1. Hostmark Hospitality Group 2011 Annual Leadership Conference

2. Welcome Welcome To Embracing the New Norm

3. Embracing The New Norm What Is the New Norm?

4. Embracing The New Norm To Understand The New Norm Lets Start By Taking A Little Trip Back In Time

5. “You’ve Gotta Evolve”

6. Agenda Our Discussion Today Will Cover  Understanding The New Norm  The New Reality  Greatest Lesson of the New Norm  Key Points To Viable Action Plans  Good News  New Vocabulary Word

7. The Economy ECONOMIC DOWNTURN While there was not a sudden halt to demand, the length created new realities or lessons!

8. New Reality Creation Of A New Reality Internet Has Peeled Away Our Secrets PRICING REVIEWS CONDITION This Gave Power To Our Consumers

9. Conventional Wisdom What Have We Learned During the last 18 months Conventional Wisdom Was In A Free Fall

10. The Truth Be Known Long Standing Axioms Like: We must meet in person RevPAR is the most meaningful measure Satisfied Customers are loyal Customers No Longer Hold True

11. The Great Lesson Greatest Lesson of the “NEW NORM ” The separation and comprehension of a Need vs. A Want!

12. Decision Makers Our decision makers in group and transient business are less driven by impressing others and instead are looking for greater intrinsic value

13. Three Takeaways A constant is that Brand Values are always important to winning and maintaining customers The Digital Arena is not a “One Size Fits All” Information on our consumers is vital to our success The term “Social Media” is still evolving

14. Embracing Technology

15. Using Technology - Personalized Proposals Improved SEO Results

16. Technology -  Encouraging Positive Feedback?  Who Is Your Spokesperson  Take Opportunity to Sell!

17. Technology -

21. DO THE RESEARCH ! Past Conferences Prospecting Competitors Phone Numbers Information about the client Photos of Individuals

22. Technology-

24. Technology-Sites To Research

25. Technology –  Facebook  Limitless opportunities!!!  Accomplish what brand websites can’t  Testimonials… Meet the Team…  Who’s your audience?  Build quality not quantity  Don’t sell to but communicate with  Generate Leads

26. Something To Read

29. Technology – What Is ?

30. Technology – How About These ?

31. GOOD NEWS By The Numbers 32% of the planners said the number of meetings they will be responsible for in 2011 will be greater than 2010 22% of exhibition organizers expect an increase in events in 2011 50% or exhibition organizers expect attendance to remain the same or increase 30% of meeting planners stated they will not have to cut costs in 2011 28% of meeting planners stated they will look at secondary markets 50% cited the economy is no longer a factor

32. Meeting Planner Facts Interesting Cutting costs is diminishing DISCONNECT Affordability is rated #1 71% Room Rates is the number one concession hoteliers are willing to concede first

33. GOOD NEWS

34. New Vocabulary SMARKETING The union of the Sales, Marketing and Revenue Disciplines working together for a common goal! The ability to effectively join the three disciplines into one and drive RESULTS ! SMARKETER

35. Wrap UP One Size Does Not Fit All Proven Tactics Still Come Into Play Identify Who Your Real Consumers Are Balance Proven Tactics And New Technology

36. Questions QUESTIONS?