Archive for the ‘ negotiating hotel fees ’ Category

No Oops For You

When it comes to meeting planning, there are way too many places where mistakes can be made. With the myriad of details involved, mistakes are bound to happen at times. Even though, and this is fact, meeting planners are closer to super heroes than human. Let’s look at some common mistakes, place them in that ultra-awareness of yours, and see if we cannot avoid them.

  1. Meeting Objective – what is it? If you are not sure what the objective of the meeting is, then it is a  bit difficult to plan.  Know the reason for the meeting, the goal of the meeting, and the why of the meeting inside and out. Some companies are not aware that their meeting planner should be involved every step of the way; from conception through to post-meeting follow ups and analytics.
  2. Checking References – there is too much at stake! One of the most difficult meeting planning truths is the fact that we must rely on too many others to make everything work. Oh, if we could just do it all on our own, then we would not need worry! Unfortunately, we do have to rely on staff members (our own and the property’s), entertainment, outside vendors and more. Have those involved provide references and check them!
  3. Audio Visual Checklist – get one from everyone! Anyone who is doing any type of presentation is going to need some sort of A/V. Make sure that the property’s A/V Department, or whomever you hire, is aware of who needs what, when and where, as well as any equipment changes that may need to take place in between presentations. Some presenters will put your mind at ease and tell you that you need not worry about them as they will use their own laptop, and bring along their own connections; think twice before allowing this. If possible, have them send their presentation to you and put all presentations for any given room on one laptop so you can use the same connection throughout.
  4. Market to Your People Where They Are – know where they hang out. Once you have all your meeting ducks in a row, you need to market it and market it in all the right places. Where is your audience, what trade mags do they read, what web sites do they often view, what social media platforms are they utilizing – meet them often in all the right places and you will fill your meeting attendee quota for sure!
  5. Providing the Right Ambience for Each Event – no bright lights at the after party! Think through each event as if you are an attendee. Does the room set up, the lighting, décor and more fit the “feel” of the event. Make sure it all makes sense, or your audience will have a hard time paying attention and staying engaged.
  6. Property and Contract Mishaps – oh my! Here is where it can all just fall apart right before your eyes.  Your meeting must fit with the property from the get go, the property is more or less a structure with definable boundaries – you cannot change room sizes, location, etc. Make sure the property you choose has exactly what you need. Then there are those wordy contracts! Failure to fully protect your company, your event, and your attendees could easily spell disaster. If you want some peace of mind in this area, I know just who to call! Me! I know properties worldwide, I negotiate on behalf of my clients every day, I have read more contracts than you can shake a stick at (not sure why anyone is shaking anything, especially sticks, at contracts, but you get the idea –lol!). Call me, Jill Stone, at 636-797-3405 and I will assist you in finding the perfect property at a price that makes sense with a contract that will help you to sleep soundly before, during and after your event.


*Thank you to The Blue Skunk Blog for the image.

One on One with My Client, Dewayne! Part 2

This article is  a continuation of the article that appeared in a recent HelmsBriscoe newsletter. I shared the first part in my blog last week, so if you missed it, please be sure to read it now. Here is the remaining part of the article:

When asked if there are any distinctive qualities to the site selection process for SWCS (Soil and Water Conservation Society), Jill says, “One of the more important factors is actually near and dear to my heart, their meetings are environmentally conscience. The hotel property must have a green policy; this includes recycling, placing water pitchers in the back of the room as opposed to every single table, offering to wash linens on a less than daily basis, and so on.”

Of the RFP process, Jill says, “Before government employee attendance became a factor, I created the RFPs on my own. Since we are now in a state of adjustment, we’re proceeding with a bit of caution, so I do currently need to look to Dewayne’s so I can keep up with all the changes.”  Even so, Jill does do most of the negotiating on behalf of SWCS. She puts the number at “99.5% of the negotiating.”

As far as site visits are concerned, Jill says, “Most of the time there is no need for me to be there, Dewayne handles this end on his own.” She adds, “I do, however, attend some of the programs. I want to make sure to familiarize myself with all my clients’ events so that I may gain a clearer understanding on how the space is allocated, and if the space works well for their meetings and unique needs. This allows me to fine-tune the site selection process and RFPs for their future meetings.”

Dewayne expressed again and again about how Jill truly does go “above and beyond” for him. Jill says, “We are in the hospitality business, so we tend to be hospitable.” She continues, “I do whatever it takes and then some to get my client’s what they need.  I feel responsible for their meetings, and sometimes will go back and forth many times while negotiating on behalf of the client.”

