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Hotel Contracts….in the New Meeting Economy
The New Meeting Economy facing planners includes high expectations, tight budgets and a slowly improving hotel economy that can be a huge asset for the planners who take advantage of it. In the New Meeting Economy, planners have to focus on maximizing the return on their meeting investment and minimizing exposure at every opportunity. Many planners are realizing this is an ideal time to lock in some extraordinary deals, but need strong negotiating skills to protect their company or organization.
Also in the New Meeting Economy, with hotel contracts becoming more strict, it's time for planners to make their contracting more effective than ever. This session, taught by Tom Pasha, with more than 20 years in hotel sales and 10 years as a professional meeting planner examines the best ways to contract exactly what need to take advantage of the changing market.
Learning Objectives:
Review how a hotel makes money and learn to negotiate, "From the Hotel Side."
Discuss how great business starts with a great RFP and how to determine the best fit for your group.
Explore how negotiations begin with the room rate and how to work with every aspect of your meeting to increase ROI.
Recognize how the Top Five Contract clauses protect your group and how to add them to every contract.
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 is a CEU presentation. Earn 0.15 CEU credits for attending. For a list of organizations accepting this CEU, please visit http://www.iacet.org/ content/accepting -ceus.html.
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)
Length: 1 hour 30 minutes
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