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

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 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