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Example of what can be done with prospecting:
Using these tools Panetiere was able to
- assist a property move from #72 on TripAdvisor to #13 - and a regular BEST BUY.
- gain Google Places A listing for 39 pertinent searches.
- gain Yahoo Local/Mapping A placement for 27 pertinent searches.
The property regularly runs a STAR RevPAR Index of 110 to 175.
We are also doing all the Sales and Marketing for this property.
It can be done.
:: read Crib Sheet # 1 >
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Is the STR going up in your market?
How to get a ladder to climb out of the valley?
Honestly, there are so many actions
that can be taken to gain market share.
We can promise you that.
The Hotel Revenue Downturn
Responses and Action Plans
for our Partners
One of our clients has been bumping along with a 31% decrease in general travel from last year - 2009, that's right below 2009. The markets that are available to us in this 3rd tier city are dire and diving. Not all is rosy out there in STR ever-hopeful land.
We've been working with this hotel using all the tools that you can see the logos for just to the left of where you are reading. It has taken a year but we are now holding the losses and regaining 2008 ground. It has been a long slog through the marshes of depleted travel.
Of course, to do this . . .
- We have had to steal business from higher rated hotels with better flags and NSOs behind the flags.
- We have had to find and pursue business that no one else had noticed.
- We have had to beat the other hotels on as many of the e-Commerce platforms that we could gain access over.
- We have had to increase repeat business through a 5 Star hospitality program of guest care and communication. Now 25% repeat.
- We have had to get a sterling Internet Reputation out there. Way better than the competition.
It's working.
The cash calls are going down.
We started back in July. Four months have seen a turnaround to the point where we are now projecting 16% below last year for November. We had thought that we could do a turnaround in 2 months but the brand strictures did not allow us to gain from a quick e-commerce program.
These are the programs that we are using for the client.
How to Save Hotel Payroll and Gain Share
10 ways to increase market share during our recovery
1.
Hotel Internet Marketing: 7 Fast Fixes
$5850 will give many, many tens of thousands of dollars
There is not a hotel or resort that we look at that we cannot improve their visibility significantly for a one time "Fix" investment.
This is not a boast - it has taken us hard won knowledge as to where to look and how to fix.
Here, we do real Hotel Internet Marketing.
We fix it once and it stays fixed for at least two years. We hope longer. It all depends on Internet & GDS countermoves by the comp set.
No Hotel Pay Per Click. It is virtually useless and now it costs a bomb. Our only planned continuing costs are a small monthly payment to Yahoo - only about $10 a month.
That is our brand of hotel Internet Marketing.
We address the root. Not the branches.
:: read more about Hotel Internet Marketing fixes >
2. Hotel Virtual Sales Team : Your own Hotel Brain Trust at- from merely $900 a week to get lots of prospecting done to $5,000 a month complete with 8 websites
to produce added revenue and almost every sales tool imaginable plus eCommerce tools
Save Payroll and Gain So Much Mature, Accomplished Hotel Sales Expertise
Executed Remotely
Save Hotel Operating Costs, Cut Hotel Sales Budget - Gain Hotel Sales Tools, Gain Hotel Marketing Tools, e-Marketing - Hotel Internet Marketing by Hotel Sales People
Gain exceptional expertise, gain share, cut costs.
We actually accomplish almost all our partner's sales and marketing activities remotely. And we do so with a Brain Trust team - senior , mature, accomplished sales managers and DOSM's who know all the questions to ask. Know how to find and take the business. Know how to continue everything that is already working well.
The hotel sales talent is inherent. The knowledge is ever widening. We demand that of ourselves.
Two ways to work and infinite adaptations
#1 - We can either reinforce your team
or
#2 gradually become the sales department.
:: read more about Hotel Sales Team for Hire savings >
3.
Holistic Revenue Management for Hire -
Hotel revenue management need not be done on property.
For real. We know.
From $1500 a month for significant market share increase
Reduced Hotel Payroll and a Brain Trust of a Talented Team of Hotel Revenue Management Players with ever deepening Best Practices, Tools, Reports, and Analyses.
We offer two levels of Holistic Revenue Management for hotels . . .
A - we do it all, plan and manage the rates daily, reports. We manage all the 3rd Party relationships, the Megas, the Opaques. We are the Hotel Revenue guiders and doers. We work with each and every sales manager to accomplish the targets goals. Instant Messaging, Open Tel lines. It does work and we stay focused.
B - we do the weekly strategy - the revenue planning, provide advice - all with weekly conference calls, while a trained person on property actually manages the rates day to day. We advise on how to get placement, we guide.
:: read more about Hotel Revenue Management savings >
4.
