Straight Talk for Meetings Industry Professionals: How Planners & Suppliers Really Think, Act and Prefer to Do Business
Times are a-changin', but you already knew that. What you are doing is not working the same way it used to. In the meetings and events industry, planners don’t buy the same way we used to buy, and we don’t communicate the same way we did before. I've uncovered a lot of hard truths in three years of researching both planners and suppliers, and we can each do better.
The economy has changed, our industry continues to evolve, and technology continues to transform everything. To those who think the way they have always done business is still fine—this is your wake-up call. The way you've sold in the past won't work anymore, but this book is full of solutions, straight from your customers' mouths. Table of ContentsSection I: Brace Yourself...
Section II: Building Relationships 1. How’s That Fax Machine Working… 2. Telephone Dos and Don’ts 3. eCommunications 4. Snail Mail 5. Networking 6. Tradeshows & Hosted Buyer Events 7. Sponsorships 8. Advertising 9. Apparently I Struck a Nerve Section III: Hotels 10. The Dreaded RFP Process 11. Site Inspections 12. Contracts 13. Fees, Fees, Ridiculous Fees 14. CSMs 15. Food & Beverage Section IV: Non-Hotel Suppliers 16. Convention & Visitor Bureaus 17. Destination Management Companies 18. Convention Centers 19. Transportation Companies Section V: Starting Now |
Industry Reviews
“What a long overdue book….a breath of fresh air! All hospitality salespeople should be grateful that Shawna has given us a realistic guide to help us meet new customers and develop stronger, lasting relationships with existing customers. This should be a mandatory read for all salespeople, new or seasoned…..lots to learn and to re-evaluate! It's time to make these common-sense changes so we can finally ‘stop the insanity’ and work together to a common goal of extraordinary meetings.”
– Margie Sitton, Senior VP - Sales, San Diego CVB 
“Planner Pet Peeves will be an invaluable tool for the hospitality sales professional today! To have an inside look at years of dialogue with the Senior Meeting Professional will help the sales professional maneuver through an ever changing environment. Shawna has delivered the information in straight forward and candid manner...well done!"
– Mike Dominguez, VP Global Sales, Loews Hotels & International Board Member, MPI 
“A must-read for all meeting and incentive industry suppliers. An extraordinary look into the minds of the buyers we’re trying to reach. After 30 years in the industry, I still found many ‘a-ha’ moments within the pages.”
– Colleen Abernethy, President, Platinum DMC Collection |
“This is an eye-opener into the heads of professional meeting planners and how they make buying decisions. Through reading this book and absorbing the content, suppliers will learn to communicate better, build relationships, and SELL.”
– Julie Giorgio, Bloomington, Minnesota CVB |
“Someone finally has the courage to tell suppliers the truth about what planners think. In an industry that relies on collaboration, Planner Pet Peeves provides valuable insight that is guaranteed to improve communication and understanding between suppliers and planners. It's a must-read book for anyone who wants to provide more effective event solutions for their customers.”
– Mike Vennerstrom, President, Equinox Creative |
