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enefits, costs and spin-offs whether for tourism in
general or for specific projects); ensuring that the
`destination experience' of tourists results in
positive word of mouth and repeat visitation;
obtaining community support for tourism; collaborating
with the myriad of local event and
tourism-related programme organisers; overcoming
the difficulty in maintaining funding for CVBs
that is necessitating a new `not-for-loss' orientation;
and accepting a broader responsibility to help to
make communities better places to live, work and
visit. To enhance professionalism, effectiveness and
image of its worldwide members, the International
Association of Convention and Visitor Bureaus
assists through educational programming and
research.
convention business
MICHAEL HAYWOOD, CANADA
DONALD ANDERSON, CANADA
ROBERT M. O'HALLORAN, USA
Convention business is a term used to describe any
commercial activity that results from travel for the
purpose of attending a convention, congress,
exposition, trade show or other similar assembly,
whether regional, national, continental or global in
scope, organised on a regular or occasional basis.
Along with corporate meetings, which refers to
smaller gatherings of employees from single
organisations, it comprises the segment of business
tourism known as the conference and meetings
market.
Because convention participants commonly
meet and have room and board under the same
roof, they represent a major source of revenue to
hotels and meeting facilities. However, surveys
indicate that accommodation generally represents
only about 32 to 38 per cent of a convention
delegate's spending. The remainder of the expenditures
benefit the broader tourism community,
reaching transportation providers, restaurants,
local tourism attractions, cultural and sporting
activities, and retail stores. Another benefit of this
business is that it tends to be concentrated in the
off-season �seasonality).
Conventions are also an effective means to
generate repeat business and to showcase the
destination to large numbers of professional
tourists. Associations are the most visible convention
organisers. They may be professional, union,
educational, service, charitable or public organisations,
and can range in scope from small
regional organisations to national and international
ones. Convention planners are generally
employees of the firm or association sponsoring
the gathering, although it is increasingly common
to see third parties hired to perform this
function.
Regardless of where the planning authority
lies, decision makers tend to use similar criteria
when selecting a convention site. These include
minimum requirements in terms of meeting
facilities, exhibition space and hotel rooms in
the host city. Such standards exclude many
destinations from bidding on events. For locations
which satisfy the basic criteria, the basis of
competition broadens to include other considerations
such as cost, convenient air connections,
climate, scenery, safety and the presence of
nearby attractions.
There is growing recognition that successful
marketing of a convention site extends beyond
selling the destination and its related amenities.
The successful delivery of the products and services
promised during the sales phase is essential. While
successful conferences can generate significant
long-term benefits for the host city, resort or
region, poorly executed ones can just as easily
damage a previously positive reputation.
Further reading
convention business 111
Abbey, J.R. and Link, C.K. �1994) `The convention
and meetings sector: its operation and research
needs,' in J.R.B. Ritchie and C.R. Goeldner
�eds), Travel Tourism and Hospitality Research:A
Handbook for Manager and Researchers, 2nd edn,
New York: John Wiley & Sons, 273±84.
ROBIN J.B. RITCHIE, CANADA
core±periphery model see centre±periphery