“Convention Industry Trends” Rochelle Uechtritz Director of Sales & Marketing Cairns Convention Centre

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

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

Tips on building a career in the meetings industry Always deliver your promises Don’t 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

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?

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.

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

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

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