Prevue September-October 2016 - 56

IRF/Prevue Study 5. Getting the Scoop on New or Potential Hotel Venues When planners are evaluating hotels, the human touch wins out over the web. For Maddy Caliri, director, global procurement at RELX (formerly Reed Elsevier), it's also about efficiency: "My experience has been that the hosted buyer shows were much more targeted," she says. "The suppliers had my information prior to our meeting, so I didn't need to spend time educating them about my business." Laura Yates, president, Dovetail Event Partners, refers to them as "the epitome of one-stop shopping." But, that said, she has ended up frustrated by "being forced into making appointments with vendors or hotels that are an unlikely match for my needs. Not all hosted buyer programs are created equal." Top Buyer Resources 100 100 100 80 80 80 60 60 60 40 40 40 20 20 20 0 Planners Hotels Hosted buyer shows 0 Planners Hotels Referrals from previous clients 0 100 100 100 80 80 80 60 60 60 40 40 40 20 20 20 0 0 0 Planners Hotels Global/national sales reps Planners Hotels Warm calls (intro from a friend or acquaintance) Not Effective Somewhat Effective Effective Hotels Planners Trade shows Planners Hotels Online search tools 6. Top 5 Reasons for Choosing a Hotel Property Loyalty-whether to a hotel brand or to its sales people-is a key reason planners choose one property over another. On the flip side, planners repeatedly brought up the turnaround in hotel staffs as a major difficulty. "You develop a trust level and then you are passed off to someone else," was how one described it. Many experienced a lack of knowledge by the salespeople chosen to do the site inspection. Another planner mentioned how hotels promote CSMs "that don't even know what a BEO is-and this is from a top brand that costs $800 to $1,000 a night!" When hoteliers were asked why planners choose certain properties they responded with the same reasons: previous business or personal relationships with the property or sales manager/CSM and hotel brand. Mega brands were ranked a concern as was a perceived lack of fresh, new properties in the US versus globally. "Brands are getting so big, yet they don't split up their territories well enough for the reps to keep up," said one hotelier. 56 | prevuemeetings.com I Chose the Hotel for My Current Program Because: ➊ I had an existing business relationship with the hotel. ➋ The hotel brand-it delivers consistently ➌ I had a personal history with the property. ➍ My relationships with the sales manager/CSM ➎ Recommendations from other buyers For more insights on the planner-hotelier relationship, download the full report at prevuemeetings.com. http://www.prevuemeetings.com http://www.prevuemeetings.com

Table of Contents for the Digital Edition of Prevue September-October 2016

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Prevue September-October 2016 - T1
Prevue September-October 2016 - T2
Prevue September-October 2016 - No label
Prevue September-October 2016 - 2
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Prevue September-October 2016 - S1
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