This is a relationship-based business. But with hotels struggling to keep their doors open and planners wrestling with tighter booking windows and even tighter budgets, it’s sometimes hard to remember that the relationship between planners and suppliers isn’t supposed to be adversarial. In this Knowledge Series video, we take a look at ways to strengthen the relationship and talk about the many benefits (on both sides) of looking at the supplier-planner relationship as a true partnership.
The PYM Knowledge Series is comprised of short (30 to 46-minute) video discussions about industry best practices. To see the full schedule of videos and find past episodes, visit our Knowledge Series page. To submit questions for upcoming videos, click on the program title, or e-mail Lisa Kraus.
In this video:
2:20-2:50: What’s an ideal relationship with a supplier?
- Honesty is the best policy
2:50-5:25: What if the planner wont share budget?
- 3:55: Training Staff: Its a partnership
5:25-6:55: Hard time listening?
- Avoid oversell
- Understanding each other
6:55-10:25: How to deal with different generations (both sides)
- Technology isn’t always the answer
- It all starts with a partnership
- Sales take initiative
10:25-13:00: What reasons should I give you my business?
- No cold calls
- Personal touch
- Less focus on the dollar
- Work with the budget
13:00-18:55: Company vs. Individual building trust
- Hardball vs. Flexibility
18:55-19:30: Choose your battles
19:30-22:35: Advice to novice planners
- Open up
- NPI speakers
- Learning Experience
28:30-32:00: Creative ideas
- Win-win suppliers and planners
32:00-32:35: Saving money
32:35-34:20: How do you want to be approached
- Company policy
34:20-40:00: Everything trade-shows
- So many options in so many places
- What about site visits?
- Maybe later
40:00-42:40: FAM trips
- Susan Fox: 972 334 5878, Susan M. Fox, Susan.firstname.lastname@example.org
- Joyce J. Ginsburg: 773 456 2153, Joyce@jgmeeting.com
- Steve Low: 1800 235 6358, stlow@Harrahs.com