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Strategic Hotel Procurement: Increasing Control & Savings
 

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: ...

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

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    Strategic Hotel Procurement: Increasing Control & Savings Strategic Hotel Procurement: Increasing Control & Savings Presentation Transcript

    • Strategic Hotel Procurement: Increasing Control & Savings Shirley Kuhloie SMM Expert Mark Hubrich VP Client & Industry Relations SignUp4
    • 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
    • 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.
    • 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
    • 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?
    • CONTRACTING PRACTICES Everyone Negotiates Contracts … i.e. Lack of policy • Administrative Assistants • Occasional planners • Marketing team members • Division Managers
    • NO CONTRACTING POLICY= RISK • Unfavorable liability and indemnification clauses • High cancellation penalties • Low attrition allowances • Poor terms and conditions • Market rates are being paid
    • 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
    • RESEARCH MEETING SPACE CAPABILITIES
    • 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 !!!
    • 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 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/