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Event Venue Opportunities - How to Capture a Venue Contract
Carl Sacks (Senior Consultant, Certified Catering Consultants)
Date: Sunday, February 18
Time: 9:30am - 10:30am
Track: Business & Operations, Weddings & Special Events
Company Role: Catering Professionals: Operations, Sales, Marketing and Staff, Owners & Executives
Vault Recording: TBD
Audience Level: All
It's often said that event catering buyers choose their venue first, before they choose their caterer—on the pyramid of event preferences, the venue is at the very top. For caterers, venues represent a massive business opportunity. Many of the most successful caterers have built their businesses on venue relationships, sometimes relying on these venues for 50% or more of their catering income.
Capturing one or several venue contracts is often the first step toward major success in the catering industry. Whether a cultural venue, a corporate venue, or an entrepreneurial venue, the importance of the venue opportunity cannot be overstated.
Certified Catering Consultants' Senior Consultant Carl Sacks offers a unique perspective on this most important topic. As a general manager of catering companies he has successfully negotiated and implemented a number of venue contracts. Over the last 16 years as a consultant he has worked on both sides of the contract negotiation table, advising both venues and caterers on how to create a win-win relationship. During this session he will explain the venue contract negotiation process, and provide insight on how to break into or expand your footprint in this market.