Chapter 14
Meeting, Conventions, and Expositions
Visit the Hotel Sales and Marketing Association International Web site
(www.hsmai.org/) and research the educational opportunities available through the
HSMAI University.
What opportunities are available through the HSMAI?
1. According to the American Society of Association Executives (ASAE), in the
United States how many associations operate at the national level?
2. What are the five primary responsibilities of a bureau?
3. What is the purpose of a familiarization (FAM) trip?
1. What is a destination management company?
2. What are the primary responsibilities of professional meeting planners?
1. What are three different types of meetings described in this chapter and what is
their purpose?
2. What is SMERF?
Define the following:
Key Words and Concepts
Associations (Page 380)
Convention (Page 380)
Convention and visitors bureaus (CVBs) (Page 381)
Convention center (Page 400)
Exposition (Page 380)
Familiarization (FAM) trip (Page 382)
Incentive market (Page 396)
Meeting (Page 380)
Meeting planner (Page 384)
Meetings, incentive travel, conventions, and exhibitions (MICE) (Page 394)
Social, military, educational, religious, and fraternal groups (SMERF) (Page 396)
Read the Case Study on page 404 and answer the following questions.
1. Ultimately, who is responsible for decision making with regard to this
situation?
2. What steps should be taken to remedy this situation?
3. Are there fair and ethical procedures to follow to provide space for the
preferred customer? If so, what are they?
4. What measures, if any, should be taken in handling the seasoned sales
manager?
5. What leverage does the meeting planner have to secure this and future
business with the bureau?
6. What might the preferred customer do if they are denied space and usage of
the convention center?
7. How can this situation be avoided in the future?
1. What are associations and what is their purpose?
2. List the number of different people and organizations involved with meetings,
conventions, and expositions.
3. List the primary sources of revenue and expenses involved in holding a
meeting, a convention, and an exposition.
4. Describe the main types of meeting setups.
5. Explain the difference between an exposition and a convention.
6. List the duties of CVBs.
7. Describe the topics a meeting planner needs to deal with before, during, and
after a meeting.
Internet Activities:
1. Organization: Best of Boston
Web site: www.bestboston.com
Best of Boston is an event planning company that specializes in putting together
packages for different events, such as conventions, corporate events, private parties,
and weddings.
a. Click on their Web site for events and list the different kinds of events they can
organize.
b. By simply browsing through the Web site, discuss the importance of networking in the
meetings, conventions, and expositions industry.
2. Organization: M & C Online
Web site: www.meetings-conventions.com
Summary: This excellent Web site offers in-depth information on meetings and
conventions from different perspectives, ranging from legal issues to unique themes and
concepts.
Click in the Breaking News heading (it's on the left side near the bottom of the page).
a. What is the breaking news?
b. Click on "On the Cover" (on the left side near the top) and see what the cover stories
are and list your findings.
Be prepared to answer the following:
Learning Outcomes
1. Know about the major players in the convention industry.
2. Describe destination management companies.
3. Describe the different aspects of being a meeting planner.
4. Describe the different types contractors.
5. Explain the different types of meetings, conventions, and expositions.
6. Know the various venues for meetings, conventions, and expositions.