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Legislative Assembly for the ACT: 2000 Week 4 Hansard (30 March) . . Page.. 1215 ..

Canberra Convention Bureau

(Question No. 236)

Mr Stanhope asked the Chief Minister, upon notice, on 7 March 2000:

In relation to the Canberra Convention Bureau:

1) Has the Bureau recast its annual sales targets for 1999-2000 in view of first quarter results, in which it reports results that compare unfavourably with 1998-1999.

2) If so, what are the revised targets.

3) What was the reason for the five month delay in replacing one of two key sales staff.

Ms Carnell: The answer to the member's question is as follows:

1) The Canberra Convention Bureau (CCB) has not recast its annual sales targets for 1999-2000. As at 8 March 2000, confirmed sales have reached $15.2m. It is anticipated that the budget will be met this year.

The 1998-99 sales target was $18m while the actual result was $39.2m. Globally, the meetings industry is relatively young and, as such, it is difficult for the CCB or other industry groups to make accurate forecasts for their respective destinations. Forecasting is also affected by two other factors:

the increasingly short lead-in times for planning conferences; and

the cyclical nature of association conference business is often not guaranteed to take place as planned.

The first quarter results do not in any way reflect poor management by the CCB or its industry partners.

2) Not applicable.

3) There were several reasons for the delay in replacing key sales staff. The previous incumbent was a highly experienced business development executive and there is a serious shortage of experienced sales staff in the wider hospitality industry both in Canberra and Sydney. This is due to:

� the increased supply of hotels in Sydney who pay higher wages to attract experienced sales personnel; and

� the preference by high school and university graduates for marketing roles to sales or business development roles.

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