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Advanced Negotiating for Event Planners
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Negotiating is more than "offer-counteroffer" numbers back and forth until someone blinks. This session give both Planners and Hotel Managers excellent tools in seeing how to work through the toughest negotiation. We'll examine both the profit centers of a hotel and the priorities of planners and give both sides new strategies to be more effective in their jobs. One of the most popular topics presented.
As the convention buyers market has changed to a sellers market over the past 2 years, it's more important than ever to negotiate group packages with hotels and deliver value and service to your group. This session equips planners with tools to make successful Negotiation a reality. By examining the profit centers of a hotel, the peaks and valleys of hotel occupancy, the anticipated profit levels of a hotel, the planner attendees will be able to book the best packages available for their groups.
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Learning Objectives:
- Recognize how hotel accounting and profit centers work and what that means for your negotiation process.
- Identify how to present your business in its best positioning
- Compare hotels, and learn how to leverage one hotel offer against another
- This presentation will also include a site inspection and negotiation worksheet from a professional booking agency
- Maximize the concessions available to your group.
- Avoid penalties.
- Minimize attrition and cancellation penalties
- Reduce group liability through careful negotiation.
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Presented By
 Tom Pasha
President
CONTACT Planning
Tom Pasha started his hotel career in 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 room nights and 12,000 rounds of golf at clubs and resorts nationwide, working with premier corporate and association accounts.
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*CD Only: $199.00
*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 |
