular customers, over all these years.

It’s all about providing a service to our clients and their delegates. It’s about building trust in order to keep them year after year booking with the official housing agency. Because they feel secure and well taken care of, rather than just being a number in a pure money-making process … I guess is all about the personal relationship, after all.

While attending this year’s ICCA congress in Prague, just three weeks ago, it came again to my attention the challenge many Convention and Visitor Bureaux are facing when they are asked to secure a first hotel allotment for a meeting/congress taking place in their destinations.

If I can give them a piece of advice: try to understand the kind of event you are dealing with, I mean truly understand it. Then talk to hotels, explain to them what their benefits are by working together, rather than alone, and by really listening and learning about the specific needs of an event like this.

It means to be able to secure the rooms with fair rates, to block the amount of rooms and the kind of hotels that are truly relevant to the event, according to size, delegate types, actual spending capacities, etc.

Because in the end, it is definitely not a simple case of trading commodities and one of “one size fits all”!

Henrik von Arnold

I want it all and I want it now … for free!

Henrik von Arnold

“The Ingenious Gentleman Don Quixote of La Mancha” is back on his horse and leads another charge against windmills and bad habits in our industry. Get ready for it!

Is knowledge for free? Do years of investment in your own product development become a free commodity, just to be consumed by your colleagues and by your competitors? Without getting anything in return? Moneywise or by other means?

During the 15 years I worked at Convention bureaux in Sweden, this attitude kept stunning me. And it still does, as it continues to be a common practice nowadays. Just because they are colleagues within the same industry, CVBs take for granted to be informed and taught how we do things to be successful.

At the beginning we did this because we wanted to help a friend. However, after a while we stopped doing it as it was so obvious they were not ready to give anything in return.

My then employer was seen as one of the best-organized DMO in Europe; a brilliant vision, great plans for the future and a thought leader for local destination development. We welcomed on average 2-4 visits per month from other DMOs who wanted to learn and understand, and we were, of course, proud to be recognized. After a couple of years we decided to NOT do this for free anymore. It took too much time to prepare and organize these study visits. We realized we just gave away years of investment … for free. Therefore, we put a price tag on it. If I remember right, it was about EUR 2,500 for a day of in-depths presentations and talks. And –surprise, surprise! – suddenly we only had 1 visit per month. Our experience and knowledge was not of any value any longer.

I admit I loved doing the Bidding session at ICCA; helping and teaching about the bidding process to attract association business events, even before my time as a consultant. I was recognized as a professional and a bit proud. We actually have a word for this co-competition. OK, the audience pay through their delegate fee – which is mainly paying for the venue, lunches, technology, organizers costs, and for some keynote speakers – but not for the about 30-40 speakers from the meetings industry sharing their knowledge and experiences. Is this really sustainable?

Why should some destinations or companies invest hard work, loads of money, creativity, human resources, so certain other destinations can just reap the fruits of that effort? All under the common assumption of “well, we are colleagues after all and can you give me your best advice ….. for free”.
Why are we prepared to buy cars, cereals, hotel rooms, food, train tickets but we are not able to see the value of knowledge?

Now that I am working as a consultant – with some meeting’s industry experience AND from other areas, which could come in handy- has become clear to me. Very few are actually prepared to pay for education or for advice and support to have a speaking partner, apparently because

1. They do not see the value of it or
2. They think or know they can get the knowledge for free from a colleague.

Is there any other knowledge-based-industry working like this? Pharmaceutical? No. Car industry? No. IT? No. The Gaming industry? No. Not even the new-shared economy companies give their ideas and product development secrets away for free. So why should we?

I think it’s time that we start to value the experience and knowledge among our colleagues in the industry. Understanding that you cannot take for granted to make the big leap from little knowledge to expert without having to pay for it.

Ivo Franschitz

Transparency, for real.

Ivo Franschitz

For the last ten years, one buzzword (“Unwort” in German) has been part of almost any of my personal conversation with clients and suppliers alike. It has been the hot topic of many discussions and lectures. And it has served as the top argument of the alleged “Good guys” in our Business events industry. Transparency.

Without exception, everybody on the market’s demand side sees the continuous need for transparency, as mandatory criteria in their call for tenders or request for proposal (RFP). And like the nodding dog toy on the rear window shelf of your car, the supply side keeps on promising it every single time. Sometimes it is meant in all honesty and other times as a lip service only.

By definition, transparency is the capacity of outsiders to obtain valid and timely information about the activities of government or private organizations. We all agree on the definition. But let’s face it, in our real business life it is very rarely achieved, for a multitude of reasons and mostly excuses.

The big question remains. Why is true transparency so difficult to find?

Because transparency is neither a single feature nor a standardized application, but the sum of a simple formula.

Invested time + Relationship of trust = Transparency.

In addition, it needs the genuine and equal involvement from both sides, supply & demand.

Of course, there are always some suppliers who want to make a quick buck and see any business as a one-night stand. And there are many clients who cannot or do not care about it, as it would go beyond their job description within their organisation.

So what’s the chance?

Nowadays, many of our live communication efforts and business events have a substantial economic impact, with a great number of players involved, which are depending from each other. They also have an obligation towards many stakeholders and a responsibility to the society in general.

Hence, there is no alternative but to invest that extra time and to build those relationships of trust. Yes, even if it means that some of us need to reset their chip or update their business model to the latest version.

When the demand side of the market finally accepts that they are in need of services and not only graciously bestowing their potential business upon the supplier, and when they stop considering only answers and solutions which fit their preconceived opinions …

When the supply side finally takes the courage to get out of the rat race, stop doing business just for the sake of business and change their “the client is always right” business approach …

When both sides finally do not see purely the costs but the value of the services requested and delivered, when both invest the necessary time to build a business relationship of trust and mutual understanding …

… then we will reach what we have been seeking for some time, at the end of the rainbow. No, it’s not the Irish leprechaun and a hidden pot of gold, but true transparency.

For almost 20 years now, at ENITED, we have invested the necessary time to build and maintain that relationship with all our clients and partner, resulting in the transparency we all desire and value.

Our latest ENITED solution is again another proof that we live and perform according to those business principles.

Have a look and download our ENITED Matchmaker© Solution.

Let us know what you think. We love to receive your feedback.

Anna Sanchís Roca

Out of Control?

Anna Sanchís Roca

Who doesn’t like a good meal?

Regardless the situation, the financial status or even the emotional state, we are always up for a good culinary experience.

From the moment you are choosing a restaurant (maybe because someone recommended it to you, or you checked online where you should go, or you just passed by and decided to be spontaneous) to the time you are leaving the restaurant, you will try to enjoy every step of it.

You will read the menu, and see what it offers. You will keep in mind all the possibilities that are tempting you, and might decide to leave a bit of room for that delicious desert you have just seen coming to the table next to you.

You will look around and see if the restaurant has the decoration you expected, if the staff is being attentive and effective as it should be in a good restaurant, and you will look around and see what other kind of customers the restaurant is attracting.

Why are we so picky when it comes to evaluate our gastronomic experience and not when it comes to administrate our tourism options?

We should manage our destinations just like we would manage a good restaurant. Think of the people you want to attract, to make sure you have what they need, what they expect. Pay attention to details, make sure that the customers are looked after. Train all personnel towards a positive, welcoming attitude, but also train them to say no. You wouldn’t allow a restaurant’s guest to sit on the floor shirtless and yelling at other guests, so…. why would you allow that in your city?

