What Group Travelers Visiting Convention Hotels/Conference Centers Need Adequate function space Breakout rooms Larger dining areas Group entertainment and/or activity areas 8.1 O.H. 8.1

Amenities Offered by Many Convention Hotels/Conference Centers Restaurant (dining) facilities Spaces for exhibits Entertainment Activities (e.g., swimming, golf, and casinos) 8.2 O.H. 8.2

Special Concerns of Marketing Personnel in Convention Hotels/Conference Centers Who are the potential guests most likely to use the property? Why does the targeted group hold its meetings (e.g., training, social, recreation, sight-seeing, or other events)? What are the group’s facility needs? Can these needs be met by the property at a mutually acceptable price? From where will these guests be coming, and how will they arrive to the property? When are the group’s meetings held? Does the property have adequate space available when the group needs it? 8.3 O.H. 8.3

Organization Chart: Specialized Sales and Marketing Department of a Large Convention Hotel or Conference Center 8.4 O.H. 8.4

Six Steps Necessary to Effectively Deliver a Meeting 8.5 O.H. 8.5

Challenges Confronting Managers of Convention Hotel and Conference Centers High construction costs Competition from nontraditional services Rapidly increasing technology 8.6 O.H. 8.6