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

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