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Negotiating the best deal with hotels #icca11 TUESDAY 25/10/11

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Presentation on Negotiating the best deal with hotels by Roslyn McLeod. Held during the 50th ICCA Congress. #icca11 TUESDAY 25/10/11

Presentation on Negotiating the best deal with hotels by Roslyn McLeod. Held during the 50th ICCA Congress. #icca11 TUESDAY 25/10/11

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  • 1. Negotiating the best deal with hotels 50 th ICCA Congress & Exhibition Tuesday 25 th October Leipzig, Germany International Congress and Convention Association www.iccaworld.com International Congress & Convention Association
  • 2. The table leaders
    • Chair Roslyn McLeod, arinex, Australia
    • Vince Elorza, Palace Resorts, Mexico & the Caribbean, Mexico
    • Samantha Shamkh, ExCel, London
    • Mark Spivey, Maritim Hotels, Germany
    • André Vietor, Viajes Iberia Congresos, Spain
    • Lois Wallis, Pan Pacific, Vancouver
    • s Iberia Congresos
    International Congress and Convention Association www.iccaworld.com
  • 3. Samantha – Samantha Shamkh Head of Conventions ExCeL London London
  • 4. Mark Spivey Director of International Sales for the Maritim Hotel Group Mad about Sheffield United As a 16 year old played professional football for Bolton Wanderers and Huddersfield Town Met the 1966 England and West German Teams Most memorable game Has to be Germany 1 England 5
  • 5.  
  • 6.  
  • 7. Hotels and Selling has to be Fawlty Towers and Only Fools and Horses
  • 8. What I adore most? My wife and good wine! The best thing is I can enjoy both at the same time. Guess what? I love cats. Have a few at home too (not this one!) André Vietor Managing Director Viajes Iberia Congresos To understand hotel people one must have worked in the hotel industry, which I did! And believe me, a congress business point of view, it’s a real challenge!
  • 9. Lois Wallis - Director, Association Sales – Pan Pacific Vancouver International Congress and Convention Association www.iccaworld.com International Congress & Convention Association
  • 10. Thank you International Congress and Convention Association www.iccaworld.com International Congress & Convention Association
  • 11. Roslyn McLeod Managing Director arinex Australia
  • 12.
    • the objective today
    • A personal learning experience
    International Congress and Convention Association www.iccaworld.com
  • 13. Negotiating with hotels
    • 2.1 Introduction (Roslyn)
    • 2.2 Understanding hotel business objectives (Mark)
    • 2.3 Providing relevant information on your event (Samantha)
    • 2.4 Contracts (Lois)
    • 2.5 Long-term relationships (André)
    • 2.6 Negotiation check-list (Vince)
    International Congress and Convention Association www.iccaworld.com
  • 14. Timeline
    • 2.16pm table discussions
    • 3.15pm ending with a quick recap by each table
    • 3.25pm brief summary (Roslyn) to explain next steps,
    • close the session at 3.30pm .
    International Congress and Convention Association www.iccaworld.com