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Get inside
the mind of the
meeting planner.
Five things hoteliers should know
to score big with planners.
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
Who we are.
•	 Fully integrated brand development
and ma...
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
Shocking news:
This market is complex.
•	 Continued econ...
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
•	 One two-hour focus group
•	 Nine meeting planners
•	 ...
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
Our Findings
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
•	 Build some flexibility into your contract.
•	 Be up f...
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
The GM sets the
tone for the meeting.
2
•	 The meeting p...
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
Give meeting planners
what they need.
3
•	 It’s all abou...
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
Show meeting planners
what you can do.
4
•	 Work with th...
© MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM
Share your
knowledge of Millennials.
5
•	 Meeting planne...
For more information,
check us out.
Magnani.com/knows/hospitality
Twitter	@Magnani_Dot_Com
Facebook	 facebook.com/MagnaniC...
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Get Inside the Mind of the Meeting Planner

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The world of meeting planners is challenging and fostering positive relationships with planners is key.

At Magnani Continuum Marketing, we looked into the wants and needs of meeting planners to give hoteliers key insights on how to score big with planners.

Published in: Travel
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Get Inside the Mind of the Meeting Planner

  1. 1. Get inside the mind of the meeting planner. Five things hoteliers should know to score big with planners.
  2. 2. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM Who we are. • Fully integrated brand development and marketing agency • Founded in 1985 • Experience with B2B and B2C clients across multiple industries, including the hospitality, insurance, healthcare and industrial sectors • Extensive travel and hospitality experience including: • More than 100 full-service hotels and resorts • Dining cruises • Restaurants • Luxury rail service
  3. 3. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM Shocking news: This market is complex. • Continued economic rebound • Increased competitive landscape filled with more hotels and new brands • Shrinking meeting size despite growing number of hosted meetings • New business habits and attendees altering the meeting experience • Continued focus on Millennials
  4. 4. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM • One two-hour focus group • Nine meeting planners • Moderation by MCM Research • Pre-screened participants for: • Those responsible for booking national corporate or association meetings • Those responsible for booking meetings of 200+ room nights peak • Final decision-makers or strong influencers on meeting location What we did.
  5. 5. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM Our Findings
  6. 6. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM • Build some flexibility into your contract. • Be up front and honest. • Keep the conversation going from pre- through post-meeting. Make the meeting planning experience a partnership. 1
  7. 7. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM The GM sets the tone for the meeting. 2 • The meeting planner expects to meet the GM during the planning process. • A strong GM instills confidence in the planner. • If the GM isn’t in control, the planner will book elsewhere.
  8. 8. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM Give meeting planners what they need. 3 • It’s all about ROI and budget. Help the planner meet these goals, and you’ll be rewarded. • Discounts or deals on core items (i.e. WiFi and coffee breaks) are more meaningful than extras like room upgrades and wine hours. • Offer something unexpected that makes them the hero to their bosses and attendees.
  9. 9. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM Show meeting planners what you can do. 4 • Work with them to create their event. Help them visualize their ideal event in your space. • Make it easy to find hotel photos, capacity charts, diagrams and room details. • Provide examples of past setups and capabilities. Photos are best.
  10. 10. © MAGNANI CONTINUUM MARKETING • ALL RIGHTS RESERVED • MAGNANI.COM Share your knowledge of Millennials. 5 • Meeting planners are still learning how to engage Millennials. Show them what has worked for you. • Millennials like to be connected. Show them how to integrate “tech breaks” into events. • Provide options for apps and social media during events.
  11. 11. For more information, check us out. Magnani.com/knows/hospitality Twitter @Magnani_Dot_Com Facebook facebook.com/MagnaniContinuumMarketing LinkedIn linkedin.com/company/magnani-continuum-marketing

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