Hotel & Motel Management - February 2009 - (Page 16) H&MM February 2009 | HotelWorldNetwork.com 16 Consultant’s Corner BY BRENDA FIELDS “Trust will inspire clients to book with a sales person.” t is unquestionable that we are faced with unprecedented economic conditions that have had a dramatic impact on the lodging industry. When the going gets tough, the tough start selling I Now that business is significantly down, owners and managers are faced with the challenge of bringing in new business. Instead of just lowering rates, why not look at the sales resources in place and take steps to increase productivity and expertise? It is never too late to set up a plan that lays the foundation for generating and maintaining business through direct sales. Here are some tips on creating a productive sales force: Set a strategic plan Staying true to the property’s position is important, as it lays the foundation from which all plans stem. It determines what amenities are offered, the type of business the property solicits and the pricing. Market segmentation almost has become an obsolete concept due to two primary factors: continuous high demand and direct bookings through the Internet. But identifying market segments that drive business and understanding their travel trends and buying decisions will place the owner/manager in a position of strength in creating the most effective plan. Maintain accountability Accountability is an important element to keep a sales person working efficiently. Set goals, including activities to produce booked and consumed business (such as new accounts opened and client entertainment TAKEAWAY goals). By implementing Consistent and maintaining monitoring a few key and evaluation procedures, will foster owners and managers can performance keep business and quickly rolling in the help identify future. non-performers. Create good relations One of the strongest attributes of a top sales person is that of inspiring confidence. Reliability and good communication develops trust. That trust will inspire clients to book with a sales person, even if the TV breaks or construction is going on. Those great habits will translate to revenue for the owners/managers in the good times as well as the bad. hmm@questex.com Brenda Fields is a member of the International Society of Hospitality Consultants and is the Founder of Fields & Co. in Millerton, N.Y. She can be reached by e-mail at brenda@ fieldsandcompany.net CIRCLE NO. 103 http://www.HotelWorldNetwork.com http://www.aahoa.com http://www.aahoa.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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