[Webinar] Save Money on Your Meeting
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Transcript of [Webinar] Save Money on Your Meeting
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Save Money on Your Meeting:
Spend Less and Get More for Your Meeting
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George Shagoury,
Senior Director
of Sales
Cvent
Our Guest
Co-Host
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Beth Witzak,
Global Account
Executive,
Conference Direct
Our Panelist
Julie Coker
Graham
Executive Vice
President,
Philadelphia
Convention &
Visitors Bureau
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Our Discussion
Survey Results
Where to find deals
5 factors of meeting
desirability
Resources to help you make meeting negotiations more effective
Enhance and
leverage those factors
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• Chicago rises to #1
• New Orleans and Nashville
enter the Top 10
• St. Louis climbs 8 spots
• Louisville’s first appearance
Trends in the Top 50
Competitive Pricing in the Midwest
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The Big Question
What do meeting planners want
in a group promotion?
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Ask Them!
Cvent conducts
survey to find out.
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Ask Them!
Cvent conducts
survey to find out.
Yields 779 responses
from meeting planners
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Promotions Make an Impact
WHY?
of planners look for a promotion
during the sourcing process
%
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Promotions Make an Impact
WHEN?
of planners seek a group offer
while researching venues
%
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Promotions Make an Impact
HOW?
of planners say promotions usually
influence their final booking decisions
%
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Top 10 Concessions Most Valuable to Planners
Discounted Sleeping Rooms
Discounted Meeting Space
Meeting Room Wi-Fi
Discounted Menu Prices
Sleeping Room Wi-Fi
Allowable Attrition
Sleeping Room Upgrades
Discounted AV
Discounted Parking
Late Checkout Times
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Top 10 Amenities Most Valuable to Attendees
Wi-Fi/Internet Access
Roundtrip Airport Transportation
Free Parking
Late Checkout
Meal Service
Early Check-in
Fitness Center Access
Business Center Access
Welcome Reception
Beverage Service
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All meetings are NOT
created equally
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The Desirability Continuum
Higher Negotiation
Leverage
Lower Negotiation
Leverage
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Factor 1: Meeting Rooms to Guest Room Ratio
“Space Hog”
Lots of meeting space vs.
guest rooms
Lots of guest rooms vs.
meeting space
“Opportunity Creator”
Higher Negotiation Leverage
Lower Negotiation Leverage
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Factor 2:
History of Guest Room Pick-up
“Attrition Attractor”
History of low pick-up compared to block
History of high pick-up compared to block
“Just Plain Attractive”
Higher Negotiation Leverage
Lower Negotiation Leverage
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Factor 3:
Time of the Year
“Prime Dates”
Meeting dates over times of historical high occupancy
Meeting dates over times of historical low occupancy
“Need Period”
Higher Negotiation Leverage
Lower Negotiation Leverage
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Factor 4:
Arrival- departure pattern
“The Blocker”
Arriving on Monday or Tuesday
Arriving on Sunday or Wednesday
“The Conventional Connecter”
Higher Negotiation Leverage
Lower Negotiation Leverage
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Factor 5:
Total revenue potential
“Just the basics!”
Limited or low ancillary revenue
Lot’s of ancillary revenue
“Kitchen Sink?”
Higher Negotiation Leverage
Lower Negotiation Leverage
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Deals to be had…and
where to find them
An exclusive collection of meeting focused
offers
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An exclusive collection of
meeting focused offers
Opportunities from Cvent
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We are the best FIRST point of
contact to help planners FIND the
right fit for ANY SIZE meeting.
CVB Promise and Value
To Planners
• Local expertise.
• Extensive in-market relationships.
• Comprehensive view of the destination.
• Free to you!
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www.empowerMINT.com
• Review at-a-glance destination
profiles
• Get destination news
• Find your Destination Expert
• Search and compare
• Submit a Quick Request or RFP
to multiple destinations
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Participation has earned you 0.5
credit hours for:
CMP Credit
Your CMP certificate and a
webinar recording will be
delivered in 5 business days. CMP-IS Domain A:
Strategic Planning