Successful Negotiations in a Seller’s Market

0.2 CSEP Points | ILEA Core Curriculum: Event Planning - Development
1 Clock Hour | Domain D: Financial Management

Meeting demand is up, way up and new hotel room supply is low, especially in the four and five star brands. In 2015, hotel occupancy, average daily rate and RevPar (revenue per available room) was an all-time high. In this high impact workshop, attendees will learn specific methods to utilize a strategic RFP
process and assess their leverage based on multiple hotel revenue management criteria. The ultimate focus is on value based negotiations, cast savings, hotel contract risk reduction / cost containment and improving hotelier communications and partnerships.

Learner Outcomes:

• Understand issues and trends that impact hotelier and meeting planner negotiations
• Discuss essential components of hotel revenue management and hotel profit centers
• Review methods to assess your leverage from each RFP and create a negotiations plan

This Session Graciously Sponsored by Experience Scottsdale