The competitive world of conventions.

• Author: Cutler, Debbie
• Position: Includes related articles on tourism marketing and event planning - Convention and visitors bureaus in Alaska - Industry Overview

The Anchorage Convention and Visitors Bureau-along with sister organizations in Fairbanks, Kenai, Kodiak, the Mat-Su Valley and Valdez - are fighting hard to get convention dollars to Alaska. Funded purely by the tourism industry, through hotel bed taxes and membership dollars, these convention and visitors bureaus only survive when tourism is strong and healthy.

Conventions are big business. Last year, about $60 million was generated in Anchorage from international, national and in-state conventions. Attendees dropped mother $12 million in Fairbanks.

Yet despite the state's tourism appeal, convincing Outsiders of Alaska's virtues is difficult, at least when it comes to booking hundreds for a convention, said Joy Maples, director of communications at the Anchorage Convention and Visitors Bureau.

Alaska is isolated and thousands of miles away from most U.S. cities. And conventions, often booked years in advance, generally need to be scheduled here during the winter, spring or fall, not summer when the state's call is most seductive. Then there are those who think Alaska is primitive, with few amenities for the business traveler.

"We say 'yadda, yadda, yadda, why don't you meet in Anchorage' and (potential clients) laugh at us," Maples said. "One planner thought we all drove old four-wheel drive jeeps. They don't picture refinement, don't realize that we have limousine service, etc. They are very nervous about Alaska and our role is to educate them at a comfortable level."

A Different Kind of City

The state's beauty and diversity are perhaps the most-used incentives to attract convention business.

For example, the Juneau CVB markets its isolation, a great appeal for those seeking a quiet retreat while maintaining a high level of comfort.

The community, located on the Gastineau Channel, is nestled at the foot of Mt. Juneau, which rises 3,576 feet above city streets. Visitors can easily walk from hotel to water's edge to convention center. It is the only state capital in the U.S. not accessible by road.

They like Juneau's stress-free airport and its one baggage claim. They like that the airport is close to hotels. And that they can walk nearly everywhere, safely.

"We target groups who are not looking for a cookie-cutter hotel," said Carolyn Holbert, convention services coordinator for the Juneau Convention and Visitors Bureau. "They're not looking for a hotel in Chicago. They want something different."

On average, about six to eight conferences...