Catering is often the largest part of a master account, but many planners accept inflated prices, unrealistic minimums, setup fees and other charges without negotiation. This session will help planners see where the profit centers are and where there are more leverage and latitude in negotiating group catering. The webinar will discuss the profit and loss statement in catering, and with that insider knowledge, planners will learn how to maximize their budget.
- You’ll learn how to trace hotels expenses through food cost, beverage cost, setup staff and culinary personnel.
- Learn how to negotiate specific monetary areas like room rentals, setup fees, bartender fees, service charges and many other areas to immediately improve your negotiations and maximize your meeting’s ROI.
- Know how to negotiate value-added items that hotels can extend to you, including upgraded linen, menus, props, themes and other areas to deliver an exceptional event at little or no increased cost.
Tom Pasha has been recognized as one of the top event planners in the planning industry. Starting in hotel operations positions as a caddy, bellman, bartender and cook, Tom began his management career as a Hyatt management trainee in Chicago. He held sales management positions throughout the Hyatt organization, working in 12 Hyatt hotels over 20 years. Tom was director of sales at Hyatt hotels in Greenville, San Antonio and Chicago O’Hare, and as director of sales, he started the National Sales Office for Hyatt hotels in Omaha. He won sales manager of the year, sales director of the year and the Donald M. Pritzker Award for Excellence.
Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando, Florida. Tom’s company books over 100,000 roomnights annually, working with corporate and association clients.
In addition to his planning responsibilities, Tom teaches the Meeting Planning Mastermind, a series of classes ranging from one hour to two full days, training planners about the inner workings of hotels to make them more effective negotiators. The sessions are full accredited for Continuing Education Hours for both CMP and CAE.
Research has shown that traditional marketing tactics aren't working, so people aren't listening to you. What they ARE listening to is what the leaders of their tribe, the Influencers, have to say. Event Influencer Marketing is the best-kept secret weapon, a low hanging fruit that fits neatly in your existing event marketing campaign. Learn the difference between macro and nano influencers and how to identify if they are the right fit for your event. Gain knowledge from the insights of several case studies and see how your event can take advantage of low-risk, high-reward IM campaigns.
1. Engage their event community to grow their event.
2. Apply strategies tailored specifically for events.
3. Conduct an influencer marketing campaign that delivers exceptional ROI
Rachel Stephan is a creative thinker, idea generator, and an event industry speaker on topics that cover event marketing, social media and digital events. What drives Rachel is empowering associations, profit and nonprofit organizations as well as meeting planners to build attendance and grow members’ engagement.
Rachel channels nearly 25 years’ of creative advertising experience, social media, web and mobile technology to create, brand and promote engaging, successful event marketing campaigns for national and international conferences and trade shows. She holds an impressive track record of breaking event attendance and over 410 successful event marketing campaigns for national or international conferences and trade shows, both public and trade sector. Her creative campaign for the Ontario Hospital Association got first-place wins in multiple categories at The International Association of Exhibitions and Events™ Art of the Show Competition.
In today’s world, you are competing for attention. If your meetings are not generating extreme engagement, it’s time to refresh the way you design your events.Too often, we see the traditional meeting format of keynote, breakout sessions and then networking events at night.
The flow of information during the day is one-way, or two-way, at best. The juiciest conversations often happen in the hallways.They want to be engaged, challenged and convinced their valuable time is being well spent. In this enlightening and fast-paced session, leadership expert/author Ava Diamond will share creative strategies for delivering high-impact experiences and will guide participants through several interactive exercises that maximize attendee learning.
1. Learn how to instruct your speakers to engage people early, increase attendance and reinforce learning after the event.
2. Discuss how to move hallway conversations into the meeting room by making sessions irresistibly interactive.
3. Discover how to get all your event's stakeholders excited and solidly behind your program.
Ava Diamond is a sought-after speaker, workshop leader, and facilitator focused on leadership, employee engagement and self-leadership. Her programs are outcome-focused and highly interactive. Ava speaks from over 20 years as a Fortune 100 manager, executive director of a non-profit agency, organizational consultant and successful entrepreneur. She has a master's degree in leadership and organizational behavior.
