Monthly Archives: January 2009

Hotel Sales Managers Need to Get Creative

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This year as a Hotel Sales Manager you should be prepared to be more creative, more focused and master your time management.

Hotel Owners, Franchisers and Management Companies are going to expect more from their Hotel Sales Managers.  They expect you to meet your goals and to continue to increase revenue.  There are simply no excuses.  You have a “revenue producing position”.  If you keep focused, get more aggressive and creative, then you will make it through these hard times.

Take a look at your LNR’s (local negotiated rates), last year’s annual group and meetings and start to contact them.  Don’t wait for them to call you.  If you do you are taking a chance and another Hotel Sales Person will find them and take from you.  Make appointments with them to re-qualify and get in their face.

Someone told me once “the early bird gets the worm”.  It has stuck with me for years and it’s true.  When you get RFP’s (group, meeting planners, LRN’s, etc.) do it right away.  Then contact them to make sure that they received it and when they will be making a decision.

If the RFP requestor wants “no meeting room rental” see if you can do it.  If they want upgrades take a look at it.  Comp rooms?  Can you afford it?  Add up the figures, take a look at your occupancy and occupancy history, check out any special events that may fall over the sames dates…..you may want to get this booked if you can show profit.

Can’t get through to an account or having trouble with a meeting planner or RFP?  Ask you Director of Sales, Regional S & M or even your General Manager to help.  Don’t wait!!  A lot of General Manager’s have Sales experience.  There is nothing more impressive to a potential client if they get a call from someone in that position.  It will increase your chances of closing the deal.  Put the pride aside!

Are you familiar with your market, competition and rate strategy?  If your not then learn it and if you have problem with your rates then get with your Director or GM.  Express your concern and understand why?

Knowledge is power.

Good luck and go get them!

Pure Energy

Good bye Holidays, Welcome 2009

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Good bye Holidays, Welcome 2009!

What do we face as Hotel Sales Managers in 2009?  Will we have to drop rates to gain new clients?   Will we take crappy business because we have to?  Do you look twice at business opportunities that you wouldn’t of thought about before you turn them away?   Are you offering more concessions to make your RFP more attractive and a better value?

What is your plan of action?  It’s time to take a fresh tour of your competition.  What are their features?  What is their pricing structure?  What type of business do they have?   WHAT CAN YOU TAKE?

Get the edge, work your game plan and take this week to check out the area hotels.  I’m sure most of you have completed a monthly action plan for the 2009 budget.  Take a look at your plan, put it in action.

What are all of the other hotels doing?  Is there something your missing?  Remember the more you learn about your competition the better you are at being able to sell your hotel.

I do not recommend or suggest EVER to trash your competition to a new client.  You will instantly lose the respect of many, many clients.  There are ways of going about discussing a competitors weakness to a prospect without sounding like a jerk.  You may mention “our property has recently completed a multi-million dollar renovation plan, or we have recently upgrading our internet services” rather then “their property is a dump and their service is terrible”.  You can even mention that you have recently toured the area hotels and you find that your property has much to offer and even at a possible savings.

Make appointments this week to tour your competition, do a rate analysis and educate yourself.

Good luck!

Pure Energy