Contracts do more than confirm Space, Dates and Rates-- Attrition, Cancellation, Force Majeure, Programs, Sliding Scales, Cut-off Dates and many other areas are quoted by the hotel and accepted by the planner, without negotiation. Hotels train their sales managers to negotiate and contract aggressively, extending the edge to the hotel whenever possible. This session trains the planner to locate potential issues, understand the hotel's approach to contracts and negotiate options that work best for your group. Both new and experienced planners receive training in topics that are seldom discussed and planners receive immediate insights that will make them more effective planners.
After attending, the participant will understand:
- What is accuracy in space, rates, and dates: making sure you contract exactly what you need;
- Best practices on negotiating and contracting special considerations: comps, upgrades, wi-fi, parking, fees, and inclusions to maximize your results.
- Getting ahead on negotiating performance clauses: Attrition, Sliding scales, Cut-off dates to make sure both sides are treated fairly
CMP Domain: Strategic Planning