Program Agenda

*Please note that the program agenda is subject to change.

Day One: May 24, 2010

6:00 – 7:30pm ................ Arrival Reception (Hosted by Peppermill Resort Spa Casino)

• Welcome from Hotel GM, DOS, Sales Manager Intro of Hotel Staffers and Training Camp
• Attendees Overview of Training Camp Schedule , Highlights

Day Two: May 25, 2010

“Insider Information” for Meeting Planners
(Breaks and Meals Sponsored by Peppermill Resort Spa Casino)

8:30am - 10am:    How hotels work from the inside

• Hotel Industry Overview: Peaks and Valleys, Buyers and Sellers Markets Hotel Management: Executive Committee, Sales, Catering, CS Managers and Operations Staffers; Service Standards at Top Hotels Behind the Scenes at a Hotel Sales office: Meetings: Pre-con, RevMax, BEO Review, Menu Reading, etc.
• Top 5 Tips for working with hotel managers for better events

10:20am - 12:00pm:     The Hotel P&L: Hotel Accounting for Meeting Planners
(This portion includes a page-by-page analysis of a Hotel P&L, showing how hotels monitor income and expenses, so that planners can determine the value of their business.)

• Income streams, Expenses and Profit Centers Working with hotels so they compete for your business
• Top 3 Ways to design your meeting to make it more attractive for a hotel to compete for your business.

12:00pm – 1:00pm ................ Lunch

1:00pm - 5:00pm:    It All Starts with a Booking :

We will examine how a booking is initiated, sold and serviced at a top-level hotel. The planners will see how it starts in the Sales Office, moves to Convention Services, Reservations, Front Desk, Catering and all other departments. Planners will see from a hotel standpoint how their business changes every part of a hotel, and how a hotel works as a team to manage an event. (This will be done as a backstage hotel tour, planners will be broken into groups and given a complete tour of the hotel. Hotel managers will be assigned as tour guides, and the group will meet back at the meeting room. )

At the end of the tour, based on the specific industries and groups that the planners represent, we'll discuss how to create an effective RFP, outlining needs and priorities, the first step to successful negotiations.

6:00pm – 8:00pm ................ Evening Activity at Peppermill Resort Spa Casino

Day Three : May 26, 2010

Working with the Hotel to Maximize Your Meeting Results
(Breaks and Meals Sponsored by Peppermill Resort Spa Casino)

        8:30am - 12:00pm:     Successful Negotiation from a Hotel's Standpoint

• Leveraging your business for the best deal
• Top 5 Negotiation Techniques for a Contract Win-Win

Hotel Contracts: An In-depth Contract Session

• Block vs. Space issues Attrition and Cancellation OptionsExamine and critique actual hotel contract clauses
• Composing Contracts as a win-win for Planners and Hotel Managers

12:00pm - 1:00pm ................ Lunch

1:00pm - 1:30pm:     Guest presentation from area DMC

1:30pm – 4pm:    Planning Activities at a Resort: Planning a Great Golf Tournament

• Course selection
• Matching the golf group with the correct format
• Tournament Logistics and working with your golf pro
• Golf as a client, management and team-building event
• Developing golf as an income stream—developing a great sponsor program

4:30pm - 5:00pm:     Training Camp review and Wrap-up

Adjourn

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