1. Embracing Change: One Center’s Response
Carol Wallace, President and CEO San Diego Convention Center Corporation

2. A New Environment There is no going back
Current business models need to evolve to address our new environment
Opportunity to build and improve on our past success

3. Industry Trends more intense competition shorter booking windows
higher attendee expectations
increased negotiations

4. Revenue Changes: Our Experience Building Rent
(Thousands $)
Decrease of 15.75%
Over the last 2 – 3 years, our revenues have been negatively impacted, primarily as a result of the recession.
For example, as this slide indicates, net rentals have decreased from 2008 to 2010 by 15.75%, as we've been forced to offer more substantial rental discounts.
This is a result of competing destinations becoming more and more aggressive with their sales strategies.
In addition, the small investment we receive annually from the City of San Diego has been considerably reduced as the local government struggles to meet their own increased demand as a result of recession.

5. Revenue Changes: Our Experience Food & Beverage Commissions
(Thousands $)
Decrease of 23.55%

6. Revenue Changes: Our Experience Ancillary Services
Decrease of 11.59%
(Thousands $)

7. Revenue Changes: Our Experience Rental Credits
Increase of 46%

8. Attendance Changes
Decrease of 14.03%

9. Our Process Strategic Retreat Education & Research
Board & Senior Staff
Analysis & Brainstorming
On the ground experience
Community Leaders
Industry trends & Economic conditions

10. Blue Ocean Strategy Other Cities San Diego Location
Usually outside of city center
Downtown on waterfront
Building Design
Typically boxy
Dramatic and iconic
Service Model
Meat and potatoes
White Gloved (doorman/greeters)
Operating Model
Government agency, city department
Non-profit Corporation with mission to run like a business
Sales/Marketing
CVB driven/managed
Corporation run (since 2004), shared from with CVB.
Food/Beverage
Average/standard
High-quality food and service standards

11. Strategic Partnerships
BIG IDEAS!
Innovation
New Opportunities
Strategic Partnerships

12. Innovation Enhancing Our Facility
5-acre waterfront park
Performance venue
Community gathering place

13. Innovation Simple, Flexible and Functional
Contiguous addition of up to 20,903 sq. m of exhibit space
7,432 sq. m ballroom with sq. m of floor to ceiling bay front views
9,430 sq. m of meeting space

14. Strategic Partners VIP Venue

15. New Business Opportunities

16. New Business Opportunities

17. Criteria for evaluating business opportunities
Revenue opportunities
Provide economic value to a leading sector in the region
Room night generation
Opportunity to be a “significant event”
Dates over slow periods/dark days

18. Thank You