Event Planning and Catering Sales Flashcards

What is a 'food and beverage minimum' in hotel event contracts?

Answer: The lowest dollar amount a client must spend on F&B to secure a complimentary meeting room

An F&B minimum ties complimentary meeting space to a required spend, ensuring the hotel earns sufficient revenue from the booking.

In catering sales, what is the purpose of a 'tasting' or 'menu sampling' event?

Answer: To let prospective clients experience food quality firsthand, building confidence and accelerating the booking decision

Menu tastings are a powerful sales tool because they allow clients to reduce uncertainty about food quality before signing a contract.

Which factor most directly impacts the profitability of a wedding catering package?

Answer: Per-person food and beverage pricing vs. actual cost of goods sold

The margin between the per-person price charged and the actual cost of ingredients and labor determines catering profitability.

What is the significance of 'attrition clauses' specifically in catering contracts?

Answer: They define financial penalties if the client's actual food and beverage spend falls below the contracted minimum

Attrition clauses in catering protect hotel revenue when a group orders less food or beverage than originally contracted.

When selling a large corporate conference with multiple meal functions, what is the best practice for menu pricing?

Answer: Bundle meals into a comprehensive per-person day package rate to simplify budgeting for the client

A comprehensive day package rate provides pricing transparency for the client and simplifies internal hotel billing and forecasting.

What does 'run of show' mean in the context of event sales and coordination?

Answer: A detailed timeline of all event activities, from setup through breakdown, shared with all departments

A run of show ensures every hotel department knows exactly when each event element occurs, enabling seamless execution.