It is the responsibility for the Hotel Sales Person to Qualify….understand what the client needs.  Is their need and “annual event” or a “one time event”.  If it’s a one time event, where will they go then?  Is there a sister property or brand in that area for their next event?  Does your Management Company or Franchise offer a referral program?  

There are many, many questions that can be answered during casual chatting.  Or…you tell them that you are trying to understand their organization and process and ask if you can ask questions.  I don’t recommend you wham them without asking.  They will respect you more.  Some clients, the Chatty Kathy’s will go on and on.  So make sure you take advantage of their generosity and take good notes!

In the SMERF Segment that one time Family Reunion will book in another area the next year – or bi-annually.  If you ask you can be extremely helpful and a resource to this client who you will develop a superb relationship with.  Yes it’s work but that’s what Sales People are expected to do.  And it’s a gift!

Most Traveling Sports Teams ~ amateur or professional,  most likely travel more than one time a year.  They are traveling all over the USA and the world!  Where is your team traveling next?  

Student Tour Charters/Senior Tour Charters and Program Series.  Student Tour Buses may only be coming through your area that one time.  It could be a “one time deal” for the school and depending on the schools budget and success, will depend if they plan another trip that requires lodging.  Senior Tour buses are most likely involved with a church group or a tour wholesaler who books more then one date for their “program series”. 

For example Washington, D. C. during the Cherry Blossoms has an event that draws in thousands.  This tour wholesaler may only book in that are 1x a year.   There are tons of examples and opportunities out there. 

Corporate Groups may have an annual Sales Meeting or a continuous Training Class that requires lodging.  Type in “training” for your area in google or even the yellowpages and you will see who is promoting what.  In some cases you will find required training locations where a certification class is required and you may get some business.

Good Luck!

Pure Energy

Never a dull moment even on my day off.  Well, as I thought and said, even with the “Waivers” signed by each sports guest and all of our policies explained by the Front Desk Personnel at check in, the sporting team kids took over the hotel.  We have about 50 rooms each night in over this Labor Day weekend and all will be checked out by Monday morning.  But will the staff make it? 

Someone left the Housekeeping closet open on the floor that they were blocked on.  The kids got in there and did their destructive deeds.  Why, why would anyone leave anything open?  And of course the noise complaints, missing parents, nasty teenagers.  They have no respect and nor do their parents. 

After I received a call about the problems from the AM MOD, I emailed both team contacts and copied the Sporting Facility contact, GM and DOS a message:  Any repeat complaints from any room or repeat problems with kids in the lounge, exercise room, etc. that the family will be evicted without question and they will not be refunded and they will pay for their full stay.  What more can I do?

I know, if we evict one family, they will straighten up.  I’m sure we will have complaints, but, I have had to do it before at another property, I hated it but it worked.  So I called the MOD for tonight and told her any one out of control that it was up to her judgement to do the right thing. 

I think that in this case a lot of other Manager’s might not want to kick anyone off the property. They are uncomfortable and they also don’t want to be the reason why chaos is started or the loss of an account.  But I tell you, this type of account isn’t worth it if it can’t be controlled.  They destroy the hotel, inconvenient other guest’s and confuse the staff. 

We as hotel people are responsible for all the guests and this building and we do not need to take abuse or to have anything wrecked in what we have done in renovations so far.  It isn’t fair and the police should be called and they should be escorted out of the building.  And if I want to be a real B****, I can call all of my sales friends in the market to have them black balled and create havoc with the Sporting Complex.

I have teenagers and I’d kick their ass if they acted like the kids with these teams.

As I increase my sales and capture the larger conventions etc., I won’t need to book this type of business for our hotel.  I am working on finding my niche, competitive pricing and basic city knowledge.  Knowledge is power and although I will have to use some sales time and personnel time for research, it will be worth it.

Now that I spoke to the AM MOD, PM MOD and General Manager – who called me to follow up about the email I sent to my contacts, I think that I can rest easy.  Security will be arriving around 11pm until 5am so until then, I’ll keep my cell next to me and try to assist in any way that I can. 

Enjoy your evening!

Pure Energy