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
Prevue September-October 2016 - 3
Prevue September-October 2016 - 4
Prevue September-October 2016 - 5
Prevue September-October 2016 - 6
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Prevue September-October 2016 - S1
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