And never, ever, try to sell more than what your restaurant and your chefs can deal with. You can have the best location, with the top chef of the moment, the nicest clientele and the most exquisite decoration. But if your staff is constantly under pressure for the avalanche of customers, if the kitchen is running out of ingredients for over demand and if you pile up dinners to fit in smaller overloaded places, your restaurant will eventually face bad reputation and plenty of complains.

That is what cities like Amsterdam or Barcelona will soon have to deal with. They both became extremely popular not only in the leisure tourism but also for business events (e.g. congresses, meetings and conference). The constant increase on their visitors per year is making locals abandon certain areas of the city. Some can’t afford to rent anymore, some can’t deal with the nuisances of weekly neighbour changes.

In the long term, this will lead to a modification of patterns in the city, changing the very same thing that attracted tourist in the first place.

Venice is a perfect but sad example of what will happen if this massifcation of tourist attractions is not studied, regulated and managed properly.

And it must be a common effort. Government, local authorities, businesses, venues and hotels must put their brains together to ensure that in the years to come, our 3* Michelin restaurant will not become a side-road, deep-frozen-pizza stall.

Henrik von Arnold

Perception or Reality?

Henrik von Arnold

Where does my destination stand? Or rather my convention bureau? Or my event venue(s)? Is my destination fit for the World of Business Events? Does my destination have the right assets and standards and not just the appropriate infrastructure and commodities compared to other cities, to be able to attract and compete for international business events?

In my opinion, it is absolute essential to self-reflect from time to time. To pause in our daily rat race for business and stop our “Copy & Paste” efforts from the leading destinations. Of course, to benchmark and learn from the top performers is helpful, but there are no all-purpose remedies.

For me, there are two good arguments for engaging in that moment of self-reflection.

  1. For NOT getting lost in your tactics and lose sight on your strategic and future directions and development of your destination.
  2. For NOT letting your own perceptions cloud your sense for reality.


In our continuous engagement with the market, we have heard it many times. To remain true to oneself, a consistent form of self-assessment is fundamental.

Those who conduct that exercise, they do know how good their standards really are and what they can offer as assets that truly matter when approaching clients to be. They are able to enhance their stakeholders understanding for the business and the willingness to support their activities. Those destinations have a much clearer picture for what they have to do better or change, to become or remain a major player in the business events market. And, therefore, can apply proper methods of solution, fitting to their specific needs.

ENITED Business Events has already been a competence partner in such a self-assessment exercise, on a countrywide project.

With our ENITED Survey© solution, we have designed the tool-set, provided our expertise in the execution & evaluation and shared our knowledge in the suggestions for tailor-made answers.

Through the ENITED network of Excellence© we are also keen on supporting you, to find out who and what you really are. And in helping you to improve your standards, and your business.


Ivo Franschitz

Share your Passion.

Ivo Franschitz

I like to take the time and this blog to pick-up on my line of thoughts from December last year (The Year 2016. Through the rear-view mirror.).

It is about Connecting, Engaging and Creating solutions. Always a joint effort of people, whether a few or many, who possess first and foremost one special trait: a true passion for what they do and how they do it.

Because it always starts with the WHY.

Living in an ever-expanding and complex information world, we surely can agree that pure knowledge exists in abundance. More than we will be able to consume and digest in a lifetime. Trying to grasp it feels many times like a Sisyphean task, and a trap we do fall into over and over again.

We are always inclined to ask for the What and the How first, in an attempt to comprehend and make use of any piece of knowledge.

Yet, the most creative innovations & solutions are the result of posing the fundamental question: Why. It is the driving force for connecting the dots and gaining new perspectives. Sure enough, it does always happen in the company of people sharing a common passion, creating the special glue for building those successful networks.

ENITED Network of Excellence.

Also our Business Events industry is following in the footsteps of Sisyphus. It has become a place where often Copy & Paste solutions and a Commodity trading attitude are the new norm. There is not much room left for the passionate side of our business. For me that is very saddening and alarming, as the core of our live marketing & communication work is all about emotions and experiences.

We, at ENITED, take great pride in living that passion every day, and share it through our own network of excellence as well as our ever-increasing number of ENITED solutions. These are our answers for tomorrow’s challenges our business event industry and their stakeholders will face.

Download the current list of our ENITED Solutions. Have a look. There might also be something in it for you.

As always, we love to hear from you and appreciate your feedback.

Anna Sanchís Roca

Open your Mind, open your Books.

Anna Sanchís Roca

Most of us think that, after college, we would not have to learn from books anymore. Those tedious hours listening to the Professor are over, and that, thanks God, we no longer need to write reports or participate in group projects anymore.
Even more, the sole thought of having to attend one of those mandatory sessions would repel us. Sure, College time was great too, but now we are adults, we are formed, we know about life.

But the truth is, we never stop learning, we should never want to stop learning. We live in a world that is constantly changing. Younger generations are born knowing everything about technology, and the pace of which they are evolving is sometimes way too fast to catch up with. Every piece of quality information should be cherished and nurtured and whenever possible, applied to real life.
Perhaps there were things back at the University that you wanted to learn more about, but it was not part of the curriculum. Perhaps it was not even related to your studies! It might even be that you are currently working in a field you did not prepare yourself for and now you wish you had.

When I heard about Coursera.org I was a bit sceptical: University courses that can be done from my home or phone without missing travel time or having to pay a high tuition fee? Did not seem very reliable. Then I saw some of the big names backing up this platform: Stanford University, The University of Tokyo, UCSF or ESADE? Curiosity kicked in.

As a Project Manager in the events industry, I thought if I could take a single course that would have an immediate impact on my work profile, what would it be? What knowledge am I lacking that would bring a plus to the team? Will all this learning be compatible with my work life?

At ENITED Business Events we have always been encouraged to learn more, to use our work time not only for client-based projects but to read and try to absorb as much information as possible. Because we are not only event coordinators, we are also consultants and mentors. We offer our clients not only our support, but also our knowledge. The more we know, the more we will be able to share.

And that’s why, at 32, I started to learn again.

Anna Sanchís Roca

The Sense of Accomplishment.

Anna Sanchís Roca

Mission accomplished!

There is nothing more rewarding than accomplishing an ambitious goal, overcoming a number of obstacles and challenges. The sense of satisfaction and pride is a very personal one. Very much like reaching the finish line of your first marathon race, after completing the 42,195 km.

We find the analogy to the world of sports specifically fitting when applied to our achievements with two of our latest, international business events projects: The Special Olympics World Winter Games 2017 (see our previous blog “The Power of Inclusion”) and this year’s edition of the Vienna City Marathon.
Both events took place within four weeks, both times ENITED provided consulting and coordination services to one of our long-term client, the Coca-Cola Company.

For those two very complex business events, we covered a range of services in different areas, such as content design, lead project coordination, hospitality programs, logistics management, etc.
However, our most important contribution to both projects was the overall guidance and care for the necessary, good relationship between all involved stakeholders. This is a must-have when dealing with such large and complex events, and it is one of our core competences and part of our ENITED consulting portfolio.

To build and maintain those relationships requires a special set of skills. The knowledge & experience, the people skills & empathy, the trust & willingness for cooperation, and the patience & endurance for going the distance.

Coming back to the sport’s metaphor, it is much more of a relay than a single heat and more of a joint effort than a single performance, to experience that sense of accomplishment.

We at ENITED take pride in living and sharing those accomplishments.

Rosa B. Reyero Miguelez

ENITED Facebook Page.

Rosa B. Reyero Miguelez

Thank you for being a friend!

