“Convention Industry Trends”

Rochelle UechtritzDirector of Sales & Marketing

Cairns Convention Centre

How to combine research and overseas sales trips

• How do you identify which clients to see?

• What process do you use to ‘flag’ a client requires sales visit? • Do you know when your next Sales Teams sales trips are planned?

• How could you use the ICCA database to supplement sales calls?

ICCRM Perth 2006

Tips on building a career in the meetings industry

• What are your future goals ?

• Do not underestimate the power of your contacts

• Find a mentor

• Fight the battles you can win

• Never, ever, ever burn your bridges

ICCRM Perth 2006

Tips on building a career in the meetings industry

• Always deliver your promises

• Follow up, follow up, follow up

• Don’t oversell – no-one wins

• Build your industry contacts – you will have friends for life

• High achievers are always noticed – and rewarded!!

ICCRM Perth 2006

Trends in attracting International Associations ■ Reduction in attendance of key decision makers to major international tradeshows.

■ Increasing competition from international centres/countries.

■ Key decision makers are more educated on importance of Economic Impact.

ACTION: attracting International Associations ■ Targeted marketing activities – exploit our successes.

■ ‘All Corners of the World’ Convention Centre Alliance.

■ Identifying specific medical, scientific fields important to our state Government.

■ Destination awareness to our local hosts.

Association Management Companies, Meeting Planners and Professional Conference Organisers ■ Understand their need to underwrite events.

■ The importance of developing strong relationships.

■ Strong influencers to key decision makers – what is in it for them?

■ Increased Global Alliances/Networks.

■ Re-negotiation of contracts.

ACTION on AMC & PCO trends ■ Case study - research their business thoroughly.

■ Promotion, training and education at all levels.

■ Remember, it is all about ‘give and take’.

■ Never under estimate your industry contacts – and use them.

Current Trends in the Asia Pacific Region ■ Asia Pacific viewed as opportunity to increase membership.

■ Preference to host events in developing countries.

■ International Associations seeking increased profit share.

■ Australia has high profile for hosting international associations – How do we combat over exposure?

■ Promotion of Cairns unique desirable destination, easily accessible for Asia Pacific delegates.

■ Hosting of joint international, Asia Pacific and national events concurrently.

■ Targeting conventions with Government research and/or funding interest.

ACTION to combat Asia Pacific trends

Growth of Convention Centres• China had 212 exhibition centres in 2003 , increase of 81% since 2001• Beijing 33 venues• Shanghai 16 venues• Guangdong 25 venues • Sichuan 14 venues

• India will build open an additional 10 convention centres by 2010

• Since 1986 the major exhibition facilities have increased from 269 to 431

• Increase of events from 3,289 in 1989 to 4779 in 2004

•120 of these centres have over 100,000 sqm in trade exhibition space

• In 2005, 981 conventions held in USA with worldwide international rotation

Growth of Convention Centres in North America

Rochelle UechtritzDirector of Sales & Marketing

Cairns Convention Centre

Thank you…..