Strategic Meetings Management Expert, Shirley Kuhloie and Mark Hubrich, VP of Client & Industry Relations at SignUp4 will provide an inside look into best practices including: -Reviewing your current state -Identifying potential risks -Developing a strategic plan for hotel procurement -Best practices in the industry -Driving down costs with technology

1. Strategic Hotel Procurement:
Increasing Control & Savings
Shirley Kuhloie
SMM Expert
Mark Hubrich
VP Client & Industry Relations
SignUp4

2. OVERVIEW
• Reviewing your current state
• Contracting practices
• Identifying risks
• Industry best practices
• Driving down costs with technology
• Questions – please submit along the way & we will
answer at the end

3. Speaker Bios
MARK HUBRICH
Vice President of Client and Industry Relations
• SignUp4 is a leading provider of global
meetings software solutions
• SignUp4 software is deployed in 23
countries around the world
• Co-founder and active committee
volunteer to the industry in MPI, GBTA,
and SITE
Mark has been developing & delivering solutions
around meetings technology for over 11 years, to
serve the needs of some of the worlds largest
corporations.

4. SHIRLEY KUHLOIE
• 6 years as President of Andavo Meetings &
Incentives, a full service event management
company
• 11 years as VP Client Relations for Carlson
Wagonlit Travel
• Former Global Category Manager for
Meetings at Hewlett-Packard
• In her role at HP, Shirley designed a SMMP
utilizing a meetings technology tool
• She was responsible for planner training
communication, global program expansion,
stakeholder management & supplier
management

5. CURRENT SELECTION PROCESS
• Are all hotels created equal?
• Is there a lack of strategy in selection?
• WIIFM “might” come into play…does it?
• Do you see the Savvy salesperson
winning the business?

6. CONTRACTING PRACTICES
Everyone Negotiates Contracts
… i.e. Lack of policy
• Administrative Assistants
• Occasional planners
• Marketing team members
• Division Managers

7. NO CONTRACTING POLICY= RISK
• Unfavorable liability and indemnification
clauses
• High cancellation penalties
• Low attrition allowances
• Poor terms and conditions
• Market rates are being paid

8. BEST PRACTICES
• Team up with travel department
• Understand what properties are being
selected for transient and why
• Identify top cites for meetings
• Review transient hotel list in key meeting
cities
• Research meeting capabilities at those
hotels
• Select those that fit meeting criteria
• Add hotels to the approved list where
needed

9. RESEARCH MEETING SPACE CAPABILITIES

10. DRIVE BUSINESS TO
APPROVED MEETING HOTELS
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Educate planners and decision makers on hotel
strategy
Review approved hotels with all decision makers
– revise as needed
Prioritize approved hotels in meeting technology
RFP
Pre-negotiate T & C’s with approved hotels
Track spend and use data for future negotiations
Reduce risk, time and confusion
SAVE MONEY !!!

11. DRIVE BUSINESS TO APPROVED MEETING HOTELS

12. USE TOTAL HOTEL SPEND TO NEGOTIATE

13. Thank you.
Questions?
Shirley Kuhloie, SMM Expert
Mark Hubrich, VP Client & Industry Relations
If you are interested in learning more about SignUp4 and
would like to request a free demo, please email
sales@signup4.com or visit:
http://www.signup4.com/request-a-demo-2/