Corporation Success Stories

Corporation Success Stories are provided by meeting professionals on a voluntary basis. The recommendations may or may not be appropriate for every organization. Please consider your organization's policies prior to the implementation of the suggestions outlined below.

A summary of each success story is provided below. For more detailed information, click on the link at the end of each summary.

Aflac Insurance Company
Issue: Keeping attrition to a minimum.
Success Story Solution: Presentation Designs, an independent meeting planning company who books 15-20 meetings a year for Aflac, has keep attrition minimal based upon how contracts are written and negotiated by their meeting planner, David L. Popper. “Solid history, communication, and developing relationships with hotel companies are the three most significant factors in alleviating attrition, “ notes Popper. He gives the example that if a meeting that is booked 9 months out, approximately 300 rooms, he negotiates in the contract that attrition does not start until 3-4 months before the conference begins. Mr. Popper blocks rooms based on previous years’ history plus a 10% growth rate. He maintains that if you build good relationships with hotels, and are realistic with your room blocks and communicate with the hotel, then hotels will work with you. Most of his groups’ reservations are by rooming list provided to the hotel at the cut off date. Attendance is highly encouraged by the company. Mr. Popper is always aware that hotels talk to one another and swap histories on groups.
Click here for more details on this success story.

HTE Users Group, Inc. (HUG)
Education Conference/Annual Meeting
Issue: The HTE was not successful in avoiding attrition costs at their past annual meeting at the Wyndham Anatole Hotel in Dallas, Texas. They had to pay attrition in the amount of $90,000. Further, the association was asked to pay the attrition up front (prior to the beginning of the meeting) or the hotel would close their doors to them.
Success Story Solution: HTE has had success in negotiating future meetings. The Wyndham Anatole paid the association $80,000 to resign their contract for 2007 (which practically covered the attrition cost) with a lower room block and food and beverage minimum. Further, Ms. Anticevich has already re-negotiated her contract for 2004 and 2006, and has already lowered her block, lowered the room rate, and because she signed a contract for two years, she has a much more favorable attrition clause. In 2005, the hotel the association has booked in Las Vegas has agreed to lower the block at “no penalty” because they have two years to resell the rooms and space.
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Deloitte & Touche
User Group Conference
Issue: The public is invited to this conference and attrition is an issue.
Success Story Solution: Offering a $150 discount on conference registration for all attendees that book their hotel reservation using the official housing registration process, as well as negotiating a win-win contract addendum that provides a credit toward a future meeting in the event an attrition fee is actualized.
Click here for more details on this success story.