Monthly Archives: November 2008

Local Catering Halls and the Hotel Sales Manager

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Local Catering Halls that that free stand are constantly asked “where they should house their guests”.  As a Hotel Sales Person you will need to identify who they are referring and find out how they can refer you.

Most Catering Halls will want more than one hotel to refer.  It only makes sense since each hotel is a bit different and has a variance in room rates and property features.  The bottom line depends on what the clients needs are.  And the key is to be sure that your property and name is mentioned as an option.

The Catering Halls are busy and most of them doesn’t really care where their client stays.  Of course if they get complaints well you might as well forget about being referred.  They don’t have the time to deal with that.

As a Hotel Sales Person you will need to figure out how to be the “go to” Sales Rep.  Stay in their face by cold calling, dropping off treats and keeping in touch with them.  If you start the ball rolling and do not keep at them, then they will not consider you as the “go to” person.  You will need to develop a relationship and they will need to learn to trust you.  Make sure that the groups that they refer are “Wowed” and this will increase your chance in being the first referred and recommended hotel.

For the out-of-town wedding guests, take some time to develop a relationship with local transportation companies.  You will be asked about transportation to and from the catering hall.  The client will appreciate your referral.

Find out who the owners are and meet with them.  They will have the authority to insist that your property is referred if you are not getting the support from their team.

Make a flyer that they can hand out to their clients with your information on it.  Make it as easy for them as you can.  Don’t put rates on your flyer since your rates may increase based upon demand.

I’m taking the time to review this subject because I have won over a local catering hall and I can barely keep up with the inquiries.  Now I am working on the others to establish the same relationship.

So Good Luck in your venture!  Don’t forget to stay consistent and don’t give up.  It takes time for the partnership to become true.  Be patient and persistent.

Pure Energy

Giving a Competitor Hotel Sales Manager a Tour of Your Hotel

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When a new Sales Person is hired, it is almost mandatory for them to schedule an appointment with another Sales Person to tour a competitor hotel.  It is smart to tour every hotel that is listed on your Star Report.

As a Sales Person myself, I welcome them and give them a full tour and explain about our hotel without giving away confidential information.

Sales is based on networking and relationships.  The more people you connect with the better.  Why not establish a relationship with the Competitor for referrals and a partnership?

If I don’t have space, why wouldn’t I refer a hotel that I toured and liked and why not assist the inquiry with as much information as possible?  From there make a trace and trace them out.  The inquiry will appreciate the referral and possibly book business with you in the future.  You never know.

In return, based on my relationship with the Competitor, they will refer me.

Also after I have toured the competition I am better educated with what they have to offer and I can use this information to my advantage.  Clients like Sales People that are educated.

Along with property information, you will be more comfortable quoting rates to Groups and Corporate clients if you know what your competition is offering.

So if a new Sales Person reaches out to you for a tour of your hotel, make the time for them as like a client.  It will be rewarding to you in the end.

Good luck and BE NICE!

Pure Energy

Opera Follow-Up From The SMERFE Sales Manager

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Four months ago the Property installed the Opera PMS & Sales & Catering Program.  At first I found it very hard to learn and it was a true struggle.  But now as a Sales Person I can’t do without it.

Similar to many other programs, it is window’s based and I’m finding that it is a great tool for yielding our rates and inventory.  But lets talk about inventory and rates for a moment.

The initial training of the Opera System was terrible.  These fellows should not of been trainers.  The Sales & Catering Training one month later was much better.

We found many problems with interfacing with Wyndham.  Rates were incorrect on their end and they were selling our parking packages and other rates at $35.00?  Although we figured it out quickly, many reservations had already been processed.  The complaints started coming through.  What are people thinking?  A $35.00 rate?  We sent all of these complaints to Wyndham to handle.

Still we have issues with rates and interfacing.  Finally through the insistance of my Director, we have a Wyndham Representative and an Opera Representative this week.  They are working on the issues.

Our rooms inventory hasn’t been interfacing since we switched over from MSI.  During the room demand that the MLB created with the Phillies winning, it was our chance to capture additional revenue and sell out.  But our inventory did not jive with Wyndham and the CRS was overselling….to what we believed.  Then we found out that we weren’t sold out at all and the rates that they were selling at were wrong too.  It was extremely stressful and it seemed like we had no control on our own rooms inventory and rates.

So much time was wasted and this problem effected every department.  So how good is Opera?  How did this happen?

The old MSI PMS system was not efficient for yielding rates or room inventory.  The system crashed on us a dozen times a month.  People were complaining and we were loosing precious accounts.  We were in need of a reliable system and my Management chose Opera.

It is nice as a Sales Person to have our S&M program connected with the PMS.  I’m finding it very helpful for my traces – our property used the old file card trace system before Opera – can you believe it?  I’m getting more familiar with it every day.

So if you have Opera or if you are getting Opera and you need some help send a comment.

Good luck!

Pure Energy