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Negotiating: Driving the Deal, Part 2
Presented by
Barbara Dunn
Moderated by
Zach Chouteau
March 28, 2012
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Today’s Webinar is worth the following credit toward the CMP
application through CIC: Strategic Event Planning Process, 1 hour.
Download the presentation found on the Meetings Webinar Club
page at www.meetingsfocus.com/webinarclubnegotiating. Here
you can also click on the link for CMP instructions to obtain CMP
credit. Print this form and include it with your CMP application or
recertification form.
CIC Credit
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F&B: Low-Cost Creativity
Wednesday, April 25, 2012
1:00 p.m. EDT/12:00 p.m. CDT
11:00 a.m. MDT/10:00 a.m. PDT
Presented by: Arlene Sheff, CMP
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Social Media
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• Identify common obstacles in contract negotiations
• Describe each party’s position on various critical issues in
contract negotiation
• List strategies for approaching supplier partners on negotiation
items
• Learn how to overcome negotiation obstacles such as rate
protection, room attrition, and cancellation fee provisions.
Learning Objectives
Presented by
Barbara F. Dunn, Esq. Attorney and Partner with Howe & Hutton
www.howehutton.com
Today’s Speaker
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• Presented by:
• Barbara F. Dunn, Esq. • Attorney and Partner
• Howe & Hutton, Ltd.
• Wednesday, March 28, 2012
Negotiating: Driving the Deal,
Part 2
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Strategies for Success in Today’s
Marketplace
• Re-negotiation of existing contracts for future meetings
• Negotiation of new contracts
• Balancing Business vs. Legal Issues
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Key Clauses to Address in Hotel
Contracts
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Rate Protection
• How to Negotiate Rates
• Rate Increase Clauses
• Rate Protection
• Hotel Rate Promotions
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Room Block Attrition
• Is a Clause Required?
• Block Reductions
• Meeting Room Rental
• Sleeping Room Profit vs. Other
Revenues
• Maximum Pick Up
• Booking Outside the Block
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Food & Beverage Attrition
• Guaranteed Total Minimum Food and Beverage
Revenue
• Catered Food and Beverage vs. Room Service
• Sponsored or In Conjunction With (ICW) F&B Revenue
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Establishment of Master
Account/Credit Policies
• Evaluation of Creditworthiness Deposit Schedule?
• Master Account Review and Billing
• Disputed Charges
• Collection Costs
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Cancellation Fee
• Ideal Cancellation Clause
• Profit vs. Revenue
• Resale Efforts
• Rebooking Cancelled Meeting
• What if Hotel Cancels?
• Ancillary Spending
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Force Majeure
• What’s on the “grocery list” of calamities?
• What is the legal standard?
• What if the group still wants to perform?
• What are the key terms to include/exclude?
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Change in Management
• Change in Management Company vs. Change in Owner
• Negotiation of New Contract?
• Standards of Performance
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Financial Difficulties at Hotel
• Bankruptcy vs. Financial Difficulties
• Deterioration in Quality /Facilities/Services
• Right to Assurances
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Construction/Renovation
• Notice of Projects
• Evaluation of Impact
• Best Efforts to Resolve Potential
Problems
• Agreement on Remediation Plan
• Right to Cancel Without Liability
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Dispute Resolution
• Contract Clauses
• Choice of Law
• Choice of Forum
• “Cooling off” Period
• Approaches to Resolving Disputes Without
Litigation
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Thank you!
For further information or resource please contact Barbara:
Barbara F. Dunn, Esq. Howe & Hutton, Ltd. Tel (636) 256-3351
Email [email protected]
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Questions?
Barbara Dunn Attorney and Partner
Howe & Hutton
Zach Chouteau eMedia Content Developer
Meetings Focus
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Since we can’t get to all of the questions submitted by webinar
participants, we’ve posted 10 that weren’t answered during the
program. Thanks to our presenters for volunteering to field all of
your important queries from “Webinar Land!”
Check your inbox soon for an invitation and link to the TAKE10 Q&A
Web page.
TAKE10
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Also available on our website you will find a vault of information
in past webinars available for you to view at any time.
Visit our On Demand webinars today and Watch Now!
Upcoming Webinar F&B: Low-Cost Creativity
Wednesday, April 25, 2012
1:00 p.m. EDT/12:00 p.m. CDT
11:00 a.m. MDT/10:00 a.m. PDT
Presented by: Arlene Sheff, CMP
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A series of Hosted Buyer events in different regions, based on your booking needs!
May 6-8: MF Live! IACC – Cheyenne Mountain Resort, Colorado Springs, CO
June 3-5: MF Live! South - B Ocean, Ft. Lauderdale, FL
June 24-26: MF Live! West - Hyatt Regency, Huntington Beach, CA
August 5-7: MF Live! South – The Ballantyne, Charlotte, NC
August 26-28: MF Live! East/MidAmerica – Normandy Farm, Valley Forge PA
August 29-31: MF Live! West – Resort at Squaw Creek, Lake Tahoe, CA
For more information visit: www.meetingsfocus.com/mflive
Welcome to 2012
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“Negotiating: Driving the Deal, Part 2”
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