Continued on pg. 70
66 MPI MEETINGS OUTLOOK: 2016 Summer Edition
“What we’re seeing is hotels and venues becoming more
sophisticated in their target market de;inition and doing a bet-
ter job of tracking their target market customers and accept-
ing the types of business for which they are best suited,” says
Bill Voegeli (MPI Georgia Chapter), president of Association
Insights, the Atlanta-area research ;irm that conducts the sur-
vey. “You’ll ;ind hotels and venues turning away customers with
whom they used to work in favor of customers for whom they
can do a better job or possibly enjoy a higher yield.”
The trends could ultimately bene;it the meeting and event
industry overall, according to Voegeli. “It bodes very well for the
industry long term because the hotels and venues are taking
time to better de;ine and understand whom they want to work
with and better understand whom they serve the best,” he says.
By Elaine Pofeldt
athy Murphy (MPI Philadelphia Area Chapter),
president of Gray Consulting International, often
;inds herself educating clients at the meeting and
event solutions ;irm in Philadelphia about the need
to make their requests for information and proposals attractive to hoteliers in today’s seller’s market. And when desired hotels are available, she’s encouraging clients to act quickly
and to prioritize a wish list of their three to ;ive most-desired concessions from hotels—instead of ticking off 15 items.
Based on the ;indings of MPI’s latest Meetings Outlook survey,
Murphy isn’t alone. The research found that the seller’s market is
changing, with hotels and venues getting clearer on the sectors of
clients with whom they want to do business and more precisely
targeting their marketing to re;lect this. Sometimes, properties
are turning away bookings from clientele who no longer ;it their business model well.
of respondents are avoiding destinations with laws
prohibiting universal restroom use; 19% are avoiding
locations with more liberal handgun or weapons laws.
; o bet
GET MULTIPLE VENUES TO
COMPETE FOR YOUR BUSINESS
Smart marketing, flexibility, informed negotiation skills and
even last-minute risks are among the tactics and tools necessary
to craft successful business in today’s market.
BE OPEN TO LOWER-COST
OPTIONS THAT ARE DIFFERENT
IN A STABLE SELLER’S