Susan Friedmann, CSP (aka The Tradeshow Coach), author of Meeting & Event Planning For Dummies, Lake Placid, N.Y. (518) 523-1320, www.thetradeshowcoach.com

• Start with a Plan

  Know exactly what you want. What is it about the spa experience that you want to share with your attendees? Is it the location, the reputation of the spa, a trademark treatment? Not every spa offers every amenity — and you might not be interested in every amenity that is offered!

• Do Your Homework

  Know the value of your business to the spa. Has it recently been written up in travel journals or featured on TV? More importantly, have its competitors? The more the spa wants your business, the harder it will work to give you what you want.

• Use Bargaining Power

  Having another spa waiting in the wings can positively influence your negotiations. Make sure that you are well-briefed about competing spas, especially those close to your intended spa. It never hurts to have an initial quote to work from.

• Question Packages

  Many spas bundle popular services for a premium price. Ask if you can create your own custom package, including only those items that you want. There's no sense in paying for services that your attendees won't use.

• Clarify Confusing Language

  Also, watch for confusing names. Spas have been known to have different prices for “The Late Summer Package” and “The Deluxe Late Summer Package,” for example. That extra “deluxe” can cost you hundreds of dollars.

Bonnie Wallsh, CMP, CMM, chief strategist, Bonnie Wallsh Associates, LLC, Charlotte, N.C. (704) 541- 1199, bwacmp@carolina.rr.com

• Spas have greater flexibility for spa treatments booked Monday to Thursday, when usage fees can be waived. There is no slow season for spas; in fact, the period between Thanksgiving and New Year's is the busiest time of the year.

• Offer shorter, mini services to give attendees the spa experience at reduced rates. Services could include 30-minute rather than 55-minute treatments, for example.

• The Spa at Pinehurst, Pinehurst, N.C., offers a $25 spa tranquility pass that provides access to the steam room, sauna, whirlpool, and pool, as well as complimentary smoothies. The rate is negotiable, depending upon the amount of business booked.

• The Spa at Ballantyne Resort, Charlotte, N.C., offers a spa sampler for groups on tight budgets. The time is flexible, and the package could include just skin care and nail stations, for example.

Can't Bring the Group to the Spa? Then bring the spa to the group!

• Include aromatherapy, stretch, Pilates, and yoga classes as part of your official meeting program.

• Offer attendees $50 gift cards that they can use for products or for 30-minute treatments.

• Offer five-minute chair massages at registration.

• Use a spa package as a door prize or as a pillow gift for incentive qualifiers.

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