SHOPPER CHECKLIST

 If asked for additional details about the meeting needs, it is okay for the shopper to as “what do you mean?”. This gives the Person a chance to truly qualify. The shopper can also state that “these are the only specifications I was given at this time.”

3. Up-selling  If the sales person tries to up-sell beyond the meeting specification provided or suggests additional equipment not on the list, the shopper should state that they are “open to suggestions” and see if the Person offers any upsell recommendations. 4. Budget  If sales person includes about their budget, the shopper should state that the “budget for AV has not been established yet. Part of the reason for this request is that we are trying to get a general idea of total costs.” 5. Discounts (This could be a hot button but does not have to be)  Option 1 - Desired discount should not be disclosed unless the sales person asks out-right. If asked, the planner can state that they “historically” they receive about 20% discount.  Option 2 – Shopper should push back on price, but be vague about their request. Just ask the sales person if they can do “any better?” If pressed, they can disclose that they were hoping for “closer” to 20% off.

In case you’re asked:

Possible Answers:

Account Diligence

 Past events –Planner is new to the company, so not sure about complete details from past events. You have seen that they have typically used the hotel’s in-house AV (possibly Encore Event Technologies (used to be AVT)). You may even say that your past experience was not a great one, perhaps the microphone wasn't turned on and it took a while for someone to come turn it on.  Future events – Yes, this will be one of 4 meetings with the requirements that will happen in different cities. The exact locations and dates are still being decided.

 Asked about Past events / Future events / Other Meetings

 Other meetings – This is the only set of meetings the shopper is working on right now.

 Never used PSAV in the past. Or you may say you have used it, but it has been a while.

Meeting Objectives

 Planner needs – rooms need to be set on time.

 Asked about Planner needs, Company need and Event objectives

 Company needs – important meeting. Everything needs to look good.

 Meeting objectives – Software rollout.

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C o n f i d e n t i a l , c a n n o t b e d i s t r i b u t e d t o a n y o n e o u t s i d e H o s p i t a l i t y S o f t n e t