How would you handle an unanticipated budget increase of $40,000 because the venue’s contract had fine print that dictated your client had to use the in-house preferred supplier for all breakout rooms? This webinar outlines the “Buyer’s Right to Freedom of Choice” clause developed by the Exhibition Services & Contractors Association and lays out the 11 points of consideration for building maximum flexibility for choosing third party suppliers to service your events.
The webinar specifically addresses choosing your audiovisual provider and reinforces that having maximum flexibility in choosing an AV supplier begins before the venue contract is signed! Being able to work with your own preferred AV supplier begins with negotiating solid and comprehensive language into the venue contract.
- Understand the 11 considerations of the “Buyer’s Right to Freedom of Choice."
- Discuss current industry practices that are inhibiting the choice of third party suppliers.
- Learn how to apply the 11 considerations to ensure maximum flexibility in choosing an AV provider.
Heather Reid is founder and president of Planner Protect Inc., a consulting agency dedicated to reviewing and negotiating balanced event contracts. To date, Heather and Planner Protect have saved clients in the events industry more than $8.5 million in real costs and reduced risk. With more than 25 years’ experience as an independent event planner, Heather helps event hosts and industry professionals negotiate balanced contracts. Planners, venue representatives and corporate events teams all recognize Heather as a trusted and knowledgeable expert in her field.
She has received awards for her thought leadership and commitment to the field including a Smart Women in Meetings award in the “Innovator” category, and the Meetings & Incentive Travel Canada’s Hall of Fame award – also in the “Innovator” category. She believes passionately in educating event hosts and has delivered numerous presentations to North American meetings industry groups. Through educational videos, webinars and training workshops, Planner Protect reaches thousands of event professionals every year. Heather is passionate about elevating event professionals’ contract expertise to protect their event finances, preserve their reputations and produce successful events.
Join us for the launch of new study findings from the EIC, in collaboration with IAEE and SISO, on the extent of deceptive practices, consumer fraud and scams affecting the events industry, with an emphasis on attendance list scams and room block poaching and piracy.
Meetings and exhibitions continue to be impacted by room block poaching. Today, poaching is increasingly extending beyond room blocks into exhibitor services, audiovisual, sponsorships and more. Poachers are businesses that actively seek to deceive, recruit or divert event participants—primarily attendees and exhibitors—away from official room blocks and other offerings and into unauthorized vendors. These businesses use a range of techniques to approach attendees and gain their business.
1.From Events Industry Council research, gain powerful insight into the industry-wide effects of poaching on our industry, who is affected and how.
2. Be the first to hear 2019 study results on attendance list scams in the events industry.
3. Learn about practical solutions for addressing room block poaching and attendance list scams.
4. Understand how these scams affect privacy compliance.
With decades of experience as a provider of entertainment and event management services, Michael shares a wealth of knowledge gained through his career in the business events industry. His company, EventGenuity, LLC, produces business events throughout North America.
Michael is a frequent presenter at industry conferences and learning institutions, speaking on what’s now and what’s next in meetings and events. He has published articles in Meetings and Conventions, Convene, Meeting Mentor magazine, Connect magazine, Plan-It Tennessee, The Meeting Professional, Meetings Focus and Successful Meetings magazines and as a guest columnist for The Tennessean and Nashville Business Journal. Michael was recently awarded the MPI RISE Award for Meetings Industry Leadership and was recognized for Lifetime Achievement by MPI Tennessee. venues worldwide, negotiate rates and review contracts at no cost to her client.
We made the RFP process what it is, so why can’t we help fix it, too? It doesn’t have to be a Really Frustrating Process—does it?
Near the top of many industry peoples’ lists of things that keep them up at night—whether they are a meeting professional/buyer or a vendor/seller—is the RFP process and its many components. Join the discussion and roll your sleeves up with your peers on both sides of the buyer/seller coin as we tackle some of the stickiest RFP issues and ideas on what to do about them. Gary Hernbroth, of Training for Winners, will be the thought leader and provocateur as he discusses the RFP process to help everyone do better business—together.
