1
Convention Industry Trends Rochelle
Uechtritz Director of Sales Marketing Cairns
Convention Centre
2
How to combine research and overseas sales trips

• 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 do you identify which clients to see?

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

ICCRM Perth 2006
3
Tips on building a career in the meetings industry

• What are your future goals ?

• Find a mentor

• Fight the battles you can win

• Never, ever, ever burn your bridges

• Do not underestimate the power of your contacts

ICCRM Perth 2006
4
Tips on building a career in the meetings industry

• Always deliver your promises

• Dont oversell no-one wins

• Follow up, follow up, follow up

• Build your industry contacts you will have
  friends for life

• High achievers are always noticed and
  rewarded!!

ICCRM Perth 2006
5

• 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.

6

• 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.

7

• 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.

8

• 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.

9

• 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?

10
ACTION to combat Asia Pacific trends

• 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.

11
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

12

Growth of Convention Centres in North America

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

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

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

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

13
Thank you..
Rochelle Uechtritz Director of Sales
Marketing Cairns Convention Centre