Association Executives and Suppliers
Celebrate with a Night On the Town!

By Nicole Millman-Falk, CAE

Click image to enlargeSuccess Under StressLester Shafran, Executive Director, Independent Payphone Association, and NYSAE Chair of the Board, welcomes attendees to the Seventh Annual MeetNY.
©Joseph Rodriguez / www.proimagesphoto.com 2015

NYSAE’s seventh annual MeetNY— a one-of-a-kind hosted-buyer event that includes education and professional development, networking, a reception and mini trade show, and a Broadway show—was a resounding success.

The day-long celebration kicked off with two dynamic education sessions at the offices of the New York Society of Security Analysts. Jessica L. Levin, MBA, CMP, CAE, President and Chief Connector, Seven Degrees Communication, LLC, opened the program talking about how to create events people want to attend (see separate story). Learning how to live together in a seller’s market was the focus of the second education session.

"Demand is outpacing supply in an undersupplied market," said Laura Mettler, Vice President, Sales, The Americas, Marriott International, and a panelist in a session that addressed The Earth Turned and Now It’s a Seller’s World: How Do We Live in It Together?

Click image to enlargeSuccess Under StressSpeaking about how associations can better negotiate in a seller’s market, are (left to right): Betty Wilson, Vice President, North American Divisional Sales, Starwood Hotels & Resorts Worldwide; Frank McVeigh, President & CEO, McVeigh Associates, Ltd.; Laura Mettler, Vice president Sales, The Americas, Marriott International; and Gayle Weisman, CMP, Senior Conference Planner, IEEE Communications Society.
©Joseph Rodriguez / www.proimagesphoto.com 2015

"First tier markets, indeed, are feeling the crunch," said Gregg Talley, FASAE, CAE, President & CEO, Talley Management Group, and panel moderator. Other speakers were: Betty Wilson, Vice President, North American Divisional Sales, Starwood Hotels & Resorts Worldwide; Frank McVeigh, President & CEO, McVeigh Associates, Ltd.; and Gayle Weisman, CMP, Senior Conference Planner, IEEE Communications Society.

Click image to enlargeSuccess Under StressEnjoying a lighter moment are panelists (left to right): Betty Wilson, Vice President, North American Divisional Sales, Starwood Hotels & Resorts Worldwide; Frank McVeigh, President & CEO, McVeigh Associates, Ltd.; Laura Mettler, Vice president Sales, The Americas, Marriott International; and Gayle Weisman, CMP, Senior Conference Planner, IEEE Communications Society.
©Joseph Rodriguez / www.proimagesphoto.com 2015

One suggestion offered by panelists was for meeting planners to consider second-tier cities. "New York is a challenge," said McVeigh; Chicago is a challenge. Moving things to Dallas or Orlando, where competitive pricing is coming back, might be an alternative."

"Associations need to be flexible with where they are going and when they are going," said "Wilson. "Your members may want first tier cities but they don’t want to pay for first tier cities. Association meeting planners need to work with their program chairs to educate them about other options."

Besides looking down market at second tier cities, or considering multi-year contracts, associations were advised to partner with their venues. "We want to know what other ancillary business are you bringing in," said Mettler. "What else can we do to add incremental revenue?"

Cautioning that "there are more disruptors in the industry today," Wilson suggested partnering with hotels to make sure that attendance levels are met. Panelists noted that attendees are becoming more savvy at finding less expensive rooms through online booking sites such as homestay.com or airbandb.com than are being offered through the association, not recognizing that other costs might be built into those fees. One MeetNY attendee noted that some cities are actually partnering with airbandb to add to the inventory that they are offering to planners.

Click image to enlargeSuccess Under StressMeeting planners and their hosts began the MeetNY program with two educational sessions on creating events people want to attend and working together in a seller’s market. The professional development sessions were held at the offices of the New York Society of Security Analysts.
©Joseph Rodriguez / www.proimagesphoto.com 2015
Click image to enlargeSuccess Under StressGregg Talley, ASAE, CAE, President & CEO, Talley Management Group, moderates a panel discussion on "The Earth Turned and Now It’s a Seller’s World: How Do We Live Together?"
©Joseph Rodriguez / www.proimagesphoto.com 2015

Meeting planners should also remember that high seasons are not the same everywhere, particularly outside the United States. "There is a huge amount of growth in China, which has relatively easy access and some very good deals for international meetings," said Wilson. "Juxtapose that with the UK, where you will find situations very similar to the United States."

And while it may be a seller’s market, communication between associations and suppliers remains key. "How you say ‘no’ to us is really important," said Talley. "You can be real; we are adults. But do it in a way that we maintain the relationship."

Renegotiation is no longer a dirty word. If location is important to you, grab the space now and talk about the details later. Association meeting planners should also have the data to see your event to the hotels they want to be in. Get post convention reports in a format that’s useful. Know the other payouts that attendees bring to a venue.

Concluded Talley: "Put the lipstick on your pig. If you have an ugly meeting, make it look pretty."

NYSAE was up in lights on the marquis of the Hard Rock Café. Hosts of the MeetNY included more than 85 convention and visitors bureaus, hotels, and meeting and destination sites and suppliers. During the cocktail reception at the Hard Rock Café, invited association executives and meeting planners had the opportunity to network, socialize, and visit tabletop exhibits, while dining on tasty hors d’oerves and listening to great music. Money raised during a silent auction held during the reception benefited America’s Vet Dogs, a project of the Guide Dog Foundation for the Blind.

NYSAE 2015 MeetNY Gallery

The evening was topped off when attendees were treated to a Broadway show. On the Town tells the story of three sailors on shore leave in New York City during World War II who find romance and adventure while helping one of them track down the elusive Miss Turnstiles poster girl. On the Town was the first Broadway musical written by Leonard Bernstein, Betty Comden, and Adolph Green.

Nicole Millman-Falk, CAE, is President of Millman-Falk Communications, LLC, providing strategic communication services for trade associations, professional societies, and donor-based organizations. In addition to her own company, she serves as Editor for Apogee Publications, which provides turnkey association newsletters, magazines, and membership directories. She is Editor of NYSAE's InView and is Chair of this year's Awards Committee. She can be reached at 201-652-1687; mfc32@optonline.net; or through her website at www.millmanfalkcommunications.com.