Comments

Still More Cross-Continental Expectations

IT HAS BEENWORTH READ- ing theback-and-forth on thetopic of “Cross-Cultural Expectations” in the International Meetings column. Thecontribution by Suzanne Schlanger,CMP, in the January issueof Convene brings a very American-centric point of view to thesubject. Obviously, Suzannehas tremendous experience in planning international meetings, and I respect her. However, I do get concerned when I read such general statements as “Until the Asian market under- stands the culture of meeting plan- ning in North America, it will remain at a disadvantage.” First of all, business models dif-

fer from country to country. One cannot expect to find in another country the same business model as in NorthAmerica. It is theroleof the U.S. meeting planner to learn, understand, appreciate, and respect the new business environment that they encounter when planning an event outside of North America. The North American business- group model of “free rooms” is not the“gold standard” of theworld- wideindustry; it is oneof many. That said, during negotiations, the U.S. planner can certainly point out that s/he is not used to paying a rental fee for a meeting room. It is part of the negotiation process, not a given.

Correction

The Meetings Market Survey in the March issue of Convene included the wrong numbersfor average atten- dance at survey respondents’ largest meetings. The correct numbers are 4,409 attendeesfor 2009 and 4,627 attendeesfor 2010. That error has been corrected—in the survey analy- sis on p. 64, and in the “Attendance” chart on p. 70—in both the text-only and digital versions of Convene available on our website: www.pcma.org/Convene.htm. We regret the error.

Second, Asians and Europeans

are facing different business con- straints than their counterparts in North America. One cannot criti- cize them; after all, they are doing good business with international events. Just check out the ICCA city rankings—you will note that inter- national cities are on top. Third, if an American planner is

solely concerned with cost, selecting a U.S. destination and venue is the only choice. Planning an interna- tional event for American attendees will always be more expensive over- seas—just think of the airfare. I believe that when theCEOof an American organization decides to plan a meeting overseas, it is for business reasons. Planning a meet- ing overseas is above all a strategic business decision, not simply a cost decision. Let’s face it. All international

venues and hotels are striving to build their business. They value every piece of business originating from North America or anywhere else. Based on their occupancy rate, their business plan, and their eco- nomic environment, they will nego- tiate with every single business group. Whether it is a lower room rate, a package deal, or a free room, Asians and Europeans will negotiate to bring the business in their venue. North American planners should not point out that Asians and Euro- peans don’t understand the North American meeting-planning culture; the planners should just sit down and negotiate. Rather than stating “Until the

Asian market understands the cul- ture of meeting planning in North America, it will remain at a disad- vantage,” I say: Until a North American planner understands the culture of meeting planning interna- tionally, s/he will remain at a disadvantage! Michel Couturier,CDME President Marketing Challenges International

10 pcma convene April 2011

convene PCMA ®

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PCMA DIRECTORS Willie L. Benjamin II, International Reading Association

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David L.Williams, CMP, International Association for Energy Economics

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