convention venue draft 20081124
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Table of ContentObjectivesFramework of StudySWOT analysis of 3 regions’ convention venues Current Issues/ interface among 3 regionsRecommendations for future partnershipLimitationsConclusionQ & A Session
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Objectives
We would like toIdentify current issues/ interface among
three regionsInvestigate into the possibility of partnership
among three regionsMaximizing the benefits and development
potential of three regions
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Reasons for choosing the 3 citiesFlourish market in HK (reference)To evaluate the opportunities/ potential
growth Coz Macau & Guangzhou : geographical
proximity (map/ km?)Recent studies about their business
relationshipAim at the same marketCompetition? Cooperation?
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Framework of StudyDefinition of business relationship:the connections between suppliers & customers“Business network connections influence
relationship commitment directly and relationship profitability indirectly, which have strong implications for cooperative strategies” (Beamish & Killing, 1997: 262)
“It indicates that the relationship development process with ongoing processes in alliances and joint ventures are more likely to be successful.” (Beamish & Killing, 1997: 262)
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Framework of StudyDefinition of Relationship commitmentRefers to the engagement of the partners in
the relationship (Beamish & Killing, 1997: 256)
Definition of Relationship Profitability Refers to the targeting and management of
the most valuable customer relationships (Jack Henry & Associates, Inc. , n.d.)
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Region comparison
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Venue comparison
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Current Issues/ Interface identifiedCEPAHong Kong- Zhuhai- Macau BridgeOwnership/ Management companies help
operating Mainland convention venue
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Recommendations for Future Partnership
Develop Laws & Regulations Establish a CVB (external)& associations
(internal) for the region Competitive PositioningDesign Cooperation Strategies
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Develop Laws & Regulations To enhance accessibility To facilitate the coordination
E.g. Allow airlines to operate more international routes Visa application
For multi-destinations Simplified procedures by sharing the database of
attendees with previous visit to one of the cities
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Establish a CVB (External) Formal organization
To coordinate the regional marketing as a convention hub To encourage relationship commitment To brand the region as a convention hub
Individual Image Guangzhou Contribution
Provide economical exhibits to the venues in HK & Macau With Large venue for exhibitions requiring large space to diversify the
market Macau Contribution
With Resort to enhance attractiveness of conventions HK Contribution
Attract Mega events, e.g. The Sixth WTO Ministerial Conference ∵ HK has membership in associations while other cities do not∵ HK has limited capacity of venues
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Establish an Associations (Internal)Informal organization As Internal communication system for a
particular business/ industrymanagement of the most valuable customer
relationshipsE.g. annual meetings(Jack Henry & Associates, Inc. , n.d.)
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Competitive PositioningCategories of trade showsHK = hi-tech/jewelryMacau = incentives travel/ entertainmentGuangzhou = machines/ raw materials
To promote mutual benefitsTo avoid competitionTo improve profits (Jack Henry & Associates,
Inc. , n.d.)
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Cooperation strategiesHK = HR Macau = recreation element / incentiveGuangzhou = Land / marketUsing own strength to supplement each
other’s weaknesses
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Limitations Only ONE venue is picked up as an example
from each region based on the scale of market share
Some general suggestions are already suggested in previous literature
We adopt the way to examine the feasibility apart from giving new suggestions
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Conclusion3 cities can cooperateHK as a leader coz HR & experience
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ReferencesBeamish, P. W. & Killing, J. P. (1997). Business
network and cooperation in international business relationships. In Holm, D.B., Eriksson, K. & Johanson, J. (Ed.), Cooperative Strategies: European Perspectives (pp. 256-262). California: The New Lexington Press.
Jack Henry & Associates, Inc. (n.d.). Relationship Profitability Management (RPM). Retrieved November 20, 2008, from the World Wide Web: http://www.profitstars.com/products/RPM/
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