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

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

    • 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
    • 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
    • Samantha – Samantha Shamkh Head of Conventions ExCeL London London
    • 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
    •  
    •  
    • Hotels and Selling has to be Fawlty Towers and Only Fools and Horses
    • 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!
    • Lois Wallis - Director, Association Sales – Pan Pacific Vancouver International Congress and Convention Association www.iccaworld.com International Congress & Convention Association
    • Thank you International Congress and Convention Association www.iccaworld.com International Congress & Convention Association
    • Roslyn McLeod Managing Director arinex Australia
      • the objective today
      • A personal learning experience
      International Congress and Convention Association www.iccaworld.com
    • 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
    • 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