Presented by

Negotiating: Driving the Deal, Part 2

Presented by

Barbara Dunn

Moderated by

Zach Chouteau

March 28, 2012

Presented by

Presented by

offers e-News!

Presented by

Today’s Webinar is worth the following credit toward the CMP

application through CIC: Strategic Event Planning Process, 1 hour.

Download the presentation found on the Meetings Webinar Club

page at www.meetingsfocus.com/webinarclubnegotiating. Here

you can also click on the link for CMP instructions to obtain CMP

credit. Print this form and include it with your CMP application or

recertification form.

CIC Credit

Presented by

F&B: Low-Cost Creativity

Wednesday, April 25, 2012

1:00 p.m. EDT/12:00 p.m. CDT

11:00 a.m. MDT/10:00 a.m. PDT

Presented by: Arlene Sheff, CMP

www.meetingsfocus.com/webinars

Upcoming Webinars

Presented by

• Polling question: please enter the number of people watching

this event with you. Please include yourself.

• Use the “Ask a Question” button to ask questions at any time

during the presentation.

• Visit www.meetingsfocus.com/webinarclubnegotiating to

download a handout of today’s presentation.

• If you experience technical difficulties, please email

tsc@talkpoint.com.

Housekeeping

Presented by

Webinar Sponsors

Presented by

• Comment about today’s webinar on Twitter!

• Our handle is @meetingsfocus

• Like us on Facebook

Social Media

Presented by

• Identify common obstacles in contract negotiations

• Describe each party’s position on various critical issues in

contract negotiation

• List strategies for approaching supplier partners on negotiation

items

• Learn how to overcome negotiation obstacles such as rate

protection, room attrition, and cancellation fee provisions.

Learning Objectives

Presented by

Barbara F. Dunn, Esq. Attorney and Partner with Howe & Hutton

bfd@howehutton.com

www.howehutton.com

Today’s Speaker

Presented by

• Presented by:

• Barbara F. Dunn, Esq. • Attorney and Partner

• Howe & Hutton, Ltd.

• Wednesday, March 28, 2012

Negotiating: Driving the Deal,

Part 2

Presented by

Strategies for Success in Today’s

Marketplace

• Re-negotiation of existing contracts for future meetings

• Negotiation of new contracts

• Balancing Business vs. Legal Issues

Presented by

Key Clauses to Address in Hotel

Contracts

Presented by

Rate Protection

• How to Negotiate Rates

• Rate Increase Clauses

• Rate Protection

• Hotel Rate Promotions

Presented by

Room Block Attrition

• Is a Clause Required?

• Block Reductions

• Meeting Room Rental

• Sleeping Room Profit vs. Other

Revenues

• Maximum Pick Up

• Booking Outside the Block

Presented by

Food & Beverage Attrition

• Guaranteed Total Minimum Food and Beverage

Revenue

• Catered Food and Beverage vs. Room Service

• Sponsored or In Conjunction With (ICW) F&B Revenue

Presented by

Establishment of Master

Account/Credit Policies

• Evaluation of Creditworthiness Deposit Schedule?

• Master Account Review and Billing

• Disputed Charges

• Collection Costs

Presented by

Cancellation Fee

• Ideal Cancellation Clause

• Profit vs. Revenue

• Resale Efforts

• Rebooking Cancelled Meeting

• What if Hotel Cancels?

• Ancillary Spending

Presented by

Force Majeure

• What’s on the “grocery list” of calamities?

• What is the legal standard?

• What if the group still wants to perform?

• What are the key terms to include/exclude?

Presented by

Change in Management

• Change in Management Company vs. Change in Owner

• Negotiation of New Contract?

• Standards of Performance

Presented by

Financial Difficulties at Hotel

• Bankruptcy vs. Financial Difficulties

• Deterioration in Quality /Facilities/Services

• Right to Assurances

Presented by

Construction/Renovation

• Notice of Projects

• Evaluation of Impact

• Best Efforts to Resolve Potential

Problems

• Agreement on Remediation Plan

• Right to Cancel Without Liability

Presented by

Dispute Resolution

• Contract Clauses

• Choice of Law

• Choice of Forum

• “Cooling off” Period

• Approaches to Resolving Disputes Without

Litigation

Presented by

Presented by

Thank you!

For further information or resource please contact Barbara:

Barbara F. Dunn, Esq. Howe & Hutton, Ltd. Tel (636) 256-3351

Email bfd@howehutton.com

Presented by

Questions?

Barbara Dunn Attorney and Partner

Howe & Hutton

bfd@howehutton.com

Zach Chouteau eMedia Content Developer

Meetings Focus

zach.chouteau@meetingsfocus.com

Presented by

Since we can’t get to all of the questions submitted by webinar

participants, we’ve posted 10 that weren’t answered during the

program. Thanks to our presenters for volunteering to field all of

your important queries from “Webinar Land!”

Check your inbox soon for an invitation and link to the TAKE10 Q&A

Web page.

TAKE10

Presented by

Also available on our website you will find a vault of information

in past webinars available for you to view at any time.

Visit our On Demand webinars today and Watch Now!

Upcoming Webinar F&B: Low-Cost Creativity

Wednesday, April 25, 2012

1:00 p.m. EDT/12:00 p.m. CDT

11:00 a.m. MDT/10:00 a.m. PDT

Presented by: Arlene Sheff, CMP

Presented by

A series of Hosted Buyer events in different regions, based on your booking needs!

May 6-8: MF Live! IACC – Cheyenne Mountain Resort, Colorado Springs, CO

June 3-5: MF Live! South - B Ocean, Ft. Lauderdale, FL

June 24-26: MF Live! West - Hyatt Regency, Huntington Beach, CA

August 5-7: MF Live! South – The Ballantyne, Charlotte, NC

August 26-28: MF Live! East/MidAmerica – Normandy Farm, Valley Forge PA

August 29-31: MF Live! West – Resort at Squaw Creek, Lake Tahoe, CA

For more information visit: www.meetingsfocus.com/mflive

Welcome to 2012

Presented by

Join the fastest-growing virtual

community in the meetings industry!

If you have questions, your

colleagues have answers.

Moderated by industry thought-leader

Joan Eisenstodt

www.MeetingsFocusForum.com

Join Meetings Focus Forum

Presented by

Webinar Sponsors

Presented by

Meetings resources right at your fingertips:

Join the Meetings Webinar Club!

Just visit

www.meetingsfocus.com/webinarclubnegotiating

Meetings Webinar Club

Presented by

Thank you for joining us for

“Negotiating: Driving the Deal, Part 2”

Please stay connected as you will be redirected to the

Meetings Focus Webinar Club page were you can obtain a copy of this presentation as well as gain CMP Credit or visit:

www.meetingsfocus.com/webinarclubnegotiating