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Savvy Strategies For Protecting Your Room Block (HANDOUT)

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Savy Strategies for Protecting Your Room Block

Savy Strategies for Protecting Your Room

BlockModerator:

Christine Shimo Shimasaki, CDME, CMPDESTINATION MARKETING ASSOCIATION INTERNATIONAL

Conchevia CollinsPhiladelphia Convention & Visitors Bureau (PHLCVB)

Monica GreenAtlanta Convention & Visitors

Bureau

Attendees & Exhibitors Have a Mind of Their Own

Why Does It Matter? Negotiation Leverage

Credit report (room pickup compared to the block) How your meeting is valued by hotels and centers

Financial Implications Attrition charges

Six Savvy Strategies That YOU Can Take Back Home

The best one-two punch to avoid attrition

#1-Packaged Registration & Housing + Shorten Lead time

Source: Adapted from CIC Project Attrition Final Report

#2-Provide attendee and/or exhibitor incentives and targeted communications

Source: Adapted from CIC Project Attrition Final Report

#3-Audit Hotel Bookings at One or More Hotels

58%Of respondents performed a room block audit for their most recent event

5%Is the average gain in room nights respondents realized after performing post-event audits.

Source: CIC Project Attrition Phase II Attendee Behavior Report

Suggested Language

Please book your lodging within the official room block. Staying at our contracted hotel(s) is important to (your organizations name) and to the destination where we are holding this meeting, and ultimatelyeven to YOU!

When you book a hotel outside of the block, and a contracted room goes unsold, we must pay penalty fees to the hotel. In addition, the inability to prove the actual number of hotel rooms occupied weakens our negotiation power in the future.

Please support (your organization) by reserving your sleeping room at one of our official hotels. Think of it as securing our combined long term interests.

#4-Keep meticulous histories

#5-Provide a range of rates & possibly hotel brands

#6-Have a formal plan and involve leadership

80%Of those who had a formal organizational plan felt it was successful

Source: CIC Project Attrition Phase II Attendee Behavior Report

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Savy Strategies for Protecting Your Room BlockSlide Number 2Attendees & Exhibitors Have a Mind of Their OwnWhy Does It Matter?Slide Number 5Slide Number 6Slide Number 7Slide Number 8Suggested LanguageSlide Number 10Slide Number 11Slide Number 12Slide Number 13

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