- Participants from both sides of the buying-selling equation will gain first-hand exposure to what the other side feels are the most important elements to the improvement of the RFP process.
- Learn which elements work to bog RFP processes down and what can be done to improve them.
- Gain best-practice ideas on making your own RFP process better.
Gary Hernbroth is an engaging, impactful professional speaker, trainer and business coach who inspires his audiences and clients to achieve greater success. Various clients have nicknamed Gary their strength and conditioning coach based on the measurable results he helps create for them.
Gary founded Training for Winners in 1995 after 18 years in the hospitality and meetings business in sales, marketing and operations management. He partners with clients from various industries such as national and regional associations, hospitality businesses (hotels, resorts, convention facilities and CVBs/DMOs), club management, small businesses and Fortune 1000 companies. His meetings industry speaking experience includes MPI, ASAE, HSMAI, PCMA, CMAA and IAVM. His executive coaching program was highlighted in Selling Power Magazine. He is a frequent print and online author and is completing work on his first book.
He is a graduate of The School of Hospitality Business at Michigan State University and currently serves on its Alumni Board of Directors, where he mentors students as they prepare to enter the workplace. To connect with Gary, you can reach him at firstname.lastname@example.org or 925-736-9392.
As an event professional, you take care of everyone—your client, your sponsors, your vendors and your attendees. When you do you take care of yourself? Event planning is a stressful career, and if you don't take time to care for yourself, you won't be able to take care of anyone else. Join this interactive and fun webinar with the self-care expert Breeda Miller. You will learn how to take a break BEFORE you break so you can serve your clients and not lose yourself in the process.
- Participants will learn ways to anticipate and respond to stressful situations.
- Participants will understand and act upon techniques to increase self-care practices.
- Participants will develop skills to increase the use of humor as a coping mechanism in stressful situations.
- Breeda Miller works with organizations to support professional and family caregivers to be healthier and more productive. Her self-care strategies help caregivers care better for others, reduce stress and burnout. Breeda is a caregiver with a voice and message that resonates with audiences worldwide. She cared for her mother for eight years including hospice care. Her focus on self-care seamlessly connects with Wellness and Work/Life Balance needs. As an award-winning author and speaker, Breeda brings humor and the power of story to create a lasting impact.
As a meeting or event professional, you want to foster inclusion for employees, members, volunteers and participants. What is legally or culturally expected varies state to state, and it is fiscally responsible to improve event practices to meet these expectations. This program will teach meeting and event professionals how to keep attendees feeling safe, welcome and included as well as how to implement free to cheap elements to foster an inclusive environment and meet expectations before accidentally excluding others.
- Know what you don’t know to manage rise and unexpected exclusionary actions.
- Utilize existing tools, resources and spaces without having to spend any of your limited budget to foster inclusivity and a sense of belonging to increase retention.
- Develop new questions to address invisible needs.
Jessica Pettitt, M.Ed., pulls together her stand-up comedy years with 15+ years of diversity training in a wide range of organizations to serve groups to move from abstract fears to actionable habits that lead to teams that want to work together. With a sense of belonging and understanding, colleagues take more risks with their idealization, conserve precious resources through collaboration, and maintain real connections with clients over time.
An interactive presentation, contextualizing sustainability within the meetings and events industry, this webinar will chart the development of sustainable events from early iterations to the multitude of issues and challenges faced today. Opportunities are just as plentiful, so we will expand on these, propose ideas and show how to build a business case, culminating in seven simple steps to getting executive buy-in. We conclude with 15 quick wins that will ensure a constructive outcome for all.
- Get woke to the issues facing our world today.
- Get inspiring ideas for kick-starting positive change.
- Learn seven steps to getting executive approval and 15 things you can do now.
Tom Lambregts is the marketing manager for BCD Meetings & Events. Previously at Grass Roots, he produced and co-edited the award-winning Meetings Industry Report. Starting his career at Clarion Events, he then went on to become head of marketing at Earls Court and Olympia London where he directed and delivered the award-winning rebranding of the venues. Tom specializes in digital and content-led marketing and maintains a keen interest in music and reading.