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Published on August 29, 2007

Paul Kanjanapas sees an urgent need to improve the human resources and skills involved in Thailand's exhibition business if the industry is to develop and the Kingdom to benefit from the growing meetings, incentives, exhibitions and conventions (MICE) segment of tourism.

The managing director of Impact Exhibition Management and newly elected vice president for education and public relations of the Trade Exhibition Association (TEA) says the country's MICE business is growing. The name refers to a particular type of tourism in which large groups, usually planned well in advance, are brought together for a particular purpose.

However, Thailand is far from being the only regional player in the MICE business. Hong Kong and Singapore are among its main rivals.

Hong Kong has been a MICE destination for more than 20 years, and while Singapore began later, it has developed very strong MICE management and human resources.

"Thailand must compete with both countries but in different ways," Paul says. "We cannot beat Hong Kong with our geographical location, because it is aimed at China and other countries. But we still must improve our people. As for Singapore, we must fight it in terms of both location and human resources."

He says both Thailand and Singapore want to be the regional hub of the MICE trade.

Paul says he plans to make the TEA an information centre for the MICE industry.

"I'll give the association a louder, more interesting voice by telling people what we're doing and how we can develop this business. Thailand needs very well-trained people at all levels in MICE-related businesses. For instance, taxi drivers must be able to communicate efficiently with their customers in English. Drivers must also be able to take exhibitors from the airport to the correct venues. These things only sometimes happen in Thailand, but this is never a problem in Singapore or Hong Kong," he says.

Exhibition technicians must also learn more about the latest technologies and up-to-date products, in order to satisfy customers with the lowest possible number of mistakes and inconveniences.

Sales representatives must also improve their skills, particularly in negotiation. These people must be able to bring more and more exhibitors to Thailand.

Paul says the TEA is planning to work with educational institutes to introduce more MICE-related subjects into their curricula, so that the right people are prepared to handle the industry's specialised jobs. He expects schools that are currently offering popular programmes like business administration, finance and marketing management to be ready to introduce more MICE-related classes.

Moreover, the association plans to educate more young people to understand MICE tourism before they become businessmen.

At present, the association has 700 members, most of them representing exhibition organisations, venue operators, business contractors and freight-forwarders. It is planning to attract more individual operators and media representatives, in a bid to get the association's voice heard at the government level.

Paul also wants agencies to understand that the exhibition business offers very high returns and there is much room to grow. However, the industry needs government support.

"I hope the new government will allow the MICE industry a greater role," he says.

"There is a shortage of 5,000-10,000 MICE specialists in the industry, especially in marketing and sales, event operations, creative areas and agencies or representatives," Paul says. "As well, the 10,000 people now employed in the industry are poorly skilled, because most of them have insufficient experience and inadequate education."

He says that even though the association has existed for more than 10 years, it has made very little progress compared with similar bodies.

"However, the industry is growing and needs more professionals and experts to take care of it," he says.

Paul is the second son of well-known property developer Anant Kanjanapas. While Paul is responsible for Impact Muang Thong Thani, his elder brother runs Bangkok Land.

Paul says his background is of no consequence in business matters.

"I tell myself decisions must be based on information and facts and that I must never become angry with people. This is very important. In my management style, I am a person of compromise, and I respect the opinions of everyone below me."

However, companies need professional people to present them correctly, so that both employers and staff may grow together.

Paul graduated from London's European Business School with a bachelor's degree in international business administration.

In his spare time, he enjoys sporting events with his fiance. They swim and play tennis and squash. Their wedding is scheduled for next year.

Suchat Sritama

 The Nation