喜达屋酒店集团后奥运全球渠道华盛顿峰会.ppt

* Elizabeth to present slides. Contacts are listed on the IEEE Web site * Elizabeth to present slides. Builds Relationships: It makes sense to align yourself with the one person in the hotel chain that knows your Business. We have a history of placing your business. Understanding the intricacies of your volunteer structure. We understand the IEEE process for funding and approvals We have experience in negotiating your contracts with the conference services team. These relationships help build a solid foundation for relationships. Provide Solutions: Our success is tied into placing more IEEE business into our hotels. So, naturally we will provide you with solutions. Donna Kelly will talk more about GT Forecasts, but it is no secret… Advocacy: There has been a lot written in the trades about relationships going to the waste side in a sellers market. The fact of the matter is that the meetings business will never be seen as a commodity. All of the chains see the value of long term relationships and IEEE can and should benefit from that by elevating there alignment with their GSO’s. * Elizabeth to present slides. In order for IEEE to leverage their buying power, we need to explore what each piece of the model represents. * Elizabeth to present slides. Once the model is complete, and all the pieces have formed a whole, we have a solid foundation. Our completed model is the foundation for the development of a key account. By working with the conference organizer or IEEE conference services team on the front end, we engage in a more consultative sales approach. We are taking your one (1) meeting and using all of our past history of IEEE business to deliver solutions that may not be available to a one off customer. The conference organizer saves time because they do not have to explain the history and value of an IEEE meeting to every hotel they opt to engage (if you are using a third party that’s even compounded). Once the foundation is set the pyr