Jill also counts her dedication to staying on top of what is going on in the industry as part of her service. “I share trending information via all my social media outlets! I make sure my clients know what is on the horizon and how these changes will specifically effect them and their meetings.” As far as what she is seeing right now, “Hotel rates are going up due to more transient travel, contract signing time limits are shortened, hotels cannot hold space anymore – there is more demand, but the supply has barely changed over the past four years. Due to these rising rates, I provide a necessary service for my clients; I can guide them and make sure we find the best possible solutions for all their meetings.”

Meetings and business aside, Jill and Dewayne both feel that they have also found a true friendship. As Jill says, “We swap family stories all the time, I look forward to hearing his wonderful stories about his wife Amy and son, Lucas. He in turn hears about the ever growing family that my husband Rick and I have. We have three sons, two grandchildren and a third on the way!” Dewayne shared that they are also Facebook friends, they have been on several site visits together and have attended a number of the same industry events. Dewayne says, “Jill is fun; she is witty, laughs a lot and is one of those people that can find humor in almost everything!” Jill describes Dewayne as, “The nicest guy I know!”

About the relationship overall, Dewayne sums it up nicely, “If we did as many meetings together as Jill has pairs of shoes, we would be unstoppable. We could lead HelmsBriscoe!”

If you want to connect with and learn more about my world, please feel free to come over and check me out on Facebook, Twitter, LinkedIn, and Pinterest!

One on One with My Client, Dewayne! Part 1

This article is in a HelmsBriscoe newsletter and I wanted to make sure to share it with all of you! It allows you some insight as to how I work with my clients, all of which I adore. I divided into two parts as it is a longer than usual read, at least when it comes to my posts. Thank you, as always, for reading my blogs!

“She keeps me sane,” says Dewayne Johnson about Jill Stone. Dewayne is the Professional Development Director at The Soil and Water Conservation Society (SWCS); he has worked for the past six years with Jill Stone, a long time HelmsBriscoe associate, to plan several meetings each year. His meetings include an annual international forum, several board meetings and specialty meetings, along with plenty of last minute “pop up meetings,” as Dewayne calls them.

Strong relationships are at the foundation of what makes HelmsBriscoe successful; if the client and associate are not in a place of trust with each other, it simply will not work. As Dewayne shares, “Jill is my contract expert; I do not see near as many contracts as she does. This, along with her industry knowledge, her keen ability to perceive possible issues and her talent for finding opportunities is why she is always my first phone call – whenever a meeting is to be planned. I absolutely trust her!”

So where did this all begin? Jill shares that at the time she was working with Natural Resource Conservation Services, another association which is also a member of the SWCS.  Dewayne had just come on board with SWCS, when a contact at Natural Resource Conservation told him about Jill. “We clicked right off the bat,” says Jill, “I knew right away that I would enjoy working with Dewayne. He is the perfect client; he understands the process, is very aware of the information I need in order to best serve each unique meeting and on top of that, it’s fun to work with him!”

As with any relationship, challenges are bound to occur. “Everything was going along great,” says Dewayne, “until the economy downturn. Historically we experienced growth every year and had worked our contracts to reflect that anticipated growth. When the bottom fell out we were so lucky to have Jill on our side, her expertise helped us greatly limit our liability. She has gone above and beyond!” Jill adds, “The challenge was due to the government ‘grounding’ employees. They announced that they would no longer reimburse employees for travel, so those accustomed to attending certain events were instead staying put and going nowhere. We ran into attrition issues, of course, and I stepped in to help mitigate.”

There are other benefits to the relationship as well, Dewayne stresses, “She really does keep me sane, we can be looking at 15 different properties at any given time, Jill keeps it all organized, reminds me of the pros and cons of each property and is truly concerned about finding the best possible location for each meeting.” “I love representing his association,” says Jill, “I believe in what they are doing, they are essentially saving the planet! The focus of the association is on the conservation of soil and water; they help farmers to better manage landscapes for environmental productivity and keep the soil on the ground, where it should be.”

Be sure to check out my blog next week for the rest of the article!

If you want to connect with and learn more about Jill Stone, she is pretty easy to find! She is very active on many social media platforms! Her Twitter handle is @jillstonehb, she has a Facebook Fan Page at https://www.facebook.com/jillstonehb, you can connect with her via LinkedIn at http://www.linkedin.com/in/HBJillStone, check out her boards on Pinterest at http://pinterest.com/HBJillStone/ and she writes weekly blogs about meeting planning, site selection, and many other fun and the wacky topics at https://jillstone.wordpress.com/.

500 Million

A surprising article from USA Today Travel revealed that more hotel rooms than ever were sold between January through June 2012. Over 500 million room nights – a new record has been set!

