This 4 week full-time course of study focuses on the skills necessary to market, organize, sell, set-up, service and follow-up on trade shows and conventions.

Text:
Convention Management and Service, Fifth Edition
Milton T. Astroff and James R. Abbey
Educational Institute of the American Hotel and Lodging Association

Duration:   4 WEEKS - 100 HOURS
  
The Marketing Plan
Conducting market research, selecting targets, establishing a price point position,
creating objectives, action planning and monitoring and evaluating results.
 
Organizing Convention Sales
Sales Department structures in hotels, selling bedrooms vs. catering vs. convention selling,
Standard Operating Procedures, Assigning Accounts, Evaluating Sales Efforts.

Markets To Serve
Associations - National, Regional, Local and International; Corporate; SMERF's; Government;
Unions; Medical; Insurance and others.

Negotiations
Letters of Agreement, Contracts, Volume Details, Flow Details, Master Accounts, Gratuities,
Space Control, Termination and Attrition Clauses.

Preparing for Events
Pre-convention Meetings, Group Resumes, B.E.O.'s, Themes, Computerized Reports.

Function and Meeting Room Set-ups
Room Assignments, Set-ups, Timetables, Breakdown Plans, Employee Procedures and Policies.

Audio Visual Requirements
Sound Systems, Display Systems, Guest Equipment vs. Hotel Equipment vs. Contracted Equipment.

Billing and Post Convention Analysis
Master Accounts, Deposit and Payment Aging, Guest Credit Procedures, Attendee Number Tracking, Individual and Group Comments, Final Appraisal from Clients.

Upon successful completion of the exam, you will earn a Certificate from the Educational Institute of the American Hotel and Lodging Association.