The NEW Sponsorship Sales:
Develop a Winning Program to Increase Event Revenue and Reduce Expenses

Whether you're planning a regional sales meeting, a fundraising golf event or national convention, selling sponsorships is a great way to increase revenue and offset costs. More and more corporate and association planners are developing a sponsorship for their events. Sponsorship programs can increase event revenue, offset expenses, and allow valuable access to your attendees. This fast-paced session will help you design a high-quality program, maximize your sponsorship sales, deliver value to your sponsors and attendees, and turn sponsors into long-term partners. Make sure to bring questions specific to your situation to our live question and answer session!

Learning Objectives:

• Develop ROI and price-points for Sponsorship Sales and determine if your group can benefit from a Sponsorship Program.
• Recognize how to design a value-added program of Sponsorship.
• Sales in order to deliver outstanding value to sponsors and attendees.
• Explain how to target Sponsors for solicitation and how to train staffers to solicit and service convention sponsors.
• Design a three step program of solicitation, execution and follow-through on every sponsorship sale.
• Understand how to under-promise and over-deliver results for your sponsors to keep them involved and eager to rebook

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.

Product Options:

• Audio Conference CD Only: $229.00 (includes S&H)

If you have problems registering online, or have any questions, please call our customer service department
at 1-800-431-7571.

Length: 1 hour 30 minutes