Low rates, contract concessions and value-addedinitiatives give planners the winning hand
By Karen Brost
Photo courtesy of Las Vegas News Bureau/LVCVA
It’s no secret that Las Vegas has been the eye of the storm that has devastated the U.S. meeting industry over the past year, primarily because of its inaccurate, unfair association by the national news media with “extravagance.” But ironically, for planners still willing to book the destination, an unprecedented opportunity exists to get a deal - and exceptional value - that will probably never be seen again when the economy and the meetings market recover.
“It’s important that planners know that our rates are fantastic and there are a lot of value-adds to everything that is being booked right now,” says Mitch Hirschman, director of sales and marketing for the AAA Four Diamond, 525-room JW Marriott Las Vegas Resort & Spa. “We are negotiating much, much more in the customer’s favor. They have more of a chance to meet their own budget needs while still exceeding their attendees’ expectations.”
“We have options to fit all needs and budgets combined with a level of convenience that makes planning easier,” says Michael Massari, vice president, Las Vegas Meetings by Harrah’s Entertainment. “These days, there are some really incredible deals to be had. Truthfully, there has never been a better time to bring your meeting to Las Vegas.”
Not only are the deals the best ever seen in the modern era of Las Vegas as a meeting destination, but negotiations are getting easier, too. “We are offering a lot of the concessions up front instead of having them become part of the negotiating process,” Hirschman explains. Depending on the size of the program, he might offer one comp per 35 rooms sold, extra Marriot Rewards points, or more flexible terms for attrition. “We are trying our best to be open-minded and to partner with our customers in these trying times.”
Photo courtesy of Las Vegas News Bureau/LVCVA
Gail Fitzgerald, senior vice president of sales and marketing for the new 4,004-room Aria Resort & Casino, scheduled to open in December at MGM-Mirage’s CityCenter, notes some of the other factors that make Las Vegas such a great value. “There’s the closeness of our airport, the free parking that we all offer, and the low tax base that we have. I’m always amazed at what we pay for parking when we go out of town. If you want overnight parking in a lot of cities, it’s upwards of $30 and $40 a night. Here, with our free parking, you give the valet guys a couple of bucks and they park your car.”
She also commented on how Las Vegas room rates compare to other cities. “When my guys travel, I see them spending $200 a night and more in hotels that, by comparison, are not even close to a Bellagio, a Mandalay Bay, or an MGM Grand. We offer tremendous value.”
Meeting attendees can also dine out in many of the city’s best restaurants at never-before-seen prices. For example, the highly acclaimed Joël Robuchon at the MGM Grand - the only Michelin Three Star restaurant in town - is offering major discounts on its tasting menus. “Here is one of the premier chefs in the world who has said we want people to know that we want their business,” Fitzgerald says.
Despite signs of recovery in the industry, for the foreseeable future planners will be able to get deals that will likely never be seen again, Fitzgerald says.
Chris Meyer, vice president convention sales for the Las Vegas Convention & Visitors Authority, says that exceptional value will be the battle cry for Las Vegas as the economy recovers over the next 12-18 months. During that time, Las Vegas will represent “the best value on the planet for meeting planners,” Meyer says.