Catering is often the largest part of a master account, but many planners accept inflated prices, unrealistic minimums, setup fees and other charges without negotiation. This session will help planners see where the profit centers are and where there are more leverage and latitude in negotiating group catering. The webinar will discuss the profit and loss statement in catering, and with that insider knowledge, planners will learn how to maximize their budget.
- You’ll learn how to trace hotels expenses through food cost, beverage cost, setup staff and culinary personnel.
- Learn how to negotiate specific monetary areas like room rentals, setup fees, bartender fees, service charges and many other areas to immediately improve your negotiations and maximize your meeting’s ROI.
- Know how to negotiate value-added items that hotels can extend to you, including upgraded linen, menus, props, themes and other areas to deliver an exceptional event at little or no increased cost.
Tom Pasha has been recognized as one of the top event planners in the planning industry. Starting in hotel operations positions as a caddy, bellman, bartender and cook, Tom began his management career as a Hyatt management trainee in Chicago. He held sales management positions throughout the Hyatt organization, working in 12 Hyatt hotels over 20 years. Tom was director of sales at Hyatt hotels in Greenville, San Antonio and Chicago O’Hare, and as director of sales, he 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 Excellence.
Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando, Florida. Tom’s company books over 100,000 room nights annually, working with corporate and association clients.
In addition to his planning responsibilities, Pasha teaches “Meeting Planning Mastermind,” a two-day class that focuses on teaching meeting planners every aspect of a hotel that delivers 15 hours of continuing education credit.