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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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