Leverage in Hotel Negotiation: Where You Have It, Where You Don’t

If you’ve been to an industry meeting in the past year, you may have heard Michael Dominguez, vice president, global sales, Loews Hotels & Resorts, talking about “the new abnormal.” In a presentation he says he delivered 19 times in 2011, Dominguez pulls back the curtain on hotels’ profit and loss statements as a way to help meeting planners get what they need in their contracts.