Hotel convention sales, services, and operations:
"Hotel Convention Sales, Services, and Operations examines the precipitating factors and emerging trends in the hospitality industry and how they have contributed to the growth of the meetings and conventions market, including a look at the financial impact of this global industry in both priva...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Amsterdam [u.a.]
Elsevier/Butterworth-Heinemann
2007
|
| Schlagworte: | |
| Online-Zugang: | Table of contents only Publisher description Inhaltsverzeichnis |
| Zusammenfassung: | "Hotel Convention Sales, Services, and Operations examines the precipitating factors and emerging trends in the hospitality industry and how they have contributed to the growth of the meetings and conventions market, including a look at the financial impact of this global industry in both private and public sectors of the economy. This "how-to" guide takes students through all aspects of selling and servicing a convention at a hotel or other group meeting facility. The author introduces the types of groups holding meetings and conventions, the planners in charge of site selection, and the facilities they commonly use. The basics of marketing are introduced, and the role of Convention and Visitors' Bureaus is considered. Readers will gain understanding of the sales and negotiation process between buyers and sellers of these services."--BOOK JACKET. |
| Beschreibung: | Includes bibliographical references and index |
| Beschreibung: | XVII, 312 S. Ill. 26 cm |
| ISBN: | 9780750679022 0750679026 |
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Datensatz im Suchindex
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|---|---|
| adam_text | CONTENTS
Preface xiii
Acknowledgements xv
About the Author xvii
1 THE CONVENTION AND MEETINGS INDUSTRY:
AN OVERVIEW........................... 1
Learning Objectives 1
Introduction 1
Service Sector Economic Impact 2
Types of Facilities That Hold Meetings and Conventions 5
Convention Centers 6
University and College Campuses 7
Types of Meeting Planners 7
Meeting Industry Reports 9
Additional 2005 Meetings Market Report Highlights 9
Trends and Practices 11
Review Questions 13
References 14
Glossary 14
Appendixes 14
THE ASSOCIATIONS, CONVENTION, AND MEETINGS
MARKET.............................. 19
Learning Objectives 19
Introduction 19
Definitions of Associations 20
Association Purpose and Benefits 20
Types of Associations 25
When Conventions Are Held 25
Types of Facilities Selected 25
The Decision Making Process 26
Types of Events and Their Requirements 26
Meeting Rotation Cycle and Other Areas Governed by
Association Bylaw Requirements 27
Trade Shows 28
Resources 29
Summary 30
Review Questions 30
References 30
Additional Resources and Web Sites 30
Glossary 31
Appendixes 31
3 THE CORPORATE MEETINGS MARKET........... 39
Learning Objectives 39
Introduction 39
Event Requirements for Each Type 40
Site Selection 41
Who Makes Decisions? 42
From the Author 43
Certification 45
Sources of Business for the Corporate Meeting Market 46
Return on Investment, Justifying Your Existence 47
In Closing 49
Review Questions 49
References 51
Additional Resources 51
Appendix 53
4 THE INCENTIVE, SMERF AND OTHER MARKETS..... 57
Learning Objectives 57
Introduction 57
Tour and Travel Market 57
Incentive Travel Market ^
Smerf 63
Insurance Meetings 65
Religious Groups 67
Government Groups 67
Educational Meetings 71
Fraternal Public Service Organizations 71
Medical and Health Care Meetings 73
Labor Unions 73
Additional Markets to Consider 74
Summary 75
Review Questions 75
References 75
Additional Resources and Web Sites 75
Glossary 76
Appendixes 77
CONTENTS
5 THE ROLE OF CONVENTION BUREAUS AND OTHER
DESTINATION MARKETING ORGANIZATIONS ...... 97