One of the many good sides to have Millennials working at your company is the bluntness when giving you their opinion concerning social media. No room for interpretation here. When we asked our younger colleagues what they thought about Facebook, their answer was: You are not on Facebook, you do not actually exist!

And so, we have changed our mind, after years of thinking that from all Social Media platforms, Facebook was not the one ENITED Business Events needed. ENITED does exist and has now its own Facebook company page!

We have seen the changes in the pattern along the short live circle of this specific platform. From a must have with as many friends as possible at the beginning, to “unfriending” radical or boring posting of so-called friends, to just keep a real network of people we enjoy communicating with.

As in real life, coming to a new city or neighbourhood, you first need to try out lots of people, before you come down to the selection of friends you enjoy having around at one or other occasion. From the original vast number of acquaintances, you may reduce it to that manageable number of friends you can keep-up with, you enjoy their company on more or less regular basis and most important, to enrich your life.

The ENITED Facebook company page cannot have friends, but can have followers, and people liking it. We will do our very best to keep this page in a way that anyone following us, liking us, will do that because they actually mean it. Our pictures, comments, postings and all the content we will place on this page should be interesting, funny, lively and inspiring. So we will get lots and lots of followers & “likers” who will never think about “unfriending” us. That Is a promise!

However, in order to produce that amazingly interesting content, we would like to count on your help. We invite you to visit the page, like it (if you do) and send us your feedback (also about what you do not like).

And if you decide to follow us, remember that this page is a friend’s platform after all. We always trust and very much appreciate the opinion and suggestion of a good friend.

We invite you to act as one and follow our new ENITED Facebook company page!




Ivo Franschitz

The Power of Inclusion.

Ivo Franschitz

Every Business event we are involved in leaves always its personal footprint with me. Mostly a goody bag of impressions and emotions, created by all kinds of encounters and experiences. And most of the time lasts only for a short while, before my “memory chip” gets overwritten again with newer and more imminent data.

There are, however, some exceptions. When all the emotional sensors which still define us as human beings are touched, in the most authentic and honest way.

One of our current projects offers me one of those truly remarkable experiences. The Special Olympic World Winter Games (SOWWG) 2017 taking place this year in Styria (in Schladming, Ramsau and Graz), from March 14th to 24th.

As a project coordinator for Coca-Cola (Founding Partner of the Special Olympics movement), our team participates in that unique sport event, exposing us to the powerful idea of inclusion.

Each and every encounter with the SO organisation team, the athletes, their coaches and families, the fans and supporters and the media involved, is a truly authentic human experience. Everybody feels very proud of the opportunity to sharing those moments.

Live Marketing at its best.

Only through face-to-face communication, these kinds of special experiences become available. It needs the unique platform of a live event to create the appeal and authenticity of the intended message. Especially, if the purpose and goal is spreading a common message of social responsibility and good citizenship.

Only when the essential engagement of all involved stakeholders take place, including those who represent the good cause and are the beneficiaries of that social engagement, these messages become alive.

By far, stronger and more effective in its call for action and, in the end, far more efficient and lasting in its results than any other marketing & communication tool.

Rosa B. Reyero Miguelez

IN- or OUTsourcing? The Future of Business events.

Rosa B. Reyero Miguelez

Already eight weeks into the New Year 2017 and right from the start we have been busy with several business events in Austria. I like to mention just two of them, as they are pertinent to this blog. A high-end, exclusive customer relationship event for selected guests, requested by an Austrian organisation in the field of Medicine, and one of the biggest international sport movement for people with intellectual disabilities, the Special Olympics International. This project, the SO World Winter Games 2017 will take place in Styria in March. Stay tuned for more on that unique event in one of our upcoming blogs.

On my blog of today I want to pick-up on the ongoing debate about OUTsourcing versus INsourcing, when it comes to Business Events. About finding tactical solutions versus creating strategic opportunities. In our fast and ever-changing market, these two options need a special consideration.

The classical OUTsourcing approach of many event owners and event organizers might appear to be still the most convenient and cost-efficient solution, due to the scarcity of resources like time & money. We are of the opinion that, this option is a quick and foremost short-term fix for a tactical challenge. Driven by the need for reducing cost & maximize time efficiency, the creative, innovative and quality side, however, becomes collateral damage in the process. Many times, the decision to outsource leads to a loss of control over the content, process and final result of the project.

On the other hand, INsourcing entails bringing content and process handled by third-party providers, into the client’s house. It implies that outside experts are hired as consultants and the internal staff thereafter implements their recommendations. It also means getting the necessary knowledge and experience in-house before deciding to outsource, if necessary. This permits the event owner to maintain control of the project and the outcome.

More and more of our clients see us as the consultant who brings that external knowledge and experience in-house, for the whole content & process of a business event. From the initial definition of purpose & content, the creation & design, the decision on resources and process (e.g. bid counselling), to the planning & execution.

Both our above mentioned projects are just two good examples of how the subjects of knowledge and performance management are slowly changing.

After our company relaunch two years ago and the consequent start of our ENITED journey, we have created our own Consulting solutions, in anticipation of these changes.

At ENITED, we are very proud and well prepared to provide the business events solutions of tomorrow. Today.


Ivo Franschitz

The Year 2016. Through the rear-view mirror.

Ivo Franschitz

The Christmas holidays just past and only three days left until the end of the year. Looking around me, driving in a car, I notice the holiday season in our city is still in full swing. A mixture of hectic and calm at the same time, finally sprinkled with the first snowflakes.

When taking a glance into the rear-view mirror, a moment of realization: another 12 months have passed, with the speed of light … or so it feels.

In this final ENITED blog for 2016, I like to share with you a couple of our special moments and my very personal highlights of this year.


Into our second year after our major change & relaunch of our company, we felt sometimes like being the new kids on the block, although we have been around for “a while”. Connecting the well-known faces of our ENITED team with our new company brand was one of our goals this year.

With our 1st birthday celebration in February and several other activities throughout the year, e.g. the participation at the annual ICCA Congress (one of the most important global events in our own Business events industry), we have created those connections on multiple levels. As a whole our team represents extensive market & business experience, in the fields of destination & venue development and marketing, as well as association and corporate meetings coordination. A unique and valuable mix of skills, which our potential clients have started to recognize. We proudly report “Mission accomplished”.


The engagement with people, the magic of connecting with others, the experience of sharing ideas and visions. All that is for me the basic as well as the key to create learning opportunities and knowledge. That’s what drives and energizes me to stay the course and keep true to myself, in challenging times.

Per Schlingmann (a Swedish thought leader & futurist) described so well the term of wild knowledge, which is only created through the engagement & interaction of people. Everybody of us carries individually a vast pool of information and an ever-growing amount of experiences. But only when we get together and interact, we create that unique set of knowledge by sharing and learning from each other.

Creating solutions.

As a result of connecting and engaging with people, we have in the last 12 months designed and implemented a number of ENITED solutions, including the recently announced Workshop Series. And there are many more of them already in the “pipeline”. So stay tuned. Let’s continue the conversation!

We wish you all a joyful New Year celebration and a great start into 2017!


Blog from a guest

Sharing knowledge. The ENITED workshop series.

Guest Blog by Elisabeth Hansa | Owner of Support & Strategy on Demand

I have known the team behind ENITED for several years now and I have experienced the intense rebranding and change process. Although many things are different today, there is still one maxim the team lives today more than ever: SHARING.

ENITED Workshop Series

This time we emphasize on sharing knowledge, working more on tailor-made solutions for each organization, offered through our new Workshop Series.

