Savy Strategies for

Protecting Your Room

Block

Moderator:

Christine “Shimo” Shimasaki, CDME, CMP

DESTINATION MARKETING ASSOCIATION INTERNATIONAL

Conchevia Collins

Philadelphia Convention &

Visitors Bureau (PHLCVB)

Monica Green

Atlanta Convention & Visitors

Bureau

Attendees & Exhibitors Have a Mind of Their Own…

Why Does It Matter?• Negotiation Leverage

• Credit report (room pickup compared to the block)

• How your meeting is valued by hotels and centers

• Financial Implications

• Attrition charges

Six Savvy Strategies That YOU Can Take Back Home

The best “one-

two” punch to

avoid attrition

#1-Packaged Registration & Housing + Shorten Lead time

Source: Adapted from CIC Project Attrition Final Report

#2-Provide attendee and/or exhibitor incentives and targeted communications

Source: Adapted from CIC Project Attrition Final Report

#3-Audit Hotel Bookings at One or More Hotels

58%Of respondents performed a room block audit for their most recent event

5%Is the average gain in room nights respondents realized after performing post-event audits.

Source: CIC Project Attrition Phase II Attendee Behavior Report

Suggested Language

Please book your lodging within the official room block. Staying

at our contracted hotel(s) is important to (your organization’s

name) and to the destination where we are holding this meeting,

and ultimately…even to YOU!

When you book a hotel outside of the block, and a contracted

room goes unsold, we must pay penalty fees to the hotel. In

addition, the inability to prove the actual number of hotel rooms

occupied weakens our negotiation power in the future.

Please support (your organization) by reserving your sleeping

room at one of our official hotels. Think of it as securing our

combined long term interests.

#4-Keep meticulous histories

#5-Provide a range of rates & possibly hotel brands

#6-Have a formal plan and involve leadership

80%Of those who had a formal organizational plan felt it was successful

Source: CIC Project Attrition Phase II Attendee Behavior Report

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