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Strategic Hotel Procurement:
Increasing Control & Savings

Shirley Kuhloie
SMM Expert

Mark Hubrich
VP Client & Industry R...
OVERVIEW
• Reviewing your current state
• Contracting practices
• Identifying risks
• Industry best practices
• Driving do...
Speaker Bios
MARK HUBRICH
Vice President of Client and Industry Relations
• SignUp4 is a leading provider of global
meetin...
SHIRLEY KUHLOIE

• 6 years as President of Andavo Meetings &
Incentives, a full service event management
company
• 11 year...
CURRENT SELECTION PROCESS
• Are all hotels created equal?
• Is there a lack of strategy in selection?
• WIIFM “might” come...
CONTRACTING PRACTICES
Everyone Negotiates Contracts
… i.e. Lack of policy
• Administrative Assistants
• Occasional planner...
NO CONTRACTING POLICY= RISK
• Unfavorable liability and indemnification
clauses
• High cancellation penalties
• Low attrit...
BEST PRACTICES
• Team up with travel department
• Understand what properties are being
selected for transient and why
• Id...
RESEARCH MEETING SPACE CAPABILITIES
DRIVE BUSINESS TO
APPROVED MEETING HOTELS
•
•

•
•
•
•
•

Educate planners and decision makers on hotel
strategy
Review ap...
DRIVE BUSINESS TO APPROVED MEETING HOTELS
USE TOTAL HOTEL SPEND TO NEGOTIATE
Thank you.
Questions?
Shirley Kuhloie, SMM Expert
Mark Hubrich, VP Client & Industry Relations

If you are interested in l...
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Strategic Hotel Procurement: Increasing Control & Savings

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Strategic Meetings Management Expert, Shirley Kuhloie and Mark Hubrich, VP of Client & Industry Relations at SignUp4 will provide an inside look into best practices including:

-Reviewing your current state
-Identifying potential risks
-Developing a strategic plan for hotel procurement
-Best practices in the industry
-Driving down costs with technology

Published in: Business, Travel
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Transcript of "Strategic Hotel Procurement: Increasing Control & Savings"

  1. 1. Strategic Hotel Procurement: Increasing Control & Savings Shirley Kuhloie SMM Expert Mark Hubrich VP Client & Industry Relations SignUp4
  2. 2. OVERVIEW • Reviewing your current state • Contracting practices • Identifying risks • Industry best practices • Driving down costs with technology • Questions – please submit along the way & we will answer at the end
  3. 3. Speaker Bios MARK HUBRICH Vice President of Client and Industry Relations • SignUp4 is a leading provider of global meetings software solutions • SignUp4 software is deployed in 23 countries around the world • Co-founder and active committee volunteer to the industry in MPI, GBTA, and SITE Mark has been developing & delivering solutions around meetings technology for over 11 years, to serve the needs of some of the worlds largest corporations.
  4. 4. SHIRLEY KUHLOIE • 6 years as President of Andavo Meetings & Incentives, a full service event management company • 11 years as VP Client Relations for Carlson Wagonlit Travel • Former Global Category Manager for Meetings at Hewlett-Packard • In her role at HP, Shirley designed a SMMP utilizing a meetings technology tool • She was responsible for planner training communication, global program expansion, stakeholder management & supplier management
  5. 5. CURRENT SELECTION PROCESS • Are all hotels created equal? • Is there a lack of strategy in selection? • WIIFM “might” come into play…does it? • Do you see the Savvy salesperson winning the business?
  6. 6. CONTRACTING PRACTICES Everyone Negotiates Contracts … i.e. Lack of policy • Administrative Assistants • Occasional planners • Marketing team members • Division Managers
  7. 7. NO CONTRACTING POLICY= RISK • Unfavorable liability and indemnification clauses • High cancellation penalties • Low attrition allowances • Poor terms and conditions • Market rates are being paid
  8. 8. BEST PRACTICES • Team up with travel department • Understand what properties are being selected for transient and why • Identify top cites for meetings • Review transient hotel list in key meeting cities • Research meeting capabilities at those hotels • Select those that fit meeting criteria • Add hotels to the approved list where needed
  9. 9. RESEARCH MEETING SPACE CAPABILITIES
  10. 10. DRIVE BUSINESS TO APPROVED MEETING HOTELS • • • • • • • Educate planners and decision makers on hotel strategy Review approved hotels with all decision makers – revise as needed Prioritize approved hotels in meeting technology RFP Pre-negotiate T & C’s with approved hotels Track spend and use data for future negotiations Reduce risk, time and confusion SAVE MONEY !!!
  11. 11. DRIVE BUSINESS TO APPROVED MEETING HOTELS
  12. 12. USE TOTAL HOTEL SPEND TO NEGOTIATE
  13. 13. Thank you. Questions? Shirley Kuhloie, SMM Expert Mark Hubrich, VP Client & Industry Relations If you are interested in learning more about SignUp4 and would like to request a free demo, please email sales@signup4.com or visit: http://www.signup4.com/request-a-demo-2/

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