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

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

  1. 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. 2. The table leaders <ul><li>Chair Roslyn McLeod, arinex, Australia </li></ul><ul><li>Vince Elorza, Palace Resorts, Mexico & the Caribbean, Mexico </li></ul><ul><li>Samantha Shamkh, ExCel, London </li></ul><ul><li>Mark Spivey, Maritim Hotels, Germany </li></ul><ul><li>André Vietor, Viajes Iberia Congresos, Spain </li></ul><ul><li>Lois Wallis, Pan Pacific, Vancouver </li></ul><ul><li>s Iberia Congresos </li></ul>International Congress and Convention Association www.iccaworld.com
  3. 3. Samantha – Samantha Shamkh Head of Conventions ExCeL London London
  4. 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. 7. Hotels and Selling has to be Fawlty Towers and Only Fools and Horses
  6. 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!
  7. 9. Lois Wallis - Director, Association Sales – Pan Pacific Vancouver International Congress and Convention Association www.iccaworld.com International Congress & Convention Association
  8. 10. Thank you International Congress and Convention Association www.iccaworld.com International Congress & Convention Association
  9. 11. Roslyn McLeod Managing Director arinex Australia
  10. 12. <ul><li>the objective today </li></ul><ul><li>A personal learning experience </li></ul>International Congress and Convention Association www.iccaworld.com
  11. 13. Negotiating with hotels <ul><li>2.1 Introduction (Roslyn) </li></ul><ul><li>2.2 Understanding hotel business objectives (Mark) </li></ul><ul><li>2.3 Providing relevant information on your event (Samantha) </li></ul><ul><li>2.4 Contracts (Lois) </li></ul><ul><li>2.5 Long-term relationships (André) </li></ul><ul><li>2.6 Negotiation check-list (Vince) </li></ul>International Congress and Convention Association www.iccaworld.com
  12. 14. Timeline <ul><li>2.16pm table discussions </li></ul><ul><li>3.15pm ending with a quick recap by each table </li></ul><ul><li>3.25pm brief summary (Roslyn) to explain next steps, </li></ul><ul><li>close the session at 3.30pm . </li></ul>International Congress and Convention Association www.iccaworld.com

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