Learning Objectives 97
Convention and Visitors Bureaus 98
Leads Programs 102
The Mission of Convention and Visitors Bureaus 102
International Association of Convention and Visitors
Bureaus (IACVB) 104
Summary 108
Review Questions 108
References 108
Additional Resources and Web Sites 108
Glossary 108
Appendix 109
6 MARKETING AND ADVERTISING STRATEGIES ...... 115
Learning Objectives 115
Introduction 115
The Four Ps Of Marketing—the Marketing Mix 116
The Marketing Plan 116
Advertising to the Group Meeting Planner 119
Distinguishing the Advertisement 127
Summary 130
Review Questions 131
References 131
Glossary 132
Appendixes 132
7 CONVENTION SALES NEGOTIATIONS AND
CONTRACTS........................... 141
Learning Objectives 141
Introduction 141
Procedures 142
Other Forms of a Proposal 142
Contracts 146
Differences between a Tentative Proposal and a Final
Contract 146
Room Blocks 153
Negotiation 153
Attrition 154
Summary 157
Review Questions 157
References 158
Glossary 158
Appendixes 160
CONTENTS ix
8 FOOD AND BEVERAGE FUNCTION PLANNING...... 177
Learning Objectives 177
Introduction 177
Function and Menu Planning 178
Banquet Menu Pricing 179
Types of Beverage Setups 184
Wines 186
Beverage Controls and Procedures 186
Banquet Event Orders (BEO) or Function Sheets 186
Sponsors 191
Methods of Control and Tracking 192
Guarantees 192
The Seller s Perspective 192
Head Table Planning 193
Catering Guidelines and Policies 194
Labor and Union Issues 194
Gratuities and Tipping 194
Summary 194
Review Questions 196
References 196
Additional Resources and Web Sites 196
Glossary 197
Appendix 199
9 MEETING ROOM AND CONVENTION PLANNING .... 201
Learning Objectives 201
Introduction 201
The First Step 201
Types of Function Rooms 202
Function Room Assignments 207
Meeting Room Design and Specifications 213
Computer Technology Improvements 213
Summary 214
Review Questions 216
Additional Resources and Web Sites 216
Reference 217
Glossary 217
10 ON SITE EVENT PLANNING: SERVICING THE EVENT ... 219
Learning Objectives 219
Introduction 219
Accounting and Billing Procedures 221
Gratuities for Hotel Service Employees Staff 221
Billing and Gratuity Guidelines for Corporate and
Nonassociation Groups 222
Postconvention Review 223
CONTENTS
11
12
Preconvention Meeting 223
The Banquet Event Order (BEO) 226
Computerized Group Sales and Event Forms 227
Postevent Follow up and Questionnaires 227
Guest Group Room Block Reporting 227
Summary 230
Review Questions 230
References 231
Additional Resources And Web Sites 231
Glossary 231
Appendix 232
EXHIBITION AND TRADE SHOW INDUSTRY
OVERVIEW 249
Learning Objectives 249
Introduction 249
Exhibitions 250
Booths 250
Floor Plans and Diagrams 251
Who Does What in Planning an Exhibition Trade Show? 251
Review Questions 254
References 254
Additional Resources, Web Sites, and Publications 254
Related Organizations 254
Glossary 255
Appendix 256
INDUSTRY TRENDS AND RESOURCES.......... 285
New and Emerging Trends 285
References 295
Appendixes 296
Index 305
CONTENTS
|
| adam_txt |
CONTENTS
Preface xiii
Acknowledgements xv
About the Author xvii
1 THE CONVENTION AND MEETINGS INDUSTRY:
AN OVERVIEW. 1
Learning Objectives 1
Introduction 1
Service Sector Economic Impact 2
Types of Facilities That Hold Meetings and Conventions 5
Convention Centers 6
University and College Campuses 7
Types of Meeting Planners 7
Meeting Industry Reports 9
Additional 2005 Meetings Market Report Highlights 9
Trends and Practices 11
Review Questions 13
References 14
Glossary 14
Appendixes 14
THE ASSOCIATIONS, CONVENTION, AND MEETINGS
MARKET. 19
Learning Objectives 19
Introduction 19
Definitions of Associations 20
Association Purpose and Benefits 20
Types of Associations 25
When Conventions Are Held 25
Types of Facilities Selected 25