The ENITED team and me, we presented together with big success, the newly created Workshop Series at the annual ICCA congress in Kuching, Malaysia. The idea behind is to offer different modules for international CVBs, venues and other suppliers in the meeting industry. The main aim: supporting destinations and all partners to maximise their common performance and increase their business by a highly professional approach towards clients and stakeholders.

Unique Team

The main advantage for future clients results from the team´s expertise: Rosa B. Reyero Miguelez & Ivo Franschitz, with the core competence in meeting management, Henrik von Arnold, with vast experience in Convention Bureau development, Julija Palatin, Marketing and Social Media expert and me, Elisabeth Hansa (Owner of Elisabeth Hansa Support & Strategy On Demand), with over 30 years know-how in venue management and sales, are offering tailor-made workshops for the benefit of destinations, venues, politicians and other stakeholders involved our industry.

Your choice

Another advantage of this innovative knowledge transfer is the modular system: clients can choose from a broad selection. We offer support for Marketing, Sales, Venue Management, Destination Management, the role of CVBs, Acquisition of new clients, RFPs and Event Management. We develop workshops based on the wishes, needs and possibilities of our clients.

The workshops themselves are subdivided into knowledge levels 1 and 2. Knowledge level 1 is designed for people with less experience in the meeting´s business industry, between one and three years of working experience. The target group of knowledge level 2 are advanced employees or CEOs with more than three years of working experience and a deeper insight in the business´ basics. Together with the client we decide on the level and the different formats that individually suit best.

Great Ideas

The Workshop Series were very well received at ICCA in Kuching. We enjoyed really good talks with prospective clients and a lot of compliments for the good idea. For us it is the greatest joy to see our services have great impact and are of high relevance for our clients.

Henrik von Arnold

ICCA Congress 2016. And what is left from it.

Henrik von Arnold


The ICCA congress 2016 is now finished – anyway the event in Kuching itself. Now the conversation continues on the news that were presented, the seminars you attended, the brilliant speakers, the old and new contact you made and what you actually learned.

One of the innovative sessions that were organized was the annual Destination Marketing sector meeting, where all ICCA members connected to destination marketing gather for an hour or two to be updated on ICCA news and listening to and discussing core issues within the industry.

This year ENITED Business Events suggested ICCA to take this session a bit further, creating an Open Session, and to our joy ICCA accepted.

Together with the Swedish event technology company Trippus Event Solutions, we invited all sector members to tell us what their challenges were. We got about 45 different suggestions which we sent out to the same group of people, asking them to make ONE challenge they wanted to discuss.

Based on their wishes we formed thirteen groups with maximum 15 participants in a session called “Challenges and Solutions”, and by text messages they were informed to what group they belonged and who was their moderator.

The subjects of the challenges was everything from “How building a meeting ambassador program”, “How to connect governments to key sectors in relation to congresses?”, “How can we on a city or country level address sustainability in connection to meetings?”, “Realigning the expectations of the associations to be more realistic in their demands on destinations” to “Do destinations bribe associations to get the meetings? What is supporting and what is bribing?”

Our Challenge was: Not 130 persons showed up at the session, but about 250. The Solution: We formed twin groups, and they were discussing their challenges for about 45-60 minutes. The groups also wrote reports on solutions which we now gather and distribute to all the participants at the session.

“Why haven’t we done this before?”, “Best ever”, “Prolong the session to two, maybe three hours”, “Well done” was some of the comments and suggestions for improvement we got.

We like to thank you ICCA who dared to try the Open Session model, The Trippus Event Solutions who made it technically possible, and the moderators who made a great job – and of course all participants not passive listeners this time, but sharing their challenges and their solutions.

Anna Sanchís Roca

Size does not matter, planning does.

Anna Sanchís Roca

When planning an event we always try to foresee all possible issues that might happen. We plan ahead in order to avoid delays with our services. We try to be one step ahead. We order our material well in advance to make sure that nothing is out of stock – although we probably have already an option B lined up, we check rules and regulations, bureaucracy procedures to avoid our items go missing. We make several site inspections and take pictures and measures of all surroundings to ensure that on “the big day” we know by heart where can you plug your phone for charging, where is the poster area, where can you have a freshly squeezed juice or, of course, where the toilets are.

It is our job to have everything under control, to give the best.

In some events, like the past 61st edition of Distripress meeting, all the checking is much needed due to the varsity of factors that could alter the outcome: an internal change within the basic structure of the organisation, a relocation of the Headquarters, a brand new software and of course, the coordination of three different centrals (London-Vienna-Dubai) … the more factors, the higher the risk.

Despite being a relatively small event (approximately 600 participants) it was a clear example on how a petite meeting turns out to be trickier to handle than a larger one. Something that might seem logic and necessary in a large congress, suddenly becomes useless on a smaller size and the other way around.

That’s why having a good team makes all the difference.

How can someone know what is the best option? Experience and only Experience can tell. Thanks to that, and some natural intuition, the meeting that looked as quicksand can end smoothly unfolding into a nice, busy week full of success.

Eat. Sleep. Repeat.

Just three days after Distripress 2016 took place, the ENITED team jumped on a plane to their next destination: EANM 2016.

In this case, we handled all housing services, over 6000 participants on the spam of a week in the beautiful city of Barcelona. Once again, we had to plan – well – ahead: being such a large congress you must expect the unexpected. This time, however, there were no surprises, no internal changes, and only minor day to day modifications on a project that developed as planned.

When you sign up for a project you never know if it will face some difficulties while on the planning, or perhaps at the execution or – in the best of scenarios – it will run smooth like silk from start to end. This is why, regardless the magnitude of the event, surrounding yourself with a team that has knowledge, hands-on-experience and ability to think fast, to find solutions and to maximise the results is indispensable to guarantee the success and satisfactory outcome of any business event.

Guest Blog

The Association Academy – Part Two.

Guest Blog by Gernot Marx | Head of Salzburg Convention Bureau

Salzburg: the place to be for further education.

Salzburg will be host city to the very first Association Academy ever, created and organized by ENITED Business Events Vienna. We are very proud to be the Sponsoring Partner to this innovative concept, gathering creative heads from all across Europe in our beautiful city. The Association Academy gives attendees the opportunity to not only speak about topics which really matter to them in daily business life, but also puts them in the role of teachers and students at the same time.

This is not an ordinary Workshop

The format of the Association Academy focuses on open, user-generated, participatory and new technology-based learning: the content is provided by the participants, as they are actively involved and connected during the workshop. This is managed by especially customized meeting´s technologies, enabling all participants to benefit from the latest digital developments in this industry.

Best learning effects in the centre of Europe

Salzburg is the ideal destination for meetings. Not only logistical aspects make Salzburg favorable for your participants, but also the spirit of the city leaves a great impression to its guests. During the Association Academy you will get plenty of chances to discover our beautiful city with its mixture of tradition and modernity. In Austria we say colloquial “Food brings people together”, which means you will not only enjoy the delicious food during the Eatodology experience, but also get great connections and friends.

Participant Number limited to 50

We are delighted to invite European association’s staff & middle management and/or executives from small and medium sized European associations to register for the Association Academy 2016 from the 5th to 6th December in Salzburg, Austria. But of course, anyone from a European association is welcome to attend. But be quick as the participant number is limited and most of the attendees already profit from the Early-Bird rates valid until October 15th.

Please find the information and registration form under: The Association Academy 2016

The Salzburg Convention Bureau is very much looking forward welcoming you there.


