Monthly Archives: October 2008

Getting aquainted with the New Hotel Sales Manager

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The First Day for a New Sales Manager. I’m sure that they are nervous, anxious and excited. They maybe welcomed to the team or they maybe shunned away.

It is recommended that a schedule is put together for the New Hotel Sales Person to meet will all of the Department Heads, including motivating staff and the General Manager. Each existing Sales Person should give them a personal full hotel tour so that they get as comfortable with the hotel’s features as soon as possible. This could be a good time to bring along a Front Desk Agent who has not seen the hotel in full yet.

Each existing Sales Person should spend some time with them reviewing their position and goals of the hotel. If this new hire was part of your market, they will be able to provide leads to the existing Sales Person.

An existing Sales Person should welcome a New Sales Manager. They should provide all that they need, answer their questions and help them along to succeed. There are many personality’s and strategies in Sales. It is common for Sales People to be jealous, annoyed or simply rude to a New Sales Person. The person acting in this manner are insecure and considers this person to be a threat or I should say “to steal their thunder”.

Others may welcome the New Team Mate and assist in every way that they can. They invite them to lunch with them, chat and begin to learn from each other. This type of office bonding is healthy. It is important to be aware it is proven that Offices that work in this type of atmosphere proves to be more productive and generates more revenue then for Offices that separate themselves from each other.

So Welcome your New Hotel Sales Manager!

Good luck!

Pure Energy

15 Ways to Prepare for the Hotel Sales & Marketing Plan

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It is time again to begin to work on your 2009 Sales & Marketing Plan. You want to be ready and have all of the data you need to prepare an educated and usable marketing plan.

To prepare I recommend you begin to start collecting the following tools and information that you will need to complete your plan:

1) Get your GRC updated and ready to review.

2) Get your Top Transient Accounts room night production, revenue and rate on hand. Make a list of target transient accounts that you want for the property. Transient usually pays the highest rates.

3) Print your most recent STAR Report.

4) Get a copy of your actuals.

5) Find out how much % your franchise is providing in reservations. How much group business are you booking from them?

6) Complete a Competitive Analysis on the Hotels that are in your STAR Report or maybe more if they are a competitor.

7) Jot down any Trade Shows or Events that you would like a Sales Representative to attend.

8) What memberships do you want to be involved in for 2009? Can you get a budget for it?

9) Are you paying for memberships that just aren’t working? Why should you spend your marketing dollars there? Is there a membership that you can cancel to join another more productive membership?

10) Make a monthly chart and jot down your forecasted revenue. Where can you increase?

11) Make a monthly chart and jot down specific actions plans to review.

12) Give out projects to a Sales Manager, Administrator or Front Desk Personnel to get help.

13) Meet with the General Manager or Regional VP to discuss what they are expecting out of the Marketing Plan.

14) Get a copy of previous years Marketing Plans for refreshers and ideas.

15) Set up Appointments and tour your competition that are on the STAR report, and make sure that you know who is your competition.

Why do you need a Marketing Plan? If plans and goals are not in place, then focus is lost and time is wasted. There needs to be concentrated efforts on selected segments that are known based upon history and in areas that will impact the hotel’s revenue. Budgets need to be met. Sales Goals are to be exceeded. This will create profit for your hotel and make everyone happy. You need to know and be educated on how you are going to reach these goals.

Marketing Plans are road maps on what you believe will increase revenues of the hotel and how you will get there. Do not spend time on putting a bunch of action plans and ideas into your plan that you will never do. Think about it. Educate yourself on your market and competition. Plans should be realistic and achievable. Make it exciting and fun and with that in mind,  it might not sit all year on the shelf useless.

Good Luck!

Pure Energy