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Negotiating With Hotels in a Buyer's Market

Up to now, Meeting Negotiation training focused only on space, date and rates. This 90 minute audio conference, presented by Tom Pasha, one of the top hotel managers and meeting planners, will show you the behind the scenes approach to negotiating the very best package you can for your group.

As the economy changes to a sellers market, hotels are increasing average rates, reducing space commitments and negotiating more one-sided contracts to maximize their revenue. This session will teach you how to do the same for your group, increase ROI and still deliver an outstanding event.

Listen to This CD and Learn

Knowing your business and what it's REALLY worth to the hotel
Knowing the peaks and valleys of the hotel business, for maximum leverage
Working with all your tools to maximize results: CVBs, Travel Agents and National Sales Offices
The Planner's newest tool - the Third Party Planner, to help get the best deal.
The Planner's shopping list of items that can be negotiated.
Learning hotel staffing and standards to make sure you're getting the best meeting package for your budget.

Who Should Order This CD?

Event Meeting Planners

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Presenters and Panelists

Tom Pasha
Executive Director of GEMA,
Golf Event Managers Association

Tom Pasha has been recognized as one of the top golf and event planners in the planning industry. Starting in hotel operational positions of bellman, bartender and cook, Tom began his management career as a Hyatt Management Trainee in Chicago. He went to Sales Management positions throughout the Hyatt organization, working in 14 Hyatt Hotels over 18 years. Tom was Director of Sales at Hyatt Hotels in Greenville, San Antonio and Chicago O'Hare, and as Director of Sales, started the National Sales Office for Hyatt Hotels in Omaha. He won Sales Manager of the Year, Sales Director of the Year and the Donald M. Pritzker Award for Sales Excellence.

Later, Tom founded the Midwest office for Helms-Briscoe Performance group, personally generating over 50,000 room nights annually. He presents Sales Skills Seminars to CVB's and hotel sales departments nationwide. As a senior hotel manager, he has presented graduate hospitality classes to Northwestern University, Cornell, George Washington University and the Conrad Hilton Hotel School.

Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando, Florida. The company concentrates on corporate and association events that include golf. Tom personally booked over 50,000 roomnights and 12,000 rounds of golf at clubs and resorts nationwide, working with premier corporate and association.

To meet the growing demand for networking, marketing and professionalism in the group planning industry, Tom has developed GEMA, the Golf Event Managers Association. The training session today will reflect his wide range of expertise, while giving each attendee valuable information they can use immediately.

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CD Only - $199*

*All CD orders will be assessed a $20 Shipping & Handling Fee for CD and Conference Materials.

Questions About this AudioConference CD? Call 1-800-431-7571

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Continuing Education
This program has been approved for .2 recertification credit toward CSEP recertification through the International Special Events Society (ISES). For more information about certification or recertification, please visit the ISES homepage at www.ises.com.

This program has been approved for 1.5 recertification points and .15 initial application points toward CMP Certification through the Convention Industry Council (CIC). For more information about CMP certification or recertification, please visit the CIC homepage at www.conventionindustry.org.