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May 9, 2016

Americas: Here’s the Deal: 6 Things to Know About Casino Resort Negotiations

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The key to a win-win hotel negotiation is to open a dialogue, set goals and objectives, know the value of your business, and understand the needs and priorities of the property. In any hotel negotiation, dates, rates, and space are the critical factors, but casino resorts have a few more bells and whistles to consider. Here are some things to know before sitting down to negotiate with your casino resort sales partner.

Photo by Freeimages.com/Mike Esprit

What are the preferred arrival/departure patterns for a casino resort?
“The ideal group-stay pattern is a Sunday or Monday arrival,” says Tara Forester, sales manager at FireKeepers Casino Hotel in Battle Creek, Mich. “Due to the weekend overnight room demand for our casino guests, we sell out quicker than a non-gaming hotel. This demand keeps our weekend rates higher than rates during the week, thus providing incentive to book events Sunday–Thursday.”  If your meeting dates are flexible, work with the casino resort to fit into its preferred weekly booking pattern, and for the best rates, as in all hotel negotiations, avoid the destination’s high season and don’t be afraid to ask about specific dates where the property needs business.

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