Carol Verret Consulting
Hotel Sales Managers Want to Know!
Carol Verret / May 2004
The subject of dealing with and maximizing revenues through third party suppliers is a hot topic. At the recent Mountain Travel Symposium in Banff, at which I was fortunate to present a seminar, this topic was given consideration in the educational program.
I had the opportunity to talk with meeting planners and sitting in on a panel discussion moderated by Lori Cioffi of Meeting and Conventions Magazine. While it is impossible to lump all meeting planners into a uniform group, there was agreement on some issues that are very beneficial to property level sales people.
First of all, it has been my observation that we don't qualify meeting professionals the way we do (or are supposed to do) for our prospective clients. I think this stems from a love/hate relationship with the concept of third party suppliers. There is a feeling that we should be dealing with the end user and the meeting planner stands in our way rather than considering that we have the opportunity to receive business from them that we may otherwise not get.
Perhaps it is a guilt feeling that as an industry, we are not prospecting for groups as effectively as we could. I think this is a valid concern and as sales people, we need to take responsibility for not developing our skills in this area or for not utilizing those skills in this area effectively.
On the other hand, why would we not welcome the opportunity to develop relationships with and explore the contacts of a third party who has access to prospects who we may not be able to reach on our own. It is a vast world of prospects and it is inconceivable that no matter how many prospects we develop, we simply do not have the time or resources to reach every prospect that has the potential to use our property.
What do meeting planners want from property level sales people -- the
answers may surprise you:
This is not an exhaustive list but it should give hotel sales departments an indication of what they need to do to maximize their opportunities from third party meeting planners.
Before you rush out to develop relationships with every meeting planner
on the planet, take the time to qualify them as to the types of meetings
they handle, which market segments they specialize in, if any and use your
franchise sales contacts. Maximizing opportunities from the sales resources
of your franchise is the subject of a whole other newsletter.
copyright © Carol Verret, 2002-2003-2004
Carol Verret is President of Carol Verret Consulting and Training, a company offering consulting and training seminars to the hospitality industry in the areas of sales and marketing and customer service. If you missed attending our live webcasts in the Training Byte Series in 2003, you will be glad to know that we are now offering each "Training Byte" in PDF format on our web site. We will not be repeating these webcasts in 2004. To order your copy, please visit http://www.carolverret.com/webcast_training.htm
Watch for our new Training Byte Series for 2004
Verret is a twenty-year veteran of the hotel industry. She arrived in Denver in the midst of an economic downturn and quickly established herself as an expert in sales and marketing in hotel turn-around situations, applying her formula for REVPAR improvement. To learn more about Carol Verret, Consulting and Training, visit her web site at http://www.carolverret.com
3140 S. Peoria St, PMB 436
Aurora, CO 80014
Web Site: http://www.carolverret.biz
|Also See:||Revenue Management -- The Integration of Revenue Drivers / Carol Verret / March 2004|
|CYBER SALES -- Hotel Sales in an Internet World is the New Reality / Carol Verret / February 2004|
|The New Realities of Hotel Sales - Focus on Revenue Generation / Carol Verret / January 2004|
|Hotel Sales -- Innovation in the Face of Limitations / Carol Verret / November 2003|
|The Good News & the Bad News; Improving Economy = New Hotel Development / Carol Verret / October 2003|
|Leadership - General Managers Managing the Sales Process / Carol Verret / October 2003|
|When the Crystal Ball is Cloudy; Marketing Plans for 2004 / Carol Verret / July 2003|
|Partnership of Sales and Technology; Using Tech Tools to "Sell" the Hotels / Carol Verret / July 2003|
|Back to the Basics? The Basics of Hotel Sales Have Changed! / May 2003|
|Creating Sales "HUNTERS": The Skill Sets Required in the New Hotel Sales Environment / April 2003|
|Heightened Security Requires New Strategies in Hotels Sales / Carol Verret Consulting and Training / Mar 2003|
|Revenue Recovery - Building The ‘A’ Team in Sales / Carol Verret / January 2003|
|Contingency Marketing Plan – War In Iraq! / Carol Verret / November 2002|
|Playing the Rate Game - Positioning -- Positioning -- Positioning! / Carol Verret / October 2002|
|The Rate Game - Playing to Win / Carol Verret / October 2002|
|The Challenge of Marketing Independent Boutique Hotels / Carol Verett / August 2002|
|Hotel Sales in a Limited Service Environment - The Rules Have Changed / Carol Verett / August 2002|
|The General Manager’s Role in Sales -Chief Marketing Officer of the Hotel / Carol Verret / April 2002|
|100% Market Share Penetration is Not Good Enough / Carol Verett / January 2002|
|The Key to REVPAR Recovery – New Business Development / Carol Verett / December 2001|
|Trash the 2002 Marketing Plan - And Just Start Over / Carol Verett / September 2001|
|How to Use Consultants Effectively – A View From the Other Side / Carol Verret / August 2001|
|How Soft Is Your Hotel's Economic Landing? / Carol Verret / Aprl 2001|
|The ‘Value Proposition’: Marketing Yourself to Prospective Employees / Carol Verret / January 2001|
|Generation Y: Motivating and Training a New Generation of Employees / Carol Verret / November 2000|
|Why Customer Service Seminars Don't Work / Carol Verret / October 2000|
|Creating a Culture of Customer Service / Carol Verret Consulting and Training / Sept 2000|
|FAT, DUMB AND HAPPY – The Seasonal Boom and Bust Cycle / Carol Verret / August 2000|
|Surf's Up - Ride the Wave or Miss the Boat -The Effective Use of Technology in Hotel Sales / Carol Verret / July 2000|
|Measuring Effectiveness of Hotel Sales Departments / Carol Verret / June 2000|
|Hotel Sales Training - The Need for Immediate Results / Carol Verret/ May 2000|