Birmingham CC Prefers George Fern

The Birmingham-Jefferson Convention Complex selected George Fern Company as its preferred convention and exhibition service contractor earlier this month.

George Fern opened its first Birmingham office at the complex, and it's looking for Birmingham's central location to lead to an expansion of its service to clients throughout Alabama, including those in Huntsville, Montgomery and Mobile. George Fern's new office and warehouse will offer a full range of services and give the company a total of 11 offices in eight states.

According to General Manager Michael Cox, the arrangement isn't unique. A number of facilities throughout the United States have service providers designated as "preferred," "recommended," or even "exclusive" providers of services, he said.

Susette N. Hunter, BJCC's director of sales and marketing, said the designation was not intended to suggest an exclusive status, apart from the fact that George Fern is the only service contactor on site and the only one the facility recommends. The agreement doesn't restrict exhibitors or show managers from using other contractors.

Fern will provide all general contracting services common to exhibitions. The facility will continue to provide utilities, and designated vendors will continue to provide audiovisual, and food and beverage services.

Are preferred arrangements between facilities and GSCs a trend? Not according to Jeff Blosser, executive director of Portland's Oregon Convention Center and director-at-large of convention and exposition centers for the Intl. Assn. of Assembly Managers.

"I don't see widespread use of preferred or exclusive general contractors for the major convention facilities," Blosser said. "Show managers like to bring their own decorators or get bids for these services."

Preferred status arrangements depend on the locale and the size of the facility, Blosser added. It may make more sense for smaller facilities in smaller communities to use them — depending on the number and size of shows they host — because of the limited availability of service contractors in the area.

Thom Connors, SMG senior regional vice president for Latin America, said that although the practice has been around for many years, "we do not see it as a trend in the industry. Although not common, destinations that lack a strong local contractor will sometimes create a 'preferred' relationship to enhance client services."

GES Exposition Services has such agreements, added Public Relations Manager Detra Page.

"It is not unusual to be named a preferred contractor in hotels and privately held facilities," she said. "It is unusual for a publicly owned and operated facility to name a preferred contractor."

Ellen Beckert, Freeman corporate director of marketing communications, said it is good to clarify "preferred" from "exclusive," because an exclusive contract with a facility is very rare.