Hotels secure negotiating power amid meetings recovery

02/25/2013 | TravelMarketReport.com

A new study by Colliers PKF Hospitality Research indicates an optimistic outlook for the meetings industry, with hoteliers positioned to control negotiations with planners. "The leverage up until now has been with planners but, due to rising occupancy levels, the leverage is swinging back to the hotel sales manager," said Robert Mandelbaum, a director at Colliers PKF Hospitality. Planners are now increasingly focusing negotiations on additional amenities such as breakfast and free Internet access, Mandelbaum said.

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