“I get frustrated with planners not prioritizing their concessions and saying they need all of them or it’s a deal-breaker. The market has changed.”
Shawna says: When the economy took a nosedive in the United States in 2008, there was a power shift in our industry and the pendulum swung to the planner side, giving buyers the lion’s share of power. Suppliers were desperate for business and planners found that nearly every concession was theirs for the asking.
Today, it’s no longer a buyer’s market, yet many planners are unaware and still behaving as if it were and being demanding. Planners must realize that, depending on the venue and the city, suppliers don’t have to play ball to win the business like they did a couple of years ago.