Hotel & Motel Management - February 2009 - (Page 10) H&MM February 2009 | HotelWorldNetwork.com 10 Sales Clinic BY HOWARD FEIERTAG “I am not sure that all the time sales staffers spend ‘working’ these sites really brings in new business.” Social networking diminishes value of personal networks H opefully, we all are concentrating on bringing repeat business back to our properties. Chances are, if we’ve done our job on service, we will get some repeat business without any sales activity with those prospects. However, some time must be directed toward getting new business to replace prospects that do not repeat. It seems sales staffers are spending a good deal of time in the social networking realm on sites like LinkedIn, Naymz and many others as a way to bring in new accounts via contacts made. But is this really doing the job? I am not sure that all the time sales staffers spend “working” these sites really brings in new business. Has anyone measured results? So far, we have not seen any firm results G e t t h e p i c tu re ! Outfit your guest rooms with sleek new LCD televisions without draining cash flow! Hilton Hotel Newark, DE LCD Televisions $422,000 Quality Inn & Suites Tampa, FL FF&E $970,000 Hampton Inn Clinton, NJ LCD Televisions $179,000 Sheraton Lakewood, CO LCD Televisions $152,000 Candlewood Suites Bismarck, ND FF&E $545,000 Homewood Suites Denver, CO LCD Televisions $209,000 Courtyard by Marriott Boston, MA LCD Televisions $120,000 Holiday Inn Breingsville, PA LCD Televisions $277,000 If you want to outfit your property with new LCD televisions, look to a direct lending source with flexible financing solutions and extensive experience in the hospitality industry. We’ve been helping customers nationwide create the right financing programs for more than 50 years. Contact us today and see what we can do for you. CIRCLE NO. 137 Vendor Capital Group Contact Larry Holleman at 800-765-8644 or visit www.vendorcap.com reflecting sales published on this. Right now, I, like most others, am loaded with messages from people who want me to be their “friend” and join their network. As a courtesy, I respond to people I know—not because I really want to be in their network, but because if I didn’t respond, those requesting might not look upon me with favor. In all cases, I respond with a note back, appreciating their request to be linked to them. But now that I am linked, what can I do to be of help? So far, only one person I am linked to sends me articles that would be helpful to me. He even suggested an idea for this column. Now, that is a good contact, but no one else has contacted TAKEAWAY me again for any kind of Websites created to assistance. So connect people why did they don’t have the want me in value that phone calls and even their network? e-mails do. If anyone wants me as their friend, all they need to do is send me a note or call me—that would be good networking. It likely would be more productive for these social networkers to spend their time making direct contact with old and new prospects with e-mails or phone calls. Sales staffers and managers should start measuring time productivity on these networking sites versus the time spent developing relationships via phone calls and e-mail messages. Additionally, have staff members go through old files and contact existing accounts on a regular basis. Even reading the local paper and contacting potential leads for new networking relationships would perhaps work even better than those networking sites. hmm@questex.com Competitive Rates Terms Up To 72 Months FF&E Financing Howard Feiertag is on the faculty of the Department of Hospitality and Tourism Management at Virginia Polytechnic Institute, Blacksburg, Va. He can be reached at howardf@vt.edu. Vendor Capital Group is a division of Telerent Leasing Corporation http://www.HotelWorldNetwork.com http://www.vendorcap.com http://www.vendorcap.com
Table of Contents Feed for the Digital Edition of Hotel & Motel Management - February 2009 Hotel & Motel Management - February 2009 Contents Staff Management is Key for Smaller Budgets Perspective Guests Expect More from Green Programs Sales Clinic Legally Speaking HotelWorld Update Consultant's Corner Trends & Stats Laundry Investing Requires Return to Fundamentals Limited-Service Hotel-Chains Energy Management Ice Machines Broadband Marketplace Ad/Editorial Index Checking Out Hotel & Motel Management - February 2009 Hotel & Motel Management - February 2009 - Hotel & Motel Management - February 2009 (Page 1) Hotel & Motel Management - February 2009 - Hotel & Motel Management - February 2009 (Page 2) Hotel & Motel Management - February 2009 - Contents (Page 3) Hotel & Motel Management - February 2009 - Staff Management is Key for Smaller Budgets (Page 4) Hotel & Motel Management - February 2009 - Staff Management is Key for Smaller Budgets (Page 5) Hotel & Motel Management - February 2009 - Perspective (Page 6) Hotel & Motel Management - February 2009 - Perspective (Page 7) Hotel & Motel Management - February 2009 - Guests Expect More from Green Programs (Page 8) Hotel & Motel Management - February 2009 - Guests Expect More from Green Programs (Page 9) Hotel & Motel Management - February 2009 - Sales Clinic (Page 10) Hotel & Motel Management - February 2009 - Sales Clinic (Page 11) Hotel & Motel Management - February 2009 - Legally Speaking (Page 12) Hotel & Motel Management - February 2009 - Legally Speaking (Page 13) Hotel & Motel Management - February 2009 - HotelWorld Update (Page 14) Hotel & Motel Management - February 2009 - HotelWorld Update (Page 15) Hotel & Motel Management - February 2009 - Consultant's Corner (Page 16) Hotel & Motel Management - February 2009 - Consultant's Corner (Page 17) Hotel & Motel Management - February 2009 - Trends & Stats (Page 18) Hotel & Motel Management - February 2009 - Trends & Stats (Page 19) Hotel & Motel Management - February 2009 - Laundry (Page 20) Hotel & Motel Management - February 2009 - Laundry (Page 21) Hotel & Motel Management - February 2009 - Laundry (Page 22) Hotel & Motel Management - February 2009 - Laundry (Page 23) Hotel & Motel Management - February 2009 - Investing Requires Return to Fundamentals (Page 24) Hotel & Motel Management - February 2009 - Investing Requires Return to Fundamentals (Page 25) Hotel & Motel Management - February 2009 - Limited-Service Hotel-Chains (Page 26) Hotel & Motel Management - February 2009 - Limited-Service Hotel-Chains (Page 27) Hotel & Motel Management - February 2009 - Limited-Service Hotel-Chains (Page 28) Hotel & Motel Management - February 2009 - Limited-Service Hotel-Chains (Page 29) Hotel & Motel Management - February 2009 - Energy Management (Page 30) Hotel & Motel Management - February 2009 - Energy Management (Page 31) Hotel & Motel Management - February 2009 - Ice Machines (Page 32) Hotel & Motel Management - February 2009 - Ice Machines (Page 33) Hotel & Motel Management - February 2009 - Broadband (Page 34) Hotel & Motel Management - February 2009 - Broadband (Page 35) Hotel & Motel Management - February 2009 - Broadband (Page 36) Hotel & Motel Management - February 2009 - Broadband (Page 37) Hotel & Motel Management - February 2009 - Marketplace (Page 38) Hotel & Motel Management - February 2009 - Ad/Editorial Index (Page 39) Hotel & Motel Management - February 2009 - Ad/Editorial Index (Page 40) Hotel & Motel Management - February 2009 - Ad/Editorial Index (Page 41) Hotel & Motel Management - February 2009 - Ad/Editorial Index (Page 42) Hotel & Motel Management - February 2009 - Ad/Editorial Index (Page 43) Hotel & Motel Management - February 2009 - Ad/Editorial Index (Page 44) Hotel & Motel Management - February 2009 - Ad/Editorial Index (Page 45) Hotel & Motel Management - February 2009 - Checking Out (Page 46) Hotel & Motel Management - February 2009 - Checking Out (Page 47) Hotel & Motel Management - February 2009 - Checking Out (Page 48)
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