Anna Sanchís Roca

ENITED presents their own Workshop series.

Anna Sanchís Roca

The ENITED team has been very productive over the summer. Not only have we been working on several B2B event projects, but also developed several new ENITED solutions we will launch over the coming months. Among them the WORKSHOP SERIES, learning sessions consisting of different topics and levels, especially designed for the teams of Convention bureaus and their partners and members, venues, politicians as well as other stakeholders of the City.

After decades of working together with lots of representatives from Convention Bureaus and Governments, it was just the right time to share our knowledge in a wider sense. With an extremely fast changing environment of “information everywhere and anytime” and the steady development of new destinations and regions, we are facing a new world of competition. The answer on how to prepare for this tough environment is simple: Steady learning.

The ENITED Workshop series not only addresses different target groups, it also acknowledges different experience levels among participants. We differentiate between employees with less than three years of working experience and those with more than that. Furthermore we wanted to offer new, more flexible and motivating workshop formats: Bar Camp, Business Games, World Café, Round Tables not only sound far more appealing than ordinary workshop formats, they also lead to a better learning effect.

Before the workshop itself, we also engage in the so-called Pre-Event Activation, questioning interested participants BEFORE the main workshop in order to customize it the best way possible.

We hope this short introduction left just the right amount of curiosity and tension. We are very happy to introduce you soon to the details of the ENITED Workshop series and are happy assisting you with your questions to it.

Henrik von Arnold

Skelleftea, 2019.

Henrik von Arnold

Once again ENITED Business Events has been asked to be the sparring partner to a conference venue in the making.

THE “KULTURHUSET”, (a multi-functional venue) in the City of Skellefteae in the northern part of Sweden, will be ready to inaugurate in 2019. It contains a new library, two art galleries, a theatre, a guest stage, a hotel with about 200 hundred rooms, a spa, a restaurant, banquet facilities AND conference/congress facilities for meetings up to about 1,000 persons.

In PHASE 1, ENITED has gathered its team of excellence to contribute with their knowledge and experience by checking short comings for the meeting parts and, of course, suggest good solutions. It includes everything from entrances, people flow, cloak rooms, mobile catering stations, goods handling, validation of meeting facilities, security etc.

PHASE 2 will consist of more in depth analyses on how to accomplish the best solutions on the infrastructure, logistic wise as well as regarding the choice of soft- and hardware for the meeting facilities in the KULTURHUSET.

The company behind the winning concept is one of the most international distinguished architectural Swedish firms: White Arkitekter.

Anna Sanchís Roca

Recently in Copenhagen.

Anna Sanchís Roca

I had the pleasure to be invited to Copenhagen thanks to a FamTrip organised by the Copenhagen Convention Bureau. I was very interested as my peers reported on a great concept the Nordics have created: the MEETOVATION!

Besides the logic approach of understanding the language joke – meeting + innovation- I did not really understand the fuss about it. Of course, Copenhagen is a great destination – the design, the organic food- but let’s be honest, it is not famous for its good weather. How can you offer incredible experiences if you are at -5 degrees outside with the sun appearing only 6 days per year? A challenge for every Spaniard.

Well, I must say, I have never had so much fun indoors! From the day of start we were welcomed by an amazing staff, full of splendid ideas on how to give that “je ne sais quai” to each of your meetings… and the weather was the last thing I was thinking about!

They planned a route all over the city involving hotel suppliers, catering facilitators, touristic activities and a lot of freshly cooked “organilicious” meals in such a dynamic and interesting way that I felt guilty. Guilty? Yes, guilty. I couldn’t believe that such a business-must-do visit could be so enjoyable and eye opening. I was invited to join a rickshaw tour and to lunch at the Papiroen. The convention staff even arranged a cocktail contest for us in order to get to know the facilities of the Tivoli Hotel: we had to look for ingredients all over the place – meeting rooms, suites, executive lounge – that is a way to turn an ordinary hotel inspection into a memorable experience. And suddenly I started to grasp the idea of MEETOVATION.

On our second morning we stayed at the hotel for a workshop: “the meeting designer”, or how to think beyond common boundaries, how to expand your mind to get the most out of a meeting, to involve all parts to create a project that will guarantee an unforgettable experience to the client. MEETOVATION! Broken-down, explained step by step, ready for me to take in and bring home.

The MEETOVATION idea really inspires me and reminds me of our mission at ENITED. Every kind of project deserves our full attention and we are doing our best to make it very special and sophisticated. We embrace all ideas as a source of inspiration to apply them in our daily work.

This is what Copenhagen has taught me. And I am glad we are feeling the same way at ENITED.

Anna Sanchís Roca

The Association Academy.

Anna Sanchís Roca

Changes stand for opportunities, not only within our company, but also on the customer side. If you are open-minded and prepared to do different things AND do things differently, changes are also chances.   By saying that, I refer particularly to the world of associations, where major changes are going on – continuingly. Some are heads-up, prepared to a different environment and can act and react on it. But unfortunately, many associations do not have the resources to see and do the changes.

The team at ENITED has been working together with associations for many years, as service providers and as consultants. Together with the help of Salzburg Convention Bureau and The Crowne Plaza Hotel, we have decided to launch the first ever “Association Academy” in December this year. The Association Academy is an educational platform for all kind of associations, particularly addressing the staff and middle-management at the smaller and mid-sized associations.

The idea behind it is to gather a certain number of representatives from European associations, who share issues, problems and experiences in a 2 day workshop. On purpose there is no ready-made program, but the participants themselves are the creators of the program. With this, participants learn from and teach each other at the same time. It assures that only topics, which are really important, are dealt with and, compared to ordinary lectures, highly improves the learning effect.

It is a new approach of crowding people from different associations together and making people see further than one´s nose. The USP comes from the participatory engagement of participants: By connecting them with modern technology and encouraging their teamwork, they can settle the content to be discussed themselves. Together with Green Hat People, one of Europe’s leading companies in Active Learning, participants are well guided through this intense workshop.

The Association Academy first takes place on December 5th to 6th 2016, in a Christmas dressed Salzburg, Austria. As the participant number is limited (max. of 50 people), please register soon! Registration forms will be communicated via email by the end of August. If you are already eager to know more, please contact us directly via welcome@enited.eu.

Ivo Franschitz

For once, centre stage.

Ivo Franschitz

For the second year in a row, the Austrian Live Marketing industry has come together very recently, to celebrate some of its leaders and masterminds in the Austrian Event Hall of Fame, during a glamorous and entertaining Gala evening.

Initiated and organized by the Event Marketing Board Austria (EMBA), the Austrian Event Hall of Fame recognizes the innovators and visionaries in our business through this annual event. It does create a unique stage where those exceptional professionals in our trade are called on centre stage, for once, and receive the well-deserved attention and appreciation in the broader public.

The inductees into this Hall of Fame are nominated and chosen by an unbiased jury panel of experts and are showcasing the wide range and diversity of Live Marketing involvement in our today’s society. This year the laureates were from the areas of culture, sports and destination marketing.

More than just a Party event.

However, the message of our industry goes beyond that celebration. It demonstrates and emphasizes the vital role Live Marketing plays in our experience-driven and multi-connected world. It has become an essential marketing tool, an economic driver and an impulse generator for a numerous business sectors.

To this end, key economic figures confirm those facts. Only in Austria alone, the Live Marketing industry generates annually more than 14 Billion Euro of production value, creates over 105.000 jobs and more than 7 Billion Euro of GDP. It initiates over 1,4 Billion of net consumption and contributes 2,4 Billion Euro of taxes & dues. A very loud & clear message.