Remote Sales Prospecting $45 an hr - just $900 brought over $385,000 of leads in Dec '08 of the downturn - for just Jan and Feb '09.
So there really is opportunity to be mined - still.
We mine all our data - over 45,000 contacts - for sales opportunities. And we can bring them to a close as well. Open the pipeline and close the business. Almost all done remotely.
We mine your data and ours.
We can update your Delphi directly or send you the updates for input at your end.
In the midst of the revenue cliff in December, Shannon alone found $381,232 of opportunity for a known resort in just 20 hours of calling.
For a resort not set to open until 2009, Cindy was able to find $342,900 of opportunity in just 40 hours of calling in November.
Our clients need us as much as we need them.
Business opportunity will always be there.
We need to be there, too.
:: read more about hotel new business development >
5.
Hotel Internet Reputation Management
From $500 a month for many thousands of increased market share
Reviews and blogs are where the reputation lies - shining or tattered.
We manage that reputation to gain market share and hold rate.
The hotel's Internet Reputation is now THE Reputation - 83% of all Internet inquiries (2007 figures) use reviews, forums and blogs to help form a judgment as to value.
We check 26 review sites each month, help you deal with the postings, find all the elements that are not working and advise you how to fix them (or we fix them for you.)
We give you our own review site for hotel and resort guest reviews: hotelresortreviews.org
:: read more about Hotel Internet Reputation Management >
6.
Holistic Revenue Maximization Assessment for Hotels
from $2850 with all fixes suggested This will yield instant returns of significant value.
We look at the functions, talents, skills of the three Holistic Revenue Generators:
1. Hotel Revenue Management
2. Hotel Sales Dept. 3. Hotel Internet Reputation, Image and Communication for Leisure Audience, Corporate Audience, Group Audience, Travel Agent Audience, and Wholesale Audience
All three parts are required to keep all the sectors of hotel rate supported.
We advise on the current state, the opportunity and the fixes advised to produce real market share gains.
Then, if wished, we can help to effect the fixes but only where internal actions are deemed insufficient.
:: read more about Holistic Revenue Management for Hotels >
7.
Bring out the Team's Stars:
Hotel Talent that Shines, Grows and Stays
Cut Hotel Staff Turnover - add Cash flow, add Hotel Guest Returns
Take More Hotel Market Share
Hotel Management for Talented Excellence
Hotel HR consultation and Service Training for Empowerment
In a down market the ways to win market are, of course, outshining the hotel's comp set on:
Hotel Guest Service Training
and HR excellence
The ways to cut cost are to reduce staff turnover.
For example, each change in a Sales manager will cost from $75,000 to $250,000. And each month without that Sales Manager will cost from $50,000 to $250,000 in lost revenue. Please do the math.
Each poor client service experience - how much will that cost in return guests?
Just four negative incidents per week by 2.5 day stay average at, say, $125 room rate will equal $1250 a week of future lost revenue. Now look at a whole year: $65,000.
That is a lot of Revenue that the Sales Team must replace every year.
Surely, it is better to fix the issues than waste the cash flow on replacement. It is all about training.
::: read more about Guest Service Training for Empowerment >
8.
Methods to Hotel Sales Excellence - Hotel SOPs
SOPs - methodologies that will allow the sales team to grow their talents and reveal effectiveness.
We want to further our partner GMs and Owners to understand and manage the intricacies of a successful Sales Dept.
5 to 10 Day implementations of all processes and allied training.
:: read more about all the Hotel Sales Department methods, procedures, reports, strategy sheets here >
9.
Hotel Sales and Marketing Training.
We take the talents that are there and allow them to shine. There is not ONE way, although we do know many of the keys to unlocking the doors of success.
We make it work for your team and advise you when we see that changes may be necessary.
3 to 5 day sessions.
:: read more about Hotel Sales Training here >
10.
Pre-Opening of New Properties Coming into the Down market
Positive cash Flow As Soon As Possible
As more properties open this year into the down market, the set-up of the team, the Marketing and Sales Business plan, the acquisition of the right team, the methodologies used - these will all add up to less revenue and more capital needs or POSITIVE cash flow. We prefer our clients to get the latter.
We plan and then do the hotel sales pre-opening. Finally we then set the on property team up for success.
By working the pre-opening remotely, we are able to employ super senior sales team consultants who know are the levers to pull. We start the hotel off with the best practices from all sales departments.
A set up for success.
:: read more about Hotel Pre-Opening Sales for Hire >
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This link will take you straight on to our Menu of Services: "Helping you with?".
| t. US 1 303 877 9659 | e.
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| 520 Johnson Lane, Santa Fe, NM 87505 USA
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