© 2006, Educational Institute Chapter 1 Introduction to the Convention, Meetings and Trade Show Industry Convention Management and Service Seventh Edition (478CSB)

© 2006, Educational Institute 1 Competencies for Introduction to the Convention, Meetings and Trade Show Industry 1.Identify the organizations involved in the advancement of professionalism in the convention and meetings industry. 2.Describe the various types of meetings hosted by the convention and meetings industry. 3.Identify the different types of organizations that hold meetings, and describe types of group customers. 4.Describe the various types of meeting facilities. 5.Describe trends in the meetings industry.

© 2006, Educational Institute 2 Where Association Delegates Spend Money CategoryPercentage of Total Spending per Delegate Average Expenditure per Delegate per Day Hotel Rooms and Incidentals50.7%$ Other Restaurants11.6%$26.91 Hotel Restaurants10.9%$25.29 Retail Stores8.2%$19.03 Hospitality Suites5.2%$12.06 Entertainment5.2%$12.06 Local Transportation4.3%$9.98 Other Items3.9%$9.05

© 2006, Educational Institute 3 The Importance of Attracting Meetings Market Business to Hotel Profitability CategoryDollars in BillionsPercentage of Total Revenue Conventions and Expositions$ % Meetings$6.49.7% Incentive Travel$0.81.2% Other Hotel Industry Rooms$ %

© 2006, Educational Institute 4 Demographics of Attendees There are more female business travelers. Attendees are just as likely to be single as married. Attendees are younger and more affluent than those of the past. Attendees’ spouses are not necessarily female. More women are attending both association and corporate meetings than did in the past.

© 2006, Educational Institute 5 Types of Meetings Convention Conference Congress Forum Symposium Lecture Seminar Workshop Clinic Retreat Institute Panel Exhibition/trade show

© 2006, Educational Institute 6 Who Holds Meetings Corporations Associations Trade Professional/scientific Veterans/military Educational Technical Nonprofit Organizations Government agencies Labor unions SMERF groups

© 2006, Educational Institute 7 Types of Group Customers Full-time meeting planners Single event or part-time planners Committees Third-party planners

© 2006, Educational Institute 8 All-Suite Hotels Rates are competitive because all-suite hotels lack many of the costly features other hotels have. They are ideal for meetings because suites can act as breakout rooms. They solicit the smaller meetings. All delegates are assigned suites.

© 2006, Educational Institute 9 Differences Between Conference Centers and Hotels Pricing policy Booking policy Design and layout Service attitude

© 2006, Educational Institute 10 Trends in the Meetings Industry Globalization Use of second-tier cities Growing number of convention centers Growing number of third-party meeting planners Increasing use of technology Revenue management Complicated contracts

© 2006, Educational Institute 11 Kinds of Professional Meeting Planners Independent meeting planners Association management companies Destination management companies Incentive travel houses Travel agents