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SEPTEMBER: Hotel Group Meetings for 2015

 Elaine  Macy

The economic downturn of 2009 caused dramatic changes in the hotel group sales market, primarily in the automotive, financial services, insurance, and pharmaceutical industries. The number of incentive trips and meetings were drastically reduced and even cancelled across all industries. Five years later, meeting planners are faced with a new wave of opportunities and challenges and now have to re-think and understand how the “groups game” has changed. Here is a brief overview of best practices for how meeting planners can maximize their success in today’s competitive landscape. READ MORE

Jesse  Suglia

Closing the Deal with Tough Customers in a Competitive Environment: Closing the deal with a tough customer in a competitive group hotel environment can be challenging – but it doesn’t always have to come down to price. Even when the client has a handful of hotels from which to choose, these strategies will help your hotel sales team weave together a customized plan of attack that hits client hot buttons, maximizes relationships and showcases standout site benefits that can make the sale…while steering the conversation from price to value. READ MORE

Michael C.   Sturman, Ph.D.

The reasons that people attend tradeshows depend on whether they are exhibitors or attendees, although the purposes cited by the two groups intersect, according to a study of 2,257 tradeshow participants. Exhibitors are strongly focused on developing sales leads and demonstrating products, while attendees are chiefly concerned with educational opportunities. Tradeshows are increasingly using technology solutions to support those goals, including matchmaking and scheduling software, as well as on-site wi-fi, mobile apps, and internet cafés. Also important to participants’ satisfaction with a tradeshow are sustainability programs, notably recycling and a reduction of paper collateral. READ MORE

Michael  Kofsky

Hotels are critically dependent on revenue from events such as conventions, trade shows, and exhibitions. The more successfully and efficiently hotels can execute meetings and events, the more they can garner both return and referral business, a very essential way to increase room revenue and profitability. However, for any executive or business meeting planner, when deciding where to host an important event or other large gathering, there is a lot at stake. The decision to choose the correct venue is one that can be incredibly time consuming and potentially determine the turnout and overall success of the gathering. While the destination is always an important factor, site size, flexibility of layout, comfort of chairs, audiovisual (AV) capabilities, Wi-Fi access and strength, lighting, and even power outlet accessibility are also critical factors to consider when determining an event space. A hotel can accomplish more effective events by creating modern, sleek, but still warm and welcoming event spaces that meet these needs yet are also comfortable and convenient, and leave hosts and the guests with outstanding experiences for the most efficient group event. READ MORE

Coming Up In The October Online Hotel Business Review


Feature Focus
New Developments and Best Practices on Maximizing Revenue Management
Revenue Management is the application of precision analytics that predict consumer behavior and optimize product availability and price to maximize revenue growth. The primary aim of Hotel Revenue Management is selling the right room to the right customer at the right time for the right price. The essence of this application is in understanding customers' perception of product value and accurately aligning product prices, placement and availability with each customer segment. In the hotel industry, implementing an effective revenue management strategy is a vital component of its operations. In fact, in a recent survey of nearly 500 revenue management professionals in the hotel industry, they predicted that revenue management strategies will become even more targeted and will be supported by increasingly sophisticated technology, as they are applied to other areas within a hotel. In particular, revenue management techniques are likely to be integrated into other hotel income streams, including spas, restaurants, conference/groups and golf courses. As a consequence, the revenue management function will become more crucial to hotel operations, and will likely become a separate department that is under the general manager’s supervision. The October issue of the Hotel Business Review will address these significant developments and document how some leading hotels are executing their revenue management strategies.