If you have been traveling as of late, you are also aware that room rates have gone up.  During 2008 – 2009, rooms were sold at greatly reduced rates; now the average hotel rate is anywhere from $129 per night in New Orleans to $247 in New York. Basically, it all comes down to supply and demand; travelling is up, there is a higher demand for rooms.  Therefore, General Managers and Revenue Managers, who hold the “key” to rooming costs, are charging higher room rates.

The good news is that you have negotiating power on your side. HelmsBriscoe is a volume buyer of hotel rooms, last year we bought 4.5 million room nights. This fact does not go unnoticed by the hotels. As a result, we have many hotel partners, and we have earned the ability to bring quality space and amazing rates to our clients.

One of the tag lines I use to explain what I do is “I help companies sleep around.” Yes, it does catch the listener’s attention – lol! I guess I could also say that I help companies get a good night’s sleep as well.  Not only can I help you find the rooms you need in this demanding market, but I can also capture a price that brings pleasant slumber to you, your company and your attendees. Call me, Jill Stone, at 636-797-3405.

Sweet dreams!

Why You May Not Need Me

As much as I would love for each of you to call me TODAY and engage me to assist you in finding the perfect place for you meeting, you may simply not need my help. And, here is why:

  1. You have tons of time on your hands: Perhaps you are one of the few meeting planners who has more extra hours in a day than you need to get those meetings planned. You find yourself with plenty of time to send out RFPs, wade through contract after contract and make up your own well-organized spreadsheet of available properties and their offerings.

 

  1. You rank contract reading among your top favorite activities: Reading legalese brings you great joy. You can barely wait to get back the office on Monday to check out what each contract has to say; sometimes you just bring the contracts home with you so you can take your time to leisurely read through them as you enjoy your weekend. Who needs a good fiction thriller when there are contracts to be read?

 

  1. You enjoy the challenge of fitting your meeting into their availability: You need a room for 500, 8 to a round, a nice big stage, but they only have 2 rooms for 200, and no room for a stage? No problem! This is a challenge that you are up for. The speakers can simply stand on their chairs to give their speeches. You will perform the same meeting on a schedule, first group of 200 at 6pm, second group of 200 at 7:30pm and third group of 100 at 9:00pm. Problem solved.

 

  1. You are accustomed to overtime: An 8-hour work day is simply not your style. You can put in 12, even 15-hour days, and that is cool by you.

 

  1. You just don’t know me. Not sure if I can do the job? Not sure that I am a team player? Not sure of how this all works? Let’s talk! I can succinctly explain me in 15 minutes! Give me  few minutes of your time and I think you will be pleasantly surprised at how I work and how I can bring big time value add to your meeting planning.


What if you are just one phone call away from taking a rather large checklist of to-do’s off your plate? I look forward to hearing from you! 636-797-3405.

RFP Organization 101

Welcome to the RFP Organization 101 Class. Oh wait, what are you doing here? You do not need this class! Why? Because . . . . you have me.

Okay, I know that organizing RFP responses from hotels ranks in your top five of fun when it comes to meeting planning. Oh, it doesn’t? It’s tedious, you say. Then here is the good news; you can simply stop this mind-numbing activity immediately. Yes, right now at this very moment.

My guess is that you are not fond of the fact that each hotel’s RFP format is different from the rest; leaving you to comb through each proposal to find the pertinent information, contact the hotel to retrieve the missing (pertinent) information, then add it all into your own format. At times things get a bit sticky, especially when some of the information appears to be meant for another organization as you see their name sprinkled about in Your proposal.

Lucky for you, I am so familiar with the various ways the properties handle proposals, that I know exactly what to look for, what to watch out for and how to make it all right (and even better). I then present it to you in a very organized and easy-to-navigate spreadsheet format.

So, you see, you do not need a class in RFP Organization, you just need me. Oh, and did I mention that my service is a value add? I am like the ultimate coupon (100% off!). I can make your life quite a bit easier and I am more than happy and honored to do so. On top of it all it is exactly what it is – no hidden fees, no “wink wink” unmentioned agendas, no catch, no unexpected unpleasant anything. I have VERY happy clients who have more time to do what they do best – plan meetings!

To get started, call me at 636-797-3405 or e-mail jstone@helmsbriscoe.com.  Or just post a comment on my blog and let me know how I can be of assistance to you!

Third Party Planners; the New Power Brokers in Meetings

Roger Helms, HelmsBriscoe

Have you checked out your latest (February 2012) issue of Meetings & Conventions Magazine? Notice that none other than our own Roger Helms graces the cover. The article focuses on how third party planners have gained momentum as a definite and necessary player in the meetings industry.

Meeting planners have watched their departments dwindle over the years, and yet they are still expected to create meetings that are fresh and successful for the attendees and organizations alike. There is only one way to make it happen and that is by outsourcing some of the work. Here is where a reliable and trustworthy third party planner can really make you shine!

