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Negotiating the bestdeal with hotels

50th ICCA Congress & ExhibitionTuesday 25th OctoberLeipzig, Germany

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The table leaders

• Chair Roslyn McLeod, arinex, Australia

• Vince Elorza, Palace Resorts, Mexico & the Caribbean, Mexico

• Samantha Shamkh, ExCel, London• Mark Spivey, Maritim Hotels, Germany• André Vietor, Viajes Iberia Congresos,

Spain• Lois Wallis, Pan Pacific, Vancouvers Iberia Congresos

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Samantha – Samantha ShamkhHead of Conventions ExCeL London

London

Mark Spivey

Director of International Sales for the Maritim Hotel Group

Mad about Sheffield United

As a 16 year old played professional football for Bolton Wanderers and Huddersfield Town

Met the 1966 England and West German Teams

Most memorable gameHas to be Germany 1 England 5

Hotels and Selling has to be Fawlty Towers and Only Fools and Horses

What I adore most? My wife and good wine! The best thing is I can enjoy both at the same time.

Guess what? I love cats. Have a few at home too (not this one!)

André VietorManaging Director

Viajes Iberia Congresos

To understand hotel people one must have worked in the hotel industry, which I did! And believe me, a

congress business point of view, it’s a real challenge!

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Lois Wallis - Director, Association Sales – Pan Pacific Vancouver

International Congress & Convention Association

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Thank you

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Roslyn McLeod Managing Director

arinex Australia

• the objective today• A personal learning experience

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Negotiating with hotels

• 2.1 Introduction (Roslyn)• 2.2 Understanding hotel business

objectives (Mark)• 2.3 Providing relevant information

on your event (Samantha)• 2.4 Contracts (Lois)• 2.5 Long-term relationships

(André) • 2.6 Negotiation check-list (Vince)

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Timeline

•2.16pm table discussions•3.15pm ending with a quick recap by each table•3.25pm brief summary (Roslyn) to explain next steps, •close the session at 3.30pm.

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