Save Money on Your Meeting:
Spend Less and Get More for Your Meeting
George Shagoury,
Senior Director
of Sales
Cvent
Our Guest
Co-Host
Beth Witzak,
Global Account
Executive,
Conference Direct
Our Panelist
Julie Coker
Graham
Executive Vice
President,
Philadelphia
Convention &
Visitors Bureau
Our Discussion
Survey Results
Where to find deals
5 factors of meeting
desirability
Resources to help you make meeting negotiations more effective
Enhance and
leverage those factors
• Chicago rises to #1
• New Orleans and Nashville
enter the Top 10
• St. Louis climbs 8 spots
• Louisville’s first appearance
Trends in the Top 50
Competitive Pricing in the Midwest
The Big Question
What do meeting planners want
in a group promotion?
Ask Them!
Cvent conducts
survey to find out.
Ask Them!
Cvent conducts
survey to find out.
Yields 779 responses
from meeting planners
Promotions Make an Impact
WHY?
of planners look for a promotion
during the sourcing process
%
Promotions Make an Impact
WHEN?
of planners seek a group offer
while researching venues
%
Promotions Make an Impact
HOW?
of planners say promotions usually
influence their final booking decisions
%
Top 10 Concessions Most Valuable to Planners
Discounted Sleeping Rooms
Discounted Meeting Space
Meeting Room Wi-Fi
Discounted Menu Prices
Sleeping Room Wi-Fi
Allowable Attrition
Sleeping Room Upgrades
Discounted AV
Discounted Parking
Late Checkout Times
Top 10 Amenities Most Valuable to Attendees
Wi-Fi/Internet Access
Roundtrip Airport Transportation
Free Parking
Late Checkout
Meal Service
Early Check-in
Fitness Center Access
Business Center Access
Welcome Reception
Beverage Service
All meetings are NOT
created equally
The Desirability Continuum
Higher Negotiation
Leverage
Lower Negotiation
Leverage
Factor 1: Meeting Rooms to Guest Room Ratio
“Space Hog”
Lots of meeting space vs.
guest rooms
Lots of guest rooms vs.
meeting space
“Opportunity Creator”
Higher Negotiation Leverage
Lower Negotiation Leverage
Factor 2:
History of Guest Room Pick-up
“Attrition Attractor”
History of low pick-up compared to block
History of high pick-up compared to block
“Just Plain Attractive”
Higher Negotiation Leverage
Lower Negotiation Leverage
Factor 3:
Time of the Year
“Prime Dates”
Meeting dates over times of historical high occupancy
Meeting dates over times of historical low occupancy
“Need Period”
Higher Negotiation Leverage
Lower Negotiation Leverage
Factor 4:
Arrival- departure pattern
“The Blocker”
Arriving on Monday or Tuesday
Arriving on Sunday or Wednesday
“The Conventional Connecter”
Higher Negotiation Leverage
Lower Negotiation Leverage
Factor 5:
Total revenue potential
“Just the basics!”
Limited or low ancillary revenue
Lot’s of ancillary revenue
“Kitchen Sink?”
Higher Negotiation Leverage
Lower Negotiation Leverage
Deals to be had…and
where to find them
An exclusive collection of meeting focused
offers
An exclusive collection of
meeting focused offers
Opportunities from Cvent
We are the best FIRST point of
contact to help planners FIND the
right fit for ANY SIZE meeting.
CVB Promise and Value
To Planners
• Local expertise.
• Extensive in-market relationships.
• Comprehensive view of the destination.
• Free to you!
www.empowerMINT.com
• Review at-a-glance destination
profiles
• Get destination news
• Find your Destination Expert
• Search and compare
• Submit a Quick Request or RFP
to multiple destinations
Participation has earned you 0.5
credit hours for:
CMP Credit
Your CMP certificate and a
webinar recording will be
delivered in 5 business days. CMP-IS Domain A:
Strategic Planning