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AMENITY

E T T H E S A LES M A NA GER KNO W WHAT Y O U WAN T T O S EE O N T HE T O UR , D O CUM ENT S Y O U RE Q U I RE , W H O M Y O U WA NT T O V ISIT WIT H A ND , J U S T A S I M PO R TA NT, WHAT Y O U DON’T NEED T O S E E D U RI N G Y O UR V ISIT.

Planner – An amenity should never be expected. Oftentimes planners are given a complimentary room (upgraded and/ or with lounge access) and a hosting meal. Do you really need anything else?

Supplier – The purpose of an amenity is to welcome the planner and make him or her feel at home. A note and gift based on the planner’s likes or a remembrance of the hotel is appropriate. Providing a huge meat and cheese platter and wine after you hosted dinner is probably not necessary. Plus, the wine may be difficult to transport if the planner only brought a carry-on. Helpful hint: Be aware of company rules on gifts before you provide anything to the planner.

DURING THE TOUR

Planner – Stay off your phone! A lot of preparation went into the visit and you are missing out on several details, not to mention it is just rude. Be upfront about what you want to see. If you don’t want to visit the gym, let your host know. Supplier – Bring your enthusiasm! Don’t just check the boxes and show every square inch of the hotel. Showcase the areas the planner wants and needs to see. Helpful hint: Be creative and consider incorporating different learning styles (auditory, visual, kinesthetic and reading/writing activities) into the tour. This could help the planner retain the information you have provided.

MEALS

Planner – Some planners love a fancy meal, while others prefer to sample the same menu their attendees would experience on property. Make sure to indicate your preference. Supplier – You might inquire about the above preference when setting up the site visit to make sure the planner doesn’t leave wishing he or she had sampled the banquet food.

POST VISIT

Planner – Thank your hosts. Mail a card or send an e-mail to show appreciation for everyone’s time. Return calls and e-mails with honest feedback. If you know a hotel or venue is not a good fit, communicate that. Good or bad, everyone involved appreciate updates, especially if the decision date is delayed. Supplier – Circle back with any outstanding information you promised to provide. Refrain from contacting the planner daily for any updates. Respect the timeline they provided and exercise the right amount of communication. FACILITIES & DESTINATIONS 2019 SPRING

Bottom line: Sales managers should not provide a cookiecutter experience. They need to personalize the visit in order to stand out among their competitors. Planners need to provide details and set clear expectations for the experience. A great site visit doesn’t always mean the hotel will earn the business. However, a stellar experience does put the planner in the position to make the most informed decision. Deborah Borak, CMM, SMMC, is Vice President/Team Director at ConferenceDirect, which she joined in 2002. Recognized as a ConferenceDirect Top Producer multiple times, Borak works with a variety of clients including corporate, association, fraternal and nonprofit groups. She is an active member of PCMA, GBTA, ASAE and MPI, and earned her Strategic Meetings Management Certification in 2010. She currently serves on the GBTA Meetings Committee.

ADVERTISER INDEX

Akron/Summit CVB......................................................................................................... 11 Austin Convention Center......................................................................................... C2 Boise Centre.......................................................................................................................6 Caesars Entertainment...............................................................................................C4 Greater Miami CVB..........................................................................................................5 Huntington Convention Center of Cleveland........................................................1 IMEX..................................................................................................................................... 17 Joseph A. Floreano Rochester Convention Center ......................................... 13 Long Beach CVB................................................................................................................3 Monona Terrace Convention Center.....................................................................50 Montego Bay Convention Center .........................................................................C3 Orange County Convention Center........................................................................27 Pasadena CVB.................................................................................................................. 21 SMG........................................................................................................................................7 Visit Savannah.....................................................................................................................9 Walt Disney World Swan and Dolphin Resort...................................................... 15

PRODUCT SPOTLIGHT The Powramid Power Center and Surge Protector and Powramid Air Power Center and USB Charging Station, developed by Accell, are ideal for tradeshow booths and other conference scenarios where multiple devices need charging. Both products feature six adapter-spaced outlets in a round, flat configuration that is optimal for conference room tables. The surge protector provides 1080 Joules of protection. The USB charging station includes two USB ports in addition to the six outlets.

For more information and pricing, visit

www.accellww.com.

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Profile for Facilities Media Group

Facilities & Destinations Spring 2019  

F&D's Spring 2019 edition, includes: Forum - Q&A with Casandra Matej, President & CEO, Visit San Antonio. Planner Perspectives. Planner Roun...

Facilities & Destinations Spring 2019  

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