Ever wonder on what basis a hotel evaluates your meetings business? Here's a look at the approach many hotels take. It's called revenue management. “Revenue management is an art, not a science,” explains Shelley McLoughlin, national sales manager, Conferon Global Services, Norwood, Mass. “It's selling the right product to the right customer at the right time for the right price,” she explains. But how does it work in negotiations? In a case study McLoughlin cited, the hotel sales person ...

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