The Decision Making Process 26
Types of Events and Their Requirements 26
Meeting Rotation Cycle and Other Areas Governed by
Association Bylaw Requirements 27
Trade Shows 28
Resources 29
Summary 30
Review Questions 30
References 30
Additional Resources and Web Sites 30
Glossary 31
Appendixes 31
3 THE CORPORATE MEETINGS MARKET. 39
Learning Objectives 39
Introduction 39
Event Requirements for Each Type 40
Site Selection 41
Who Makes Decisions? 42
From the Author 43
Certification 45
Sources of Business for the Corporate Meeting Market 46
Return on Investment, Justifying Your Existence 47
In Closing 49
Review Questions 49
References 51
Additional Resources 51
Appendix 53
4 THE INCENTIVE, SMERF AND OTHER MARKETS. 57
Learning Objectives 57
Introduction 57
Tour and Travel Market 57
Incentive Travel Market ^
Smerf 63
Insurance Meetings 65
Religious Groups 67
Government Groups 67
Educational Meetings 71
Fraternal Public Service Organizations 71
Medical and Health Care Meetings 73
Labor Unions 73
Additional Markets to Consider 74
Summary 75
Review Questions 75
References 75
Additional Resources and Web Sites 75
Glossary 76
Appendixes 77
CONTENTS
5 THE ROLE OF CONVENTION BUREAUS AND OTHER
DESTINATION MARKETING ORGANIZATIONS . 97
Learning Objectives 97
Convention and Visitors Bureaus 98
Leads Programs 102
The Mission of Convention and Visitors Bureaus 102
International Association of Convention and Visitors
Bureaus (IACVB) 104
Summary 108
Review Questions 108
References 108
Additional Resources and Web Sites 108
Glossary 108
Appendix 109
6 MARKETING AND ADVERTISING STRATEGIES . 115
Learning Objectives 115
Introduction 115
The Four Ps Of Marketing—the Marketing Mix 116
The Marketing Plan 116
Advertising to the Group Meeting Planner 119
Distinguishing the Advertisement 127
Summary 130
Review Questions 131
References 131
Glossary 132
Appendixes 132
7 CONVENTION SALES NEGOTIATIONS AND
CONTRACTS. 141
Learning Objectives 141
Introduction 141
Procedures 142
Other Forms of a Proposal 142
Contracts 146
Differences between a Tentative Proposal and a Final
Contract 146
Room Blocks 153
Negotiation 153
Attrition 154
Summary 157
Review Questions 157
References 158
Glossary 158
Appendixes 160
CONTENTS ix
8 FOOD AND BEVERAGE FUNCTION PLANNING. 177
Learning Objectives 177
Introduction 177
Function and Menu Planning 178
Banquet Menu Pricing 179
Types of Beverage Setups 184
Wines 186
Beverage Controls and Procedures 186
Banquet Event Orders (BEO) or Function Sheets 186
Sponsors 191
Methods of Control and Tracking 192
Guarantees 192
The Seller's Perspective 192
Head Table Planning 193
Catering Guidelines and Policies 194
Labor and Union Issues 194
Gratuities and Tipping 194
Summary 194
Review Questions 196
References 196
Additional Resources and Web Sites 196
Glossary 197
Appendix 199
9 MEETING ROOM AND CONVENTION PLANNING . 201
Learning Objectives 201
Introduction 201
The First Step 201
Types of Function Rooms 202
Function Room Assignments 207
Meeting Room Design and Specifications 213
Computer Technology Improvements 213
Summary 214
Review Questions 216
Additional Resources and Web Sites 216
Reference 217
Glossary 217
10 ON SITE EVENT PLANNING: SERVICING THE EVENT . 219
Learning Objectives 219
Introduction 219
Accounting and Billing Procedures 221
Gratuities for Hotel Service Employees Staff 221
Billing and Gratuity Guidelines for Corporate and
Nonassociation Groups 222
Postconvention Review 223
CONTENTS
11
12
Preconvention Meeting 223
The Banquet Event Order (BEO) 226
Computerized Group Sales and Event Forms 227
Postevent Follow up and Questionnaires 227
Guest Group Room Block Reporting 227
Summary 230
Review Questions 230
References 231
Additional Resources And Web Sites 231
Glossary 231
Appendix 232
EXHIBITION AND TRADE SHOW INDUSTRY
