Significant Points
A destination marketing organization (DMO), also commonly referred to as a convention and visitors bureau (CVB), is a city’s or destination’s primary marketer to visitors. Visitors can be tourists or business travelers who come for meetings and conventions. DMOs work closely with meeting planners to bring large events to their areas.
Nature of Work
Once a meeting planner has made a decision to bring an event to a particular city, the DMO will assign a convention services manager (CSM) to the account. The CSM is responsible for helping the meeting manager plan and conduct a successful meeting. A good CSM functions as an extension of the meeting staff in the host city.
CSMs have the responsibility of providing logistics and fulfilling the service requirements needed for the event. Event details supplied by the meeting manager—such as time schedules, set-up, housekeeping, technical services, electrical specifications, security, and special requests—are incorporated into a facility-specific event outline that is combined with scale drawings of the area and distributed to all pertinent personnel. The CSM is also responsible for ensuring that all contractual agreements between the DMO and the meeting planner organization are fulfilled. These agreements represent the expectations of both parties, and it is important that all negotiations be confirmed in writing.
The convention service department is usually an extension of the sales department; therefore, the director of convention services typically reports to the head of the sales department.
Services at most bureaus include:
- Housing management
- Registration personnel
- Promotional materials
- Pre-show publicity (black-and-white glossies, 35-mm slides, press releases)
- Media lists and camera-ready art (brochures, postcards and attendee mailers)
- On-site promotion
- Publications
- Visitor guides, maps and informational brochures, folders and program covers
- Spouse and guest presentations
- Local attractions
- Tour and transportation suggestions
During the initial meeting with the assigned CSM, the meeting manager should provide a current program for the event. The bureau CSM has many local contacts and can act as a liaison for the meeting manager. The CSM can usually get results quickly and make suggestions for services and programs, as well as assist with program speakers, printers, entertainment, equipment rental and transportation.
After the event or meeting, the bureau CSM will follow up with a post-convention evaluation and hotel pick-up information. This information is vital for the meeting planner organization’s history and for negotiating for future events.
Training, Other Qualifications, and Advancement
On average, a convention services manager has at least two years of progressive experience within the hospitality, meetings or events field. In addition to work experience, most DMOs require an associate’s degree, and some require a bachelor's degree. A successful candidate must be able to demonstrate a working knowledge of the hospitality industry, as well as computer and related software skills. Ability to travel and availability to work evenings and weekends are required.
Earnings
Based on the Destination Marketing Association International’s 2008 Compensation & Benefits Survey, the average base compensation for a convention services manager is $53,151, and total compensation is $56,478. Total compensation represents the sum of fixed salary, performance-based cash compensation and transaction-based cash compensation. All figures are averages (means).
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