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
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

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 venues
Shanghai venues
Guangdong 25 venues
Sichuan 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 to 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