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Negotiating Contracts....From the Hotel's Side
Now that your site is selected it's time to put it all down on paper. Contracts have become one of the most controversial parts of the meeting planning process. With the economy starting to recover, now is the time to take advantage of superior negotiating and contracting techniques and maximize return on your meeting investment. Join us for a 90-minute audio conference and learn from the inside how a hotel's priorities work and how you can work around them to create value for your group.
This session tackles the Attrition and Cancellation Issues, penalties of all sorts, and shows the planner how to leverage their business for the best deal possible. This is an event you can't afford to miss!
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.
Learning Objectives:
Identify what means most to a hotel and which items are easier to get reduced.
Discover secrets for finding the best dates, rates and space.
Discuss all the items that need to be negotiated in the contract.
Examine what concessions and considerations that you must ask for, and receive.
Understand 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.
Presented By:
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.
Continuing Education:
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.
Product Options:
Audio Conference CD Only: $229.00 (includes S&H)
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