OVERVIEW 249
Learning Objectives 249
Introduction 249
Exhibitions 250
Booths 250
Floor Plans and Diagrams 251
Who Does What in Planning an Exhibition Trade Show? 251
Review Questions 254
References 254
Additional Resources, Web Sites, and Publications 254
Related Organizations 254
Glossary 255
Appendix 256
INDUSTRY TRENDS AND RESOURCES. 285
New and Emerging Trends 285
References 295
Appendixes 296
Index 305
CONTENTS |
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| index_date | 2024-07-02T19:10:04Z |
| indexdate | 2024-07-09T21:08:57Z |
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| spelling | Golden-Romero, Pat Verfasser aut Hotel convention sales, services, and operations Pat Golden-Romero Amsterdam [u.a.] Elsevier/Butterworth-Heinemann 2007 XVII, 312 S. Ill. 26 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index "Hotel Convention Sales, Services, and Operations examines the precipitating factors and emerging trends in the hospitality industry and how they have contributed to the growth of the meetings and conventions market, including a look at the financial impact of this global industry in both private and public sectors of the economy. This "how-to" guide takes students through all aspects of selling and servicing a convention at a hotel or other group meeting facility. The author introduces the types of groups holding meetings and conventions, the planners in charge of site selection, and the facilities they commonly use. The basics of marketing are introduced, and the role of Convention and Visitors' Bureaus is considered. Readers will gain understanding of the sales and negotiation process between buyers and sellers of these services."--BOOK JACKET. Hospitality industry Marketing Congresses and conventions Gastgewerbe (DE-588)4259231-8 gnd rswk-swf Tagungswirtschaft (DE-588)4756236-5 gnd rswk-swf 1\p (DE-588)1071861417 Konferenzschrift gnd-content Gastgewerbe (DE-588)4259231-8 s Tagungswirtschaft (DE-588)4756236-5 s DE-604 http://www.loc.gov/catdir/toc/ecip062/2005030471.html Table of contents only http://www.loc.gov/catdir/enhancements/fy0623/2005030471-d.html Publisher description HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016216798&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Golden-Romero, Pat Hotel convention sales, services, and operations Hospitality industry Marketing Congresses and conventions Gastgewerbe (DE-588)4259231-8 gnd Tagungswirtschaft (DE-588)4756236-5 gnd |
| subject_GND | (DE-588)4259231-8 (DE-588)4756236-5 (DE-588)1071861417 |
| title | Hotel convention sales, services, and operations |
| title_auth | Hotel convention sales, services, and operations |
| title_exact_search | Hotel convention sales, services, and operations |
| title_exact_search_txtP | Hotel convention sales, services, and operations |
| title_full | Hotel convention sales, services, and operations Pat Golden-Romero |
| title_fullStr | Hotel convention sales, services, and operations Pat Golden-Romero |
| title_full_unstemmed | Hotel convention sales, services, and operations Pat Golden-Romero |
| title_short | Hotel convention sales, services, and operations |
| title_sort | hotel convention sales services and operations |
| topic | Hospitality industry Marketing Congresses and conventions Gastgewerbe (DE-588)4259231-8 gnd Tagungswirtschaft (DE-588)4756236-5 gnd |
| topic_facet | Hospitality industry Marketing Congresses and conventions Gastgewerbe Tagungswirtschaft Konferenzschrift |
| url | http://www.loc.gov/catdir/toc/ecip062/2005030471.html http://www.loc.gov/catdir/enhancements/fy0623/2005030471-d.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016216798&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT goldenromeropat hotelconventionsalesservicesandoperations |