There is nothing more frustrating than sitting down to buy a car and knowing you’re only getting three-quarters of the Kelly Blue Book suggested value for your trade-in and the finance promotion is nothing less than what you could receive through your own bank. In this blog, I won’t be discussing the “strategic” marketing of car dealerships, but rather the funny little dance we call negotiation.
I had the pleasure of sitting down with Allison Bender, Convention Services Manager for the Crowne Plaza Tampa and asked her how someone in her position approaches negotiation with clients.
In your position, in what ways do you negotiate?
Ms. Bender: As Convention Services Manager, my main duty is to work with clients who are interested in holding conventions or other special events at our property. I negotiate plans with the client—these include food, beverage, and various rental options.
Would you consider reaching a mutual benefit to be important when negotiating with a client?
Ms. Bender: Absolutely. I have a responsibility to make clients aware of our company’s services. I want to sell as much as I can; however, if up selling becomes my main priority, it is unlikely I will have that client return or recommend our services to another. My goal is to satisfy my clients’ needs—and in doing so, make my company money.
Do you use objective criteria when presenting your client with prices? Do you explain the cost?
Ms. Bender: I do. Clients will often ask why there is an additional charge or why something costs that. I just explain that the cost printed is the competitive going rate. With pricing, we have to cover our setup and labor costs. I explain to clients that the old saying is true—“you get what you pay for.”
Do you ever create a BATNA [Best Alternative To Negotiated Agreement] or have any sort of backup plan?
Ms. Bender: Things happen. An event rarely goes exactly as planned—in fact, I’ll let you know if an event ever goes perfectly. In this industry, you have to be able to roll with the punches; and creating a backup plan is very smart. The most common problem I see is something like… if I negotiate a deal where the client has a 100-person guest list and a $5,000 minimum. There are times when on the day of the event the guest list drops to 50-people. My team has the burden of creating options for the client so they are able to still make the minimum—such as an additional meal, or extending the open bar hours. There are times when I have to create a whole new plan.
I was extremely impressed that Ms. Bender understood the negotiation terms I used, which I took from a deal-making textbook. I was further impressed that someone with her workload would take the time to answer questions for a blog. If you’re interested in holding an event in the Tampa area, I strongly suggest talking to Allison Bender at the Crowne Plaza.
Until next time, friends!