Over the last few years, our reputation as an industry and as a profession has slowly been catching up with those indisputable economical facts. However, the need remains to continuously educate and increase the public awareness and the proper understanding for our business.

We do need more platforms and “stages” of that kind, like the Austria Event Hall of Fame initiative.

Henrik von Arnold

“Knowledge talks” at IMEX 2016?!

Henrik von Arnold

IMEX is a very good show where we are meeting buyers and colleagues, scouting trends, listening to lectures and exposing ourselves to the media.

I was happy to be part of the Swedish stand as presenter and moderator. The Swedes really changed their participation. They have “Knowledge talks” on sustainability and technology etc. at the stand and provided lectures on active learning and 3D-visualisations at the Inspiration Hub. They try hard to turn meetings into a tool for destination development – not “just” a tool for filling up venues. Looking around on the exhibition floor – I wonder if a not so small part of the exhibitors understand what has changed in the meetings industry. Ladies with bananas on their heads, a Royal Canadian Mounted Police, a green Hulk, a big guy from Game of Thrones, two “funny” professors in lab coats, and many more amusing things… They make it hard for the political delegation visiting the show to understand our approach to meetings, to science and associations, to the economy and corporations. And they make it difficult for many destinations to ask for resources for destination marketing.

Why do so many exhibitors choose to be part of the circus, and not focus on the important things?

Is it a spill over from leisure exhibitions? Is it to be acknowledged by the media? Does it really work to attract visitors? I thought we tried to distancing ourselves from leisure tourism, and instead offering platforms for attracting talents, for new research fields and investors. The time when we just tried to fill up hotel rooms is long gone. We all have a responsibility to show, that we are a serious and important player in destination development and knowledge transfer. Exhibitors and the media can show the way. Let’s focus on understanding the client’s needs in terms of infrastructure, research and development within universities, trade and industry, skills in learning and in terms of issues like sustainability, safety and security etc.

I will probably be seen as “The Ingenious Gentleman Don Quixote of La Mancha”, but I would like to initiate a discussion among the industry and media, to clarify and portray our responsibility to be taken seriously.

Not boring serious. But interesting serious.

Rosa B. Reyero Miguelez

Time well spent.

Rosa B. Reyero Miguelez

What an intense, interesting and inspiring event I attended last month, prior to IMEX Trade show in Frankfurt. A group of representatives of more than twenty associations and as many ICCA members gathered to discuss their challenges related to the organisation of meetings.

I think the most heard words during the two days of the ICCA Association Expert Seminar 2016 were Transparency, Sharing and Full disclosure. Or to summarize it, in my opinion, into one word: Trust.

Sharing needs trust, teamwork, and fair partnership

We all crave for trust, as it is the basis for any partnership in life. The problem comes when we may not be willing to show all our cards, for being afraid of becoming vulnerable. The question now is how can our enterprise offer the full disclosure our clients and partners require and still be able to keep our clients with us? SHARING is the name of the game. Without sharing there will be no business transaction whatsoever. But sharing does not mean information for free. It is about exchanging full information to come out with the best solution.

20 Years of Sharing the Idea of Excellence

Since the start of our company 20 years ago, ENITED has given the importance to words like the above mentioned truly deserve. Our company has been working as a booker between clients and suppliers, in a transparent and clear way. We provide the nexus between of our clients, associations, corporate as well as emerging destinations, and those suppliers they engage to help them delivering a successful event. Our company has been facilitating the communication, coordinating the various partners involved in a project, and acting as the coach during the whole process of the many events our long-term clients have entrusted us with. We have showed them all these years that transparency and fairness is the winner of the game.

The AES workshop showed us that it is possible to share knowledge and experiences without having the feeling of giving away the secrets of our trade. On the contrary, I was content of having the opportunity to help someone who might be our future client. Nevertheless, the most important thing for me is being remembered as active participant with the will of sharing our knowledge with them.

Thank you to all of you who took the time to participate, and for giving us the opportunity to share our idea of excellence with you.

Anna Sanchís Roca

Get ready, set

Anna Sanchís Roca

Excited. Overwhelmed. Focused. Nervous. Interested. Awake. Overworked. Scared. Tired. Energetic. Euphoric. Curious. Cautious. Creative. Active. Resolute. Satisfied.

Those are just some of the emotions I have been living through in the past month while preparing my first event as the Project Manager for ENITED: the Coca-Cola event and its many activities during the 33rd Vienna City Marathon.

In all honesty, it wasn’t the fruit of my sole creation. In fact, ENITED and its team has been doing this for the past 17 years. Nevertheless, as the newest member of the family, it was a challenge, one that I was more than willing to accept.

It hasn’t been easy, so much more going on behind the curtains: site inspections, meetings with the government representatives and unimaginable amounts of emails between suppliers, clients, producers … you name it, I am sure I have an email about it. But all this effort, those moments thinking this is too much, that I won’t be able to make it, they were all worth it.

… and GO!

There’s nothing like getting to your area of activity and seeing how all the plans, schedules and actions start coming to life. How suppliers, staff and management put their hands together and create what a week ago was just an idea in everybody’s head. And then it happens: tents are built, trucks are in positon, staff is uniformed and you give it the final go so the “show” can start.

And what a show! If any of you participated at this year’s Vienna City Marathon I am sure you enjoyed the Brazilian rhythm of our Samba group by the Coca-Cola truck at the Prater, you refreshed yourself at our Römerquelle station or refilled your energy, beat after beat, with our Batala group by the Powerzone at the State Opera.

And all this could happen because I had the support and mentorship of a group of experts, total strangers a couple of months ago, a second family now: the ENITED Team.

So from here – my first blog – to all of you who contributed in any possible way to make this my first, successful ENITED event project: MUCHAS GRACIAS! … and to all of you readers: Stay tuned, there is more to come!

Rosa B. Reyero Miguelez

Welcome on board, Anna.

Rosa B. Reyero Miguelez


Benvingut, Bienvenida, Willkommen, Welcome, Benvenuta, Bienvenue Välkommen, 歓迎, Anna Sanchis Roca, our new team member!

Our multicultural family just grew bigger with a very cheerful, open-minded young woman.

I am both glad and proud to introduce Anna to you as we share quite a lot of things, like we were both born in Spain and she is a globetrotter, just as I am. Fluent in six languages, Anna is an expert in congress and guest relation management. She studied Translation & Interpretation in Catalan, Spanish, English, French and Japanese at “Universitat Autónoma de Barcelona”, and is a certified legal English Translator. She also found time to graduate in Tourism & Hotel Management.

Around the Globe.

She started her professional journey in Barcelona at Teasa S.L. Conference Services. Soon she moved to London, where she worked at Ripley´s Museum for some time. Later on started with DO & CO International at the exclusive Paddock Club. As the supervisor of the Catering teams of the Formula One, this job took her all around the globe. Following DO & CO call to Vienna she worked at the DO & CO Design Hotel before she set up her working tents with the ESR. As the Society and Congress Manager she was in charge of the European Society of Cardiac Radiology, an association under the umbrella of ESR.

It is only a few weeks since she has become a member of the ENITED family and part of my team. It is amazing how quickly and comprehensively she got acquainted with her tasks. Currently we are in the middle of the preparation for an important media congress in Dubai.

Let me say, it is a great pleasure to have Anna in our team.

Bienvenida Anna!

Anna Sanchís Roca

ENITED celebrating one year of excellence.

