Santa Clara, Calif.-based OnVantage, a
technology provider serving both planners and suppliers in the
meetings industry, was created last August from the merger of
PlanSoft and seeUthere Technologies. M&C recently spoke with
CEO John Chang about ways planners could deal more efficiently with
M&C: What is your advice on buying meeting
Chang: It’s a three-step approach. First, the key
thing is to be consistent in your use of suppliers and preferred
suppliers. If you work with 50 different hotels or other providers,
narrow it down to 15. You will get better service and pricing.
The second step is to utilize your procurement department. Get
the people who really know how to purchase and tell them what you
are looking for in a property star ratings, location, etc. See what
they come up with.
Third, as best as you can, try to eliminate or consolidate
M&C: What do hope to accomplish with OnVantage?
Chang: PlanSoft connected suppliers to meeting
planners. Now we want to focus on the transaction process. We want
to close the deal.