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Hotel Contracts…… From The Hotels Side
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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.
Attrition, Cancellation and Penalties are becoming the hottest topics in the meeting planning industry. Planners are facing contracts with clauses that they have never had to face, and this session will help both Planners and Hotels see how the other side thinks. In a fast-paced session, Tom Pasha will deliver specific strategies both Planners and Hotels can use today to avoid and resolve attrition issues. This session can help both sides do their jobs better and develop long-term relationships.
Tom Pasha, President of CONTACT Planning, spent over 20 years as a Director of Sales at corporate and convention hotels, national sales offices and over 10 years as a professional convention and meeting planner. As one of the few senior-level hotel managers with all-access to planning, he has developed strategies that have been presented to and adopted by Fortune 100 companies.
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Learning Objectives:
- Learn what means most to a hotel and which items are easier to get reduced.
- Secrets for finding the best dates, rates and space
- Learn all the items that need to be negotiated in the contract.
- What concessions and considerations that you must ask for, and receive.
- Learn how to avoid or manage attrition fees through cancellation clauses in the contract.
- You will be prepared to submit a strong RFP and get what you need to have a successful and profitable event.
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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.
Click Here to Order
CD Only* - $199
*Due to popular demand, this is a pre-recorded replay of this Audio Conference. If you have any questions after the conference, you may contact the presenter directly.
*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 |
