San Diego Marriott Gaslamp Quarter2012 Team Meeting

Let’s 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 you

Share a time when you were….

2012 Goals

Sales Room Budget- $5,245,809

Sales Catering Budget- $1,087,141

IBT Budget- $4,162,796

RevPar 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 Focus Maximize F&B Revenue

Increased Room Rates

Gain Market Share

Our theme for 2012 is…

**Drum Roll Please**

Would you like fries with that??

Brainstorming Session

How Can We Increase the Flavor?

“Let’s think outside the bun!”

2012 In Detail Pace Reports Month by Month Need Dates Sales Calls

Overview How to Get Started Sources How to Find the Right Person Websites Keep Track Letters & E-mails Signature Sales Prospecting Training

How to