Anna Sanchís Roca


“Has it already been one year since you presented the new brand ENITED?” was one feedback I received when planning and informing about our one year anniversary. Yes, indeed, one year passes by very rapidly, especially when it is filled with new challenges, experiences and faces.

The past year was all about rebranding – not only the company, but also the people. Aiming for new business and clients was, of course, the main core behind creating a whole new strategy and team. After realizing the industry was not the same than it was 5 years ago, this was a necessary step for Ivo and Rosa to show a will for change, leaving their comfort zone behind.

It is for sure that this journey would not have been possible without ENITED´s closest business partners and friends. Over these 18 years of company history, a lot of important contacts have been made and relationships been built – a priceless value that is still paying off. Whether it is support from friends we have been working with on ongoing projects, or inspiration we get from partners we are now working closer with because of new business fields. Or the essential help we receive securing the required infrastructure for our daily work.

This is actually one of the reasons we celebrated our one year anniversary the way we did – getting together with our friends of so many years, appreciating our long-term partnerships and showing them what we have achieved with their support. I think I speak for everybody from ENITED when saying THANK YOU for your company throughout the years and especially during the last months. Cheers to the years to come!

Rosa B. Reyero Miguelez

MIND THE GAP: Slow Meetings for Generation Z?

Rosa B. Reyero Miguelez


Thanks to early motherhood and good genes, I have the luck to coexist with four generations of women in my close family. Pre baby-boomer mum is 81 years old, I, baby-boomer generation just pass 50, my daughter 35 and my grandkid is 14 years old. It is interesting to observe how today, four generations learn from each other. No longer there is a one way communication from the eldest to the younger ones.

More often it happens that our grandkid explains her world to us. It is interesting to observe how great grandma is learning from Gen Z kid how to use the last generation smartphones and be able to Skype with me once a week, and how the Gen Z kid learns from great grandmother how to keep her feet on the ground. She will, for sure, but with her own set of tools. Because she grew up with smartphones, tablets, You Tube, Instagram, Facebook …

Isn’t it funny to talk about slow meetings in the prospect of Gen Z?

Funny enough you hear and read a lot lately about something fashionably called “Slow meetings”. Nothing else than going back to good old time of H2H – human to human – meetings, leave your smartphones outside the meeting room, interact with your pals instead of with your IPads. Very soon the destiny of the meeting industry will be in the hands of the Millennials, who will pass on to Gen Z Kids, a generation that hardly can open their eyes in the morning without reaching for their smartphones first thing. Knowing my granddaughter and her pals, it is my guess that “slow meetings” is not something this generation will be jumping on, if they decide to make their living swimming in the murky waters of the Meetings Industry.

The Generation Z are digital natives, whether we like it or not. But …

So my question is: will those “Slow meetings“ and H2H meetings trends be also implemented by Millennials or by the Gen Z’s at all? Because, whether we like it or not, they are digital natives. Smartphones are their constant companions, their permanent connection to their friends, their dating tools, their walking encyclopedia, their flash light, their water spirit level …

Therefore, what will it be like, the next generation of meetings? Should we, the baby-boomers, go on stressing the importance of our forms of communications or simply try to adjust even more rapidly to the hurricane of virtual communi­cation preferred by Gen Z kids. I am afraid there will be a big gap hard to mind, if no one is guiding them on the importance of human and live interaction, once only Millennials and Gen Z’s are ruling the meetings Industry world.

Ivo Franschitz

We are expanding our Network: Elisabeth Hansa is new on board!

Ivo Franschitz

Welcome 2016, Welcome Elisabeth!

Elisabeth Hansa is an international expert in the field of marketing, sales and congress centre management, and she is a brilliant business partner.

I have known Elisabeth for many years, both personally and through several shared projects. She has been working in marketing and congress management since 1985. Among others she was responsible for the successful positioning of the Messe Congress Graz and the Austrian Center Vienna before she started her own business “Support & Strategy On Demand” last year. Continuing our cooperation, I am convinced that „Support & Strategy On Demand” and “ENITED Business Events” are a perfect match.

Over the years ENITED business events has grown from a service provider to a solution provider. Last year we created our own EXCELLENT.C model© and successfully built up our new business field in consulting destinations. We have been involved with a number of new consulting projects in several European countries, e.g. Azerbaijan, Germany, Latvia, Portugal and Sweden, only in the last months.

I am looking forward to our partnership with Elisabeth and numerous exciting projects.

Elisabeth, we are very happy that you join us in sharing the idea of excellence. Welcome!

Rosa B. Reyero Miguelez

The Bright and the Dark side of Next Generation H2H Events.

Rosa B. Reyero Miguelez

H2H – Human to Human – meetings. This is the name that was given to the event I attended recently in Lisbon and Faro. My expectations were high. Will it be a perfect new frame for meetings? Will it make a difference? I was extremely curious. In retrospect, it was a great time for me, but from my professional point of view I had to ask myself: “What was the objective of this meeting after all?” and “Did it match the goal for all of us, the potential buyers and the paying suppliers alike?”

It was great for me, but did it meet the objective?

In reality, there was a group of service providers within the meetings industry, presenting their “goods” to a selected number of potential buyers, myself included, in special venues and in unconventional ways. And also at this H2H event, most of the times the match-making did not really work. That leaves me always wondering, what are the real reasons for a hosted buyer to attend any of these events?

I must admit that for me, in this specific occasion, it was my curiosity that made me participate. Are there some really new and innovative ideas behind the glitter of the claims and slogans, or is it more of the same, at the end ‘cooking with water’ like everybody else doing these kind of workshops.


Here is my final review:

Plus: an amazing event, an inspiring workshop.

Each single part of the event was great – team, hotels, activities, and more – in a destination that is amazingly attractive. The best networking possibilities and one-to-one connecting opportunities I have experienced so far. I am sure we all made good friends with many of the participants. If the purpose was to show all participants how a well-designed meeting can be done, so that it will be memorable, and on top, created and done by Mike van der Vijver, I must say the workshop was a great success. We all know he is one of the best in this field.

Minus: for the hosted buyers it missed the target.

If instead the objective of the event was to find the right match between paying suppliers and well-researched and matching buyers, I must say there was nothing different or unusual. Most hosted buyers were not very happy with the majority of their business appointments.

Learning: make your objectives clear and stick to it.

As Mike said in one of his educational slots during the programme, the most important part of any event is to have the objective of the event extremely clear, and built all the rest around it. If we overlook this primary part, if we have not established the objectives or get side-tracked during the process, can we still talk about a successful event, after all?


Henrik von Arnold

New Year, new chances: We love to share the ideas of change.

Henrik von Arnold

In the future – or actually not even today – it won´t be enough to offer associations appropriate accommodation, good infrastructure, modern conference centers and attractive leisure programs. To remain or become successful in the future, destinations have to become partners instead of suppliers. Some destinations have already recognized the change. They know their clients expect more. The requirements are increasing.  Therefore they develop models based on new ways of partnership.

Look at Glasgow, Barcelona, Vienna, Rotterdam and the Swedish Network of Convention Bureaus

Glasgow for example has an intriguing cooperation model that includes the city, the convention Center, sometimes the PCO and of course the association. The partners share the risk as well as a potential surplus. They call it “a pioneering business model that benefits both the destination and the client”. From my point of view, a very smart approach.

Barcelona and Vienna have developed another model. They have agreed to a partnership between their convention bureaus and their cities. They are providing bids for both cities for subsequent years at the same time so they can secure a comeback twice or three times. That approach makes it more convenient for the cities as well as for the associations. The model is suitable mainly for large-scale meetings, limited in the number of destinations they can choose from.

