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San Diego Marriott Gaslamp Quarter 2012 Team Meeting

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  • San Diego Marriott Gaslamp Quarter2012 Team Meeting

  • Lets Break the Ice

  • Instructions

    Scared

    Proud

    Won Something

    Embarrassed

    Why you are proud to be a part of the Marriott Gaslamp

    The greatest lesson your parent(s) taught youShare a time when you were.

  • 2012 Goals

    Sales Room Budget- $5,245,809Sales Catering Budget- $1,087,141 IBT Budget- $4,162,796RevPar Goal- 106

    Local Catering Budget- $814,977

    What do we have on the books?

    Sales Room Revenue- $3,962,916Sales Catering Revenue- $160,360Local Catering Revenue- $257,054

    So we need to book how much?

    Sales Room Revenue- $1,282,893Sales Catering Revenue- $926,781Local Catering Revenue- $557,923

  • 2012 FocusMaximize F&B Revenue

    Increased Room Rates

    Gain Market Share

  • Our theme for 2012 is

    **Drum Roll Please**

  • Would you like fries with that??

  • How Can We Increase the Flavor?

    Brainstorming Session

    Lets think outside the bun!

  • 2012 In DetailPace ReportsMonth by MonthNeed DatesSales Calls

  • OverviewHow to Get StartedSourcesHow to Find the Right PersonWebsitesKeep TrackLetters & E-mailsSignature Sales Prospecting Training

  • How to Get StartedSet a time and dateFind a time in the day where you are less busy and close your doorSet a goaldaily, weekly, monthly, quarterlyFind old databases, files, book of lists, websites, etc. Make a list and a calendar.ex: Week of February 27th-March 1st, I will target pharmaceuticals in La Jolla

  • How to Get Started (continued)Make an excel spreadsheet where you can keep track of responses and leadsCompile several letters with different points you want to get across

  • SourcesFortune 500 CompaniesGoogle or MSN Search Use specific words such as Associations, Credit Unions, etc.Book of ListsHospitality MagazinesChamber of CommerceRe-solicit past accountsLinkedInBoard Members of Hospitality or Meeting Related AssociationsPCMA, MPI, HSMAI etc.

  • How to Find the Right PersonStart with the Site MapIts the easiest way to searchSearch other areas of a website such as About the Company or Contact UsMany companies have meeting or event subdivisionsAssociations usually have members listed or links to their website therefore opening up more prospecting candidatesConsider other positions that plan meetingsMarketing, Media, Coordinators, Human Resources

  • Sales Vantagehttp://www.salesvantage.com/d/Meeting_Planners_2/new-jersey.php

  • Pohlys Net Guidehttp://www.pohly.com/assoc2.html

  • Events in Americahttp://www.eventsinamerica.com

  • Conference Alertshttp://www.conferencealerts.com/sandiego.htm

  • BioSpacehttp://www.biospace.com/

  • Allconferences.comhttp://www.allconferences.com/conferences/

  • MSN Search

  • Keep Track

  • Letters & E-mailsYou can send simple or very personal e-mailsMake sure to be brief and include only one hyperlink or attachment

    E-mail Blasts

  • Shortcut to Prospecting E-mailsWord Document >> Tools >> AutoCorrect Options >> Type Pro under Replace and desired content under Withex: Pro = Greetings from the San Diego Marriott Gaslamp Quarter! Does your company have any upcoming meetings or groups coming to San Diego?FU = I want to verify that you received my e-mail earlier this week. I would be happy to answer any questions you may have about our hotel.

  • Signature Sales Prospecting Training5 Client contacts per lead within 30 days Rotate phone and e-mail.Never reference a past failed attempt to reach themSay We have not been able to connect instead of I have tried to contact you many timesYou do not need to spend time looking for the actual meeting contact Ask for internal referralsUse AIDAAttention / Interest / Desire / Action

  • Dos and Dont of ProspectingWrite WHY you are contacting Ask for referralsBe brief and direct (3-4 sentences max)Always put the date in the subject line February 2012 (wont go to spam)Use Arial 10 fontUse delayed delivery (weekends)

  • Review DOS Scorecard

  • Lunch Time

  • San Diego Marriott Gaslamp Quarter2012 Team Meeting

    Continued

  • Recap

  • Where Kids are King!

  • HousekeepingRevMax MeetingOffice Hours/RulesSales BlitzSo-Cal Client Event

  • Supersize Me F&B AV Rental

  • F&B/Room Rental Guidelines**Outlet events require approval from Jim Durbin or Sean Mattix**

  • Function Space Booking GuidelinesFunction space is limited and its use must be maximizedMinimum of 125 peak rooms = All space on 8th floorMinimum of 75 peak rooms = Cabrillo BallroomMinimum of 75 peak rooms = Presidio BallroomMeetings or day functions are not to be booked past 5PMReceptions, Dinners or Evenings Functions will not be booked prior to 6PMSpace can not be booked on a 24-hour hold, UNLESS APPROVED by DOS

  • Function Space Booking GuidelinesCatering and Sales are authorized to free sell all function space according to the following guidelines:30 days out150 or more definite rooms on the booksThanksgiving to New Years for Holiday Parties, with F&B minimums. Friday nights, all day Saturdays & SundaysWhen booking over a citywide, the meeting planner must be contacted for approval to make sure the function is not in conflict or competition with the citywideAltitude and Soleil must have approval from GM, F&B GM or DOS prior to confirming to client**Any deviation to the above guidelines must have DOS approval prior to booking**

  • Im Lovin it!Review 2011 incentivesNew Ideas

  • Are you ready for some FUN?!

    Put on your Chef Hats and lets go to