CHALLENGE
The COVID-19 Outbreak upended the travel industry completely and an international travel ban made foreign destinations inaccessible. Our client turned to us for assistance with their existing international program.
METHOD
Experienced Contracting Professionals with a Proven Contract Review Process
Strong Supplier Relationships
Consultative Approach Presenting Client with Different Options
RESULTS
Client was presented with multiple cancellation and rebooking options, along with favorable renegotiated contract terms, allowing them to make a decision based on their business needs and goals.
CHALLENGE
Bucom was partnering with our client on their Annual Program for 110 people in May, 2020. The COVID-19 global pandemic was upon us and unfortunately, this year’s international program would need to be rescheduled or cancelled. Time and the unknown were not on our side, so Bucom acted expeditiously on our client’s behalf.
METHOD
Working closely with our clients during a crisis is a cornerstone of our business. Our proven meetings management process was essential in this crucial re-negotiation of contracts and the financial liability of our client. Bucom assessed the financial obligations and our duty of care to deliver a swift and common accord.
Bucom laid out various options to the client for cancellation and/or rebooking of the program. Our hotel and meeting planning experience coupled with our astute understanding of contracts (specifically the Force Majeure Clause) was invaluable in our personal negotiations with vendors. With international travel bans not yet in place, Bucom demonstrated to the property and vendors that this program would be unable to operate. While the property held firm that the program should operate as contracted, the Bucom Team used its previous hotel experience to review the contract, present the client’s perspective, and escalating through hotel management as needed.
RESULTS
Bucom leveraged our strong supplier relationships to obtain a mutually agreeable solution for both the client and hotel.
WE ACHIEVED OUR CLIENTS GOALS:
- Rebooking clause extended from one to two years
- Refund of 50% of paid deposit
- Lowered guestroom commitment by 40%
- Additional complimentary upgrades from guestrooms to suites
- Increased the complimentary guestroom allowance from 1/40 to 1/30 guestrooms
- Additional food and beverage credits per room
- Decreased food and beverage minimums
Our client was very appreciative of our proactive approach, strong value added negotiation skills, and industry experience to better their future program while mitigating financial losses in the current market.