A very exciting initiative comes from the Rotterdam Convention Bureau. The idea is to gather European “second tier” cities, just to learn from each other and maybe bid together. These cities might actually not always be second tier in infrastructure and image, but nevertheless they are not capitals. We will see what changes this cooperation might develop.

The Swedish Network of Convention Bureaus are on a new path focusing on the meeting as a tool for attracting talents, investors, innovations and investments, not just trying to be a part of the “bed night race”. In the process of doing this, new players are/will be involved as e.g. Business Sweden, The Swedish Institute, The Royal Swedish Academy of Engineering Sciences and the Swedish Agency for Economic and Regional Growth. And the reactions from associations are positive: “We are seen as a part of destination development, not just another 10,000 bed nights”. Or “It’s nice when destination’s long term strategies for development go hand in hand with our goals as an association. That is how we like it”, are some of the comments heard during the IBTM World trade fair in Barcelona recently.

Is there a lowest common denominator for this?

Yes, the right understanding for the need of change, and the courage to do the change.

Just as ENITED Business Events is in the process of change. The desire is there, the plan is there, the tools are there. We know it takes time to implement it … but we love to see and live the Change.

Ivo Franschitz

The ENITED Christmas Story.

Ivo Franschitz

Some say it is the most peaceful time of the year, others consider it as the most stressful one. But no matter which opinion predominates, Christmas is the time when you start to look back, reflect on the past year and evaluate for yourself whether it was a good or a bad one.

In the case of ENITED it was for sure one of the most exciting years in the 18-year old company history. Not only the obvious relaunch process, which still continues, but also a shift of clients as well as team members made it quite extraordinary and challenging.

From organizing an international congress with more than 5,000 participants to conducting workshops in Baku and Barcelona; from evaluating the prerequisites for a new Convention Centre in Riga to feasibility studies in Sweden; from a 1-day trip to Zurich to a 2-week journey to Buenos Aires. We were providing solutions for corporates and associations and advising destinations.

2015 was very special and our time to enter amazing new business fields, to expand our expertise and to set the first milestones on a thrilling new path. We experienced a whole new variety of opportunities and rose with the related challenges.

2016 is just around the corner and we have got many plans for the coming year. But now it is the time to pause for a short while, to join our families & friends in celebrating the upcoming holiday season and to recharge our batteries, because there is much more to come.

In this context the whole ENITED team wishes you a peaceful & joyful Christmas time with heaps of pleasant and unforgettable moments and a happy and prosperous New Year.



PS: The New Year comes with a very special gift for each and every one. An extra day to be used as we please – as 2016 is a leap year!


Henrik von Arnold

Changes are full of paradoxes.

Henrik von Arnold

At the IBTM World exhibition in Barcelona in the middle of November, the owner of our company ENITED Business Events, Ivo Franschitz, made an exciting presentation on the subject of the paradoxes of Change. But for me it was more than that, it was also walking the memory lane back to October 2013, when I was asked to join the “newborn” ENITED team, which I did a year later.

After 17 years successfully working as specialists in coordination of association and corporate business events, Ivo and Rosa B. Reyero Miguelez, his business partner, decided to do things differently, and partly to do different things.

In the beginning of 2015 they started the change-process from dm&c to ENITED, guided by Markenkind Brand Leadership Consultant & Brand Coach Vanessa Schmoranzer and Human Resources specialist Marion King. And I was invited to join the process.

Listening to Ivo at Barcelona I better understood the challenges Rosa and he faced before and during the change process. Changes are full of paradoxes, like

-The paradox between the need for change, imposed by the outside world, and the need for stability, imposed by the need for some degree of predictability and business success.

-The paradox between investing in professional guidance and the lack of funds in organizations.

-The paradox between being a leader and telling people where to go and their ability to lead themselves because they know what is good for them.

-The paradox between knowing where you want/need to go and yet allowing yourself to make mistakes.

From my point of view, coming from mainly public organisations as chamber of commerce, destination marketing development & marketing entities, this change process within a small, privately owned company was an eye opener.

It is a really bold decision to look into your own company and SEE the need of change.

It takes courage and energy to do full speed daily business, while you are confronted with new organisational, branding, as well as human resources aspects the change process brings.

The awareness of change takes time. It must be allowed to be implemented step by step during quite a long time. In ENITED Business Events´ case it is paying off.

The journey still continues – and I am proud and happy to be part of it.

Ivo Franschitz

ENITED expands further: Welcome Julija Palatin!

Ivo Franschitz

Since the beginning of this year we have grown from a service provider to a solution provider by creating our own EXCELLENT.C model©.

We successfully built up a new business field in consulting destinations. Only over the past few months we have been involved in a number of new consulting projects in several European countries, e.g. Azerbaijan, Germany, Latvia, Portugal and Sweden.

So it was time to expand our Competence team. Rosa and I decided to look for a new team member with experience in PR and Marketing, to support Rosa, Henrik and me in advising destinations in their development process.

Our search has been successful: Julija, 29-year-old native Austrian, curious to take on new challenges. She convinced us with her open mind, her communication skills and her analytical abilities as well as her strategic thinking. Our new team member studied International Business Administration and Economics in Vienna and Seville. She is fluent in several languages and naturally loves to communicate.

Welcome Julija, to the ENITED family! We are very happy that you join us in sharing the idea of excellence.


Ivo Franschitz

Associations will face fundamental changes.

Ivo Franschitz

The world has changed but the majority of international associations didn’t even notice. They appear to be frozen in time and unaware of what the future will bring. But they do have to understand their world is changing with or without them. New concepts are urgently required. There has to be a new approach. Associations have to stop thinking in membership terms, but in communities. Already many associations find that financing is increasingly difficult. The acquisition of sponsors requires high levels of manpower and new solutions. The situation is also made more difficult by stricter compliance regulations and higher member demands. Moreover the potential participants have consistently less time and financial resources. They attend one top event each year. And this means internal competitions between association meeting organizers.

I believe one of the biggest errors of the basic concept of associations nowadays is their “exclusive” approach by creating barriers, through monetary, educational, occupational and geographical means. They also consider and treat their information and their platforms as exclusive goods. However, in many cases, the reality is that their information is not exclusive enough anymore. There are a lot of other sources and networks in a global digital world competing with each other. You do not have to be a member of an association or a participant at their annual meetings anymore to have access to it. Moreover there is a new generation of potential members coming.

The digital natives are the future clients of associations. They are fast, flexible and used to permanent dialog. They have increasing demands on information flow. The members as known today, who pay their fees once a year and are satisfied with the things they usually get, will be a thing of the past. Therefore associations will need to stop defining their markets by members and participants, and start to see and approach them as their potential clients. As business corporations, they have to have a clear purpose & vision and a clear strategy to fulfill it.

If I were an association today, I would ask myself three fundamental questions:

  1. Why am I here?
  2. What will be my purpose in the future?
  3. Why should potential clients choose me or my offer? Or in the language of corporate marketers: What is my USP (Unique selling proposition)? Where do I differentiate myself from my competitors in the market?

By rethinking the reason for their existence, associations will have the chance to redefine their purpose, their strategies and definition of future markets and, consequently their tactics. No matter if they are a for-profit or non-profit organization they need a clear purpose and vision. These two are the essential requirements to develop precise strategies and objectives and create tailor-made tactics. I am convinced that this is the basis for a sustainable development of every association.