To be a more effective negotiator, meeting planners will learn how hotels evaluate their businesses and manage their inventory of space, rates and dates. Room rates, meeting space usage, catering and even spa and golf sales are all critical areas that hotels evaluate. Hotels rooms are 80 percent profit, and catering is 30 percent profit, so meeting planners can use their businesses to leverage a better deal. With “hotel-insider” knowledge, meeting planners can have hotels compete with one another to book their group. Planners will learn the top five areas they can negotiate now to stretch their master accounts, and how to manage their catering expenses.
It’s a fact-packed and fast-moving session that will train planners the same way hotel managers are trained.
- By learning about how the income and profit center of a hotel works, meeting planners will be more professional at negotiating.
- Meeting planners will receive tips on the top five items to negotiate immediately to reduce their master accounts.
- Planners will learn how to make their businesses more attractive to hotels, so hotels will consistently compete for their groups.
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, Pasha 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. Pasha’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.