Hotel Convention Sales, Services and Operations

Front cover......Page 1
HOTEL CONVENTION SALES, SERVICES, AND OPERATIONS......Page 4
Copyright page......Page 5
Table of contents......Page 8
PREFACE......Page 14
ACKNOWLEDGEMENTS......Page 16
ABOUT THE AUTHOR......Page 18
INTRODUCTION......Page 20
SERVICE SECTOR ECONOMIC IMPACT......Page 21
TYPES OF FACILITIES THAT HOLD MEETINGS AND CONVENTIONS......Page 24
CONVENTION CENTERS......Page 25
TYPES OF MEETING PLANNERS......Page 26
ADDITIONAL 2005 MEETINGS MARKET REPORT HIGHLIGHTS......Page 28
TRENDS AND PRACTICES......Page 30
REVIEW QUESTIONS......Page 32
APPENDIXES......Page 33
INTRODUCTION......Page 38
ASSOCIATION PURPOSE AND BENEFITS......Page 39
TYPES OF FACILITIES SELECTED......Page 44
TYPES OF EVENTS AND THEIR REQUIREMENTS......Page 45
MEETING ROTATION CYCLE AND OTHER AREAS GOVERNED BY ASSOCIATION BYLAW REQUIREMENTS......Page 46
TRADE SHOWS......Page 47
RESOURCES......Page 48
ADDITIONAL RESOURCES AND WEB SITES......Page 49
APPENDIXES......Page 50
INTRODUCTION......Page 58
EVENT REQUIREMENTS FOR EACH TYPE......Page 59
SITE SELECTION......Page 60
WHO MAKES DECISIONS?......Page 61
FROM THE AUTHOR......Page 62
CERTIFICATION......Page 64
SOURCES OF BUSINESS FOR THE CORPORATE MEETING MARKET......Page 65
RETURN ON INVESTMENT, JUSTIFYING YOUR EXISTENCE......Page 66
REVIEW QUESTIONS......Page 68
ADDITIONAL RESOURCES......Page 70
APPENDIX......Page 72
TOUR AND TRAVEL MARKET......Page 76
INCENTIVE TRAVEL MARKET......Page 78
SMERF......Page 82
INSURANCE MEETINGS......Page 84
GOVERNMENT GROUPS......Page 86
FRATERNAL PUBLIC SERVICE ORGANIZATIONS......Page 90
LABOR UNIONS......Page 92
ADDITIONAL MARKETS TO CONSIDER......Page 93
ADDITIONAL RESOURCES AND WEB SITES......Page 94
GLOSSARY......Page 95
APPENDIXES......Page 96
LEARNING OBJECTIVES......Page 116
CONVENTION AND VISITORS BUREAUS......Page 117
THE MISSION OF CONVENTION AND VISITORS BUREAUS......Page 121
INTERNATIONAL ASSOCIATION OF CONVENTION AND VISITORS BUREAUS (IACVB)......Page 123
GLOSSARY......Page 127
APPENDIX......Page 128
INTRODUCTION......Page 134
THE MARKETING PLAN......Page 135
ADVERTISING TO THE GROUP MEETING PLANNER......Page 138
DISTINGUISHING THE ADVERTISEMENT......Page 146
SUMMARY......Page 149
REFERENCES......Page 150
APPENDIXES......Page 151
INTRODUCTION......Page 160
OTHER FORMS OF A PROPOSAL......Page 161
DIFFERENCES BETWEEN A TENTATIVE PROPOSAL AND A FINAL CONTRACT......Page 165
NEGOTIATION......Page 172
ATTRITION......Page 173
REVIEW QUESTIONS......Page 176
GLOSSARY......Page 177
APPENDIXES......Page 179
INTRODUCTION......Page 196
FUNCTION AND MENU PLANNING......Page 197
BANQUET MENU PRICING......Page 198
TYPES OF BEVERAGE SETUPS......Page 203
BANQUET EVENT ORDERS (BEO) OR FUNCTION SHEETS......Page 205
SPONSORS......Page 210
THE SELLER’S PERSPECTIVE......Page 211
HEAD TABLE PLANNING......Page 212
SUMMARY......Page 213
ADDITIONAL RESOURCES AND WEB SITES......Page 215
GLOSSARY......Page 216
APPENDIX......Page 218
THE FIRST STEP......Page 220
TYPES OF FUNCTION ROOMS......Page 221
FUNCTION ROOM ASSIGNMENTS......Page 226
COMPUTER TECHNOLOGY IMPROVEMENTS......Page 232
SUMMARY......Page 233
ADDITIONAL RESOURCES AND WEB SITES......Page 235
GLOSSARY......Page 236
INTRODUCTION......Page 238
GRATUITIES FOR HOTEL SERVICE EMPLOYEES STAFF......Page 240
BILLING AND GRATUITY GUIDELINES FOR CORPORATE AND NONASSOCIATION GROUPS......Page 241
PRECONVENTION MEETING......Page 242
THE BANQUET EVENT ORDER (BEO)......Page 245
GUEST GROUP ROOM BLOCK REPORTING......Page 246
REVIEW QUESTIONS......Page 249
GLOSSARY......Page 250
APPENDIX......Page 251
INTRODUCTION......Page 268
BOOTHS......Page 269
WHO DOES WHAT IN PLANNING AN EXHIBITION TRADE SHOW?......Page 270
RELATED ORGANIZATIONS......Page 273
GLOSSARY......Page 274
APPENDIX......Page 275
NEW AND EMERGING TRENDS......Page 304
REFERENCES......Page 314
APPENDIXES......Page 315
INDEX......Page 324