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Armed with negotiating leverage, resorts raise rates.

Publication: Business Travel News
Publication Date: 20-SEP-04 		Format: Online - approximately 924 words
Delivery: Immediate Online Access

Article Excerpt
With corporate meetings making a comeback this year, resorts are starting to regain the upper hand at the bargaining table. Although not yet back to the glory" days of 2000, hoteliers and industry analysts said 2004 brought a sudden surge in demand that is sending both occupancies and room rates upward at many resorts. For corporate meeting planners who have enjoyed a buyer's market, in which favorable dates and rates were easy to come by, getting what they want when they want it has become a bigger challenge.

"Flexibility is essential," said Jerry Janove, director of sales for the Resort Meetings Consortium, an Orlando-based organization that assists corporations in negotiations with resorts. "We're seeing business getting very strong at resorts. Rates are more difficult, and availability is tougher too."

Bill Briscoe, chief industry relations officer for the...

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