The M&C article states that “HelmsBriscoe is the personification of third-party evolution.” I know that we have advanced to this place due to our commitment to creating trusting and lasting relationships with our clients. We act as an extension of your team; we take the time to get to know you, your company, and your corporate culture in order that we place your event into the hands of the best property for achieving your meeting’s goals.

Our reputation is clearly preceding us as we have seen exceptional growth in new clients. In the article Roger Helms shares, “Not only have we had phenomenal international growth and  greater traction with existing accounts, but what has been really surprising is the amount of first-time corporate accounts that have come to us.” He goes onto say, “They want us to handle their total hotel meeting spend, which places our associates directly in their procurement process. That’s a huge shift in the purchasing model.”

Recently, I received my 6th President’s Club Award from HelmsBriscoe. For me, this confirms my ongoing commitment to my clients. It is my annual reminder that I am, in fact, bringing a top quality value add to each and every one of the clients that have placed their trust in me. Want to see how I can help you? In the time it takes you to drink a cup of coffee, I can answer all your questions, and even answer some questions you didn’t even know to ask.  Call me today at 636-797-3405 and let’s chat!

Negotiation Success is Key to Meeting Planning Objectives

It’s all a part of planning better meetings, capturing higher returns on investment and creating long term relationships with properties that are willing to demonstrate their knowledge of your expectations, and to fully support those expectations through contracts that speak to your particular meeting.

For meeting planners, successful negotiation with a property is critical! The last thing that any meeting planner wants to do is leave money on the table. Budgets reign in the meeting planning world and the more we can get from a budget, the more we can offer our attendees and organizations!

Without a doubt there are some definite best practices when creating RFPs and negotiating contractual terms. As a long time manager with HelmsBriscoe, this is what I do. I create RFPs and negotiate on behalf of your organization; all with the goals and expectations of your meeting in mind. I am in contact with properties of all levels all the time. This allows me a valuable insight into how various properties operate, what industry trends effect contract negotiations, how best to position your meeting to properties and where to find the optimal ways to take your budget and create a win-win for all entities involved.

There are several items that come into play when negotiating on your behalf. I have over 20 years experience; not only in contract negotiations, but also in hands on meeting planning from beginning to end. Also, I have the power of HelmsBriscoe! As the largest site selection firm, we enjoy worldwide connections both with our over 1200 associates and with properties throughout the planet. Our name and reputation give us a negotiating edge that is well respected – in other words, we can totally go to bat for you!

Make the most of your next meetings budget, give me a call and see how my expertise and my company’s reputation provide you with peace of mind; that you are leaving no money on the table and that you are providing your attendees and organization an opportunity to achieve their highest goals! You can reach me, Jill Stone, at 636-797-3405. Looking forward to talking to you!

 

 

The Negotiator

For as long as I have been in the meetings industry I have been a negotiator; it is a huge part of the meeting planning process. Negotiation takes a bit of finesse and a bit of savvy (maybe even a bit of sassy), but it also requires a lot of knowledge. We need to know what charges are included in those rates and what charges we may incur; for example, things that we think should be included but are not.

It can be quite overwhelming to keep up with the new “in” charges. One new charge can create a budgeting nightmare, especially when we are blindsided by it. It’s ever changing, just when you think you have it all down, some new creative, dare I say tricky, charge can crop up seemingly out of nowhere.

Here are some hotel charges you may not know about:

  • Early check-in charge. That’s right, it used to be that if a room were ready for its next guest, the guest could move right in. Now there may be a $20 or more additional charge.
  • Housekeeping charges. I don’t know about you, but I like the fact that I can leave my unmade bed and bathroom-towels-tumbled-in-the-corner and return to a magically and perfectly ordered room. Now that magic could cost you an additional $10 per night.
  • Towel fees. Get a towel at the pool and you may pay a dollar or two. And don’t think it is yours to keep, either. If you take it back to the room with you, you may be charged even more.
  • Water and newspaper fees; today’s newspaper and a fresh bottle of water may reside in the room with you, but that does not mean that they are all part of the package.
  • Resort fees are nothing new, but what they cover may be. Be sure to find out ahead of time.

You should always look over your bill and make sure that you understand what you are being billed for – ask questions! Also, know that these fees are negotiable. Of course, it’s best to be aware of these charges up front and negotiate them down before they hit your bill. This is where I excel! I have tons of experience in negotiating such fees (and finding those hidden fees) on behalf of my clients. Give yourself the peace of mind that you deserve and let me bring more negotiating power to the table for you! BTW – I have no hidden fees. Call me today at 636-797-3405!