AboutSteve Collins Expertise My main area of expertise is in meeting and event planning. I can help answer questions on how to find the best hotel for a specific group, ways to make a group more attractive to a hotel so that they will offer better rates, and negotiation strategies for working with hotels. I can also give tips on items that are and are not standard in hotel contracts, although I am not an attorney.
I am not as familiar with the specifics of food and beverage functions (i.e. how many appetizers would you need to order for a reception of 250 people?).
Experience I had been working as a hotel sales manager for 11 years when I decided to "jump the fence" and become a meeting planner myself. I feel that my background can be very helpful in the negotiation process because I know what the hotels look for when evaluating a potential piece of business.
Question Hi Steve,
I am in the process of starting a busniness designed for corporate teambuilding (I have interactive games that is designed to be used to enhance business meetings). In order to get the business off the ground I would like to let area hotels know about my services in the hopes that they can offer it to their clients when booking their meeting rooms. Is this a common practice? Is it a good idea? Do hotels ask for too much money or do companies like mine act as subcontractors? Any information you give would be helpful. Thanks for your time.
John Gordon
Answer Hi John!
Actually that IS a very common practice, and many corporate groups look for teambuilding options while holding meetings in hotels (particularly if you are in a resort area). You should not PAY a hotel to offer your services, although it can be a very good marketing idea to volunteer your services (for free--one time shot) for an internal meeting of the sales/catering office at each hotel. If they have played your games, they can sell them better to their clients.
You would be a subcontractor with the hotel for this service. Depending on the property, they will either ask you to provide the service at a "net" rate (i.e. slightly discounted) and they will mark it up for their clients to build in a profit for the hotel (which can be easier for the client since all of the billing would go through the hotel), or they may ask you to pay them a commission (10% is pretty standard) on whatever the final cost is if the client ends up contracting directly with you.
In either case, as I said, do NOT pay them an up front fee to offer your services. DO become the "new best friend" of the catering/convention services departments. I would also first target the higher-end business class hotels (Hyatts, Sheratons, Westins, Ritz-Carlton, Four Seasons, Omni, etc.--whatever is in your area). You could also check with local destination management companies, and third party providers such as ConferenceDirect and Conferon to see about becoming one of their "preferred providers".
Hope that helps, but let me know if you have further questions.
