| Would you be willing to be flexible to get better | | | | Now, consider that just maybe the sales manager |
| rates or a better room block pattern when you start | | | | has the same block or pattern of rooms available a |
| negotiating with your hotel sales contact? The | | | | week or two later and would love to offer lower |
| answer hopefully will be "Yes." | | | | rates in order to get the business. What would it be |
| In meeting and event planning, flexibility can give you | | | | worth for both parties to make this work? |
| more options when dealing with a sales manager. | | | | However, the sales manager is happy because he fills |
| An example of this would be a meeting planner | | | | up his hotel at the rate he wanted and the meeting |
| asking asking for 50 rooms in a specific month and | | | | planner has given his Board of Directors the dates |
| date. He tells the sales manager that his Board of | | | | they wanted. It's a partial win for both, but the |
| Directors wants rooms in Atlanta September 19 - 21. | | | | attendees coming to the meeting will pay for it with |
| The sales manager is thinking to himself "I have 50 | | | | higher room rates. |
| rooms left which is easy to sell. If this meeting | | | | Flexibility can be everything when negotiating. If you |
| planner can only book September 19 - 21, I won't | | | | have it, then you have the advantage and that |
| have to offer a special rate." So, the sales manager | | | | advantage can mean better rates, more available |
| offers 50 rooms and quotes a rate of $250.00. He | | | | rooms, a better room block pattern, more |
| knew the Board of Directors could not move their | | | | complimentary rooms, a comp suite or possibly |
| group to alternative dates where he might be able to | | | | better food prices. |
| offer special rates. | | | | To really become an event planner, always keep |
| The meeting planner has just given up most of his | | | | flexibility in mind. So, your answer to the question |
| negotiating power because he does not have the | | | | that was first mentioned should be "Yes". Be flexible, |
| flexibility to change dates. He had strict orders from | | | | keep your options open and you will get a contract |
| his Board of Directors to only negotiate for a set of | | | | that is more in your favor. |
| dates that would fit the Board schedule. | | | | |