More Choices, More Contacts, More Confusion

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More Choices, More Contacts, More Confusion?
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Total U.S. Canadian Convention Center and
Exhibition Hall Supply 1999 to 2005
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Convention Visitors Bureaus DMAI Membership
1999 - 2005
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Convention Facility Ownership
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Convention Facility Management
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Role of the CVB

• Product development
• Attractions, Hotels, Centers, Air Routes,
  Beautification
• Mega events
• Market the entire destination
• Experts on national issues
• Not just center focused
• Perceived as partners
• Marketing support to boost attendance

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CVB Models

• CVB Center Merge
• San Jose
• CVB Authority Merge
• Charlotte
• Center takes over all sales, marketing
  services
• San Diego
• 3rd Party Management Co. takes over
  sales/marketing for the center
• Hawaii

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Booking Guideline Criteria

• Rooms per night
• Amount of space
• Revenue Streams
• Rental, FB, Ancillary Charges
• Length of stay
• Booking cycle how far out
• Seasonality - holiday
• Pattern of week
• Available inventory
• Future pace deficits

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Booking Guideline Model(1st Option Status)

• 500 rooms
• inside 12 months..any available space
• 500-1,000 rooms
• inside 24 months.up to 100,000 sq. feet
• 33 of meeting space
• 1,000-1,500 rooms
• inside 3 yearsup to 150,000 sq. feet
• 50 of meeting space
• 1,500-2,200 rooms
• inside 5 yearsup to 200,000 sq. feet
• 75 of meeting space
• 2,200 rooms anytime.all space

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What research is done?

• Site Inspections 82
• Call CVB 74
• Visit CVB, Center or Hotel Website 60
• Send RFP 47
• Source EXPO Magazine

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Top 10 Site Selection Drivers

• Hotel Room Prices Quality 67
• Finding Open Dates 48
• Hotel Block/Rates/Availability Issues 48
• Labor Costs Services Issues 42
• Number of Hotel Rooms/Capacity 41
• Source TSW Research

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Top 10 Site Selection Drivers

• Quality of Area near Venue 39
• Regional Professional Demographics 36
• Airport Capacity 26
• CVB City Marketing 26
• Restaurants Quality, etc 23
• Source TSW Research

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Attendance Builders

• Destination Collateral
• Videos
• Pre-Promotes for major groups
• Calendar of events
• Customized maps
• Specific convention micro-websites
• Marketing support Highlights Unique
• Sponsorships
• International attendance
• Demographics Drive quality attendance!

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Venue CVB Trends

• Continued venue building boom, over 70 new
  buildings and expansion projects in development
  to add over 7 MIL sq. ft.

• Continued supply growth in Las Vegas, Boyd Gaming
  recently announced plans to build a 1 MIL sq. ft.
  convention center

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Venue CVB Trends

• Moderately strong show attendance growth
  expected, but few mid- to large-sized conventions
  will be launched

• Downward pressure on facility rates will continue

• Continued focus on branding for both cities and
  venues

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Venue CVB Trends

• Convention centers have evolved to a very high
  level of design and fit and finish the quality
  bar has been raised what is the next version of
  convention centers?

• Hotel capacity and quality is the key
  site-selection driver

• Show producers are looking harder at how
  attendance may be impacted when shows are held in
  different cities

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Venue CVB Trends

• CVBs and venues need to sell benefits more than
  specifications

• Key Question
• How can CVBs and venues provide new services and
  help event producers, exhibitors and attendees be
  more efficient and successful?

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