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Example of what can be done with prospecting: One Example of the kind of results that you can get Using vendor contacts, we did this for one client this summer. Our work is on track to add $120,000 yearly - and that's just doing new business development contact with ONE, only one vendor. It is a small hotel with revenues of $1.1 million, so that one outreach that we did is yielding 11% revenue gain. :: read Crib Sheet # 2 >

Business Development for Hotels and Resorts
- actually, just about any business

#1 of a series of 3

How to be more effective and gain more revenue

We at Panetiere Marketing Advisors are fortunate enough to assist a number of our clients with Business Development. Weekly, we discuss and determine what gives the most revenue for time and effort.

So here is our crib sheet to plan for success and then get some.

Laying the Foundation for New Business Development

Start where the most opportunity is just sitting there, waiting for the skills of a sales manager…..possibly as close as your back yard….or hidden within your own database, eager to be uncovered.

All of the following will create leads with the levers of emotion, of connection.

Real connections that can bring real revenue.

Think beyond just having the Sales Managers find business for the hotel.

Use the whole hotel as a New Business Creator.

Develop an SOP for reward plans…bonus systems…incentive programs – whatever you want to call it - for the whole hotel to feed leads to the sales team.

1. Vendors - for all parts of the hotel. Vendors have a strong incentive to use your property so they are good prospects.

2. Get your outlet managers, supervisors and front line employees involved in creating leads for the Sales Team.

3. Friends of management

4. Friends of the staff

Find “like” clients to those which already come to you.
How do you do that?

Visit your outlets and talk to your guests...and do it beyond the hours of 8-5PM, M-F.

Develop a lobby concierge (better known as lobby lizard) program and talk to your guests…be visible and customer service focused

If you have a club floor, create a schedule of who attends every day for breakfast and drinks? Your club floor concierge is a wealth of knowledge…..they know who’s enjoying the benefit. Fertile ground for new business.

Develop local roots - deep roots.

1. Become a partner to your community and engage in fund-raising and promotional events that are community based.

2. Sit on boards

3. Be useful TO the community - not just a room night receiver FROM the community.

Believe us, the community will reward the hotel with many more dollars than the gifts and trade deserve.

When we do an analysis we see those "Community Support" discounts as costing less than 1% of the business eagerly brought to you, handed to you. That is real ROI and good ROI as it comes from your backyard.

If you want to chat with us about this, just call.

Of course you are working the daily arrivals, looking for all potential audiences for your property.

But who is doing it?
How well?
Should it become part of Business Review for you?

Give all this a try and we guarantee that revenue will come.

We welcome calls and e-mails to explore the ways to make this happen.

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a marketing plan that is built by the team is used by the team.

simple.