Itb convention consumer and travel trends m. hartmann 7.3.2012
“Convention Industry Trends” Rochelle Uechtritz Director of Sales & Marketing
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Transcript of “Convention Industry Trends” Rochelle Uechtritz Director of Sales & Marketing
“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…..