The current business environment has forced planners, Association Execs, and suppliers to take a closer look at how they negotiate the best value for dollar paid. Jeff Silva is a long time sales veteran in the hospitality industry, and has succeeded through multiple recessions. As a former Director of Sales Jeff’s “Inside Scoop” session will once again help planners, and Execs look at areas of the hotel industry that will help protect the integrity of their meetings, increase sponsorship, and maintain fiscal responsibility for all parties. Supplier partners should not skip this as we will be looking at advanced selling techniques that will help any salesperson increase productivity. Key take-a-ways: Sustain revenue/sponsorship growth, Proactively negotiate the best value for dollar paid, ADR vs GOP (not a political debate), Bridge the communication gap between suppliers and planners, Build lasting partnerships.
November 04, 2011