The C2 Initiative
The convention sales and services department started the fiscal year with a new leader , vice president Dustin Arnheim , who came to Baltimore from the mid-west with fresh ideas . Implemented in October 2019 , C2 was one of the first new initiatives Arnheim created with the goal of increasing communication and collaboration with our core convention hotel partners and the Baltimore Convention Center . The team also meets with hotel general managers , directors of sales and sales managers on a regular basis to discuss how to move the needle on key tentatives , prospects , discuss strategy , sales engagement and customer site visits .
“ The C2 meeting initiated by Visit Baltimore has brought the hotel community together in ways that hadn ’ t existed previously . The amount of collaboration and communication centered around groups , conventions and the city is unprecedented ,” said Brian Huchingson , Director of Sales & Marketing for the Hilton Baltimore Inner Harbor .
Once the pandemic began , these meetings were crucial in maintaining communication as the status of groups was frequently changing . Attendance and engagement have consistently been high and many hotels have found great value in the meetings .
“ In the most trying time our industry has been faced with , C2 keeps us focused on what ’ s important : our community , our associates and our customers ,” shared Jennifer L . Dwyer , Director of Sales for the Renaissance Baltimore Harborplace Hotel .
Because of C2 , the group was able to discuss customer needs and come to a mutual agreement on the 2021 cancellation for LaxCon . The hotels involved waived cancellation fees and extended concessions for the group in future years and the Baltimore Convention Center offered a number of complimentary services . LaxCon was especially grateful for this flexibility and commitment and signed on for four consecutive years rather than rotating the convention to other cities . We look forward to having this convention in Baltimore for years to come .
“ Through key discussions the collective team have made strong decisions to protect Baltimore ’ s future , and is inclusive to all business in Baltimore . Our participation and collaboration around key opportunities such as the CIAA Basketball tournament and the bid for World Cup 2026 are great examples of driving the ‘ we ’ in Baltimore and shaping Baltimore as a world-class destination ,” said Chris Madoo , General Manager of the Renaissance Harborplace Hotel .
Last fall , we announced the establishment of the Baltimore Tourism Improvement District ( BTID ). The BTID is the culmination of three years of dedicated , progressive and collaborative work between the organization , Baltimore hotels and city and state government .
Revenues realized through the BTID are used to enhance destination sales and marketing efforts and position Baltimore as a premier travel destination . The additional dollars are intended to allow Visit Baltimore to be more competitive in the meetings marketplace , secure new business opportunities for the destination and ensure the growth of the industry in the years ahead .
However , these funds are collected through a new hotel assessment and
“ The C2 meeting initiated by Visit Baltimore has brought the hotel community together in ways that hadn ’ t existed previously . ” approximately seven Baltimore hotels remain closed . Those that are open are now running around 33 % occupancy and suffering 76 % loss in revenue .
BRIAN HUCHINGSON , HILTON BALTIMORE INNER HARBOR
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