Answer: I work with the group sales department at each hotel. To access that department (as opposed to individual reservations), I need to work with a block of 10 or more rooms and a contract needs to be issued and signed. Never wanting to say "no", I'd be happy to offer advice and direction to you as you search for a Miami hotel that meets your needs.
Question: I am a meeting planner and if I utilize your services, you are essentially doing what I am paid to do. Why should I work with you?
Answer: My goal is to help you look good and save you some time and money. I certainly don't want to take away from your job and would only want to enhance it. Perhaps you could utilize me for just the initial search and take over from there. I wouldn't want or expect any credit and would hope that over time, you'd see the benefit of two people (rather than one) working out there in the industry on your behalf.
Question: We only have small meetings. Could you help us?
Answer: As long as you have 10 rooms or more and are willing to sign a group contract, I can assist!
Question: Our meeting doesn't require any overnight rooms. We only need meeting space. Can you help?
Answer: I would be happy to provide suggestions to you of various hotel options that could accommodate your needs.
Question: Does it cost us anything to work with you? How do you get paid?
Answer: The hotels pay me a marketing services fee to drive business their way. My payment comes from their marketing budget — their cost of doing business. With each hotel I contact on a client's behalf, the hotel signs a form confirming that rates are not being impacted by my fee. And in the contract, it again stipulates that rates are not being impacted. I cannot promise you that rates will not be affected 100% of the time, but I can promise you that if rates are ever impacted, I will be honest with you and let you make the decision as to whether you'd prefer to continue working through me or directly with the hotel.
Question: We recently booked a resort in California for our sales meeting.
We need a spousal program for a few of the days. Can you help?
Answer: Sure I can! While my eventual goal is to be your hotel liaison, I have worked with many destination management companies over the years and could be your point of contact with them. We'd handle it the same way we would hotels — I'd seek out bids from competing DMC's and you'd select the one that best met your needs. Should you need a company to plan an event, such as an awards dinner, a product rollout or an anniversary celebration, I also have a preferred relationship with a corporate event planning company, Paulette Wolf Events & Entertainment, Inc. They are based in Chicago but have created spectacular events all over the country.
Question: Can you promise that, if we use your services, you can get us better rates?
Answer: My impact is best seen at the conclusion of the contract negotiation process. While the initial rates given by the hotels may be the same as what they quote you, I work toward not only reducing those rates, but also toward reducing other costs and working through any potential challenges that you may see in the contract. Whether it is a resort fee, a food & beverage minimum, meeting room rental, attrition or cancellation penalties, my goal is to address and reduce all possible costs to you and your group.
Question: I have a relationship with someone at Hyatt and Starwood. If I work with you, can I still work with them?
Answer: Absolutely! Of course, while I would love to own your program and be your sole contact, more than anything, I appreciate loyalty. I would not want to step on any toes and would respect those relationships that you have created and maintained. I would be thrilled to be on your short list.
Question: Can you work with hotels internationally?
Answer: Yes! I have developed relationships with many national/international sales offices that have properties worldwide. One of the first programs I booked was with the Marriott in Singapore. Due to the time difference, I was negotiating the contract at 10pm. And 8 years later, I am still working with that conference planner!
Question: Our conference is so large, we need multiple hotels in the city and have liked working with the various convention and visitors bureaus. How are you different? How are you better?
Answer: I think CVBs are terrific assets in cities and I have used them for searches. I can also book multiple hotels but I can take it one step further. I can sell some hotels over others. And I can negotiate contracts with those hotels and truly act as an advocate for you. While bureaus are obligated to represent all paying members equally, I can speak a bit more freely about the benefits and liabilities of the various options.
Question: We would like to hold our next incentive meeting on a cruise. Do you work with any cruise lines?
Answer: Yes. I have worked with Royal Caribbean and Celebrity on past conferences and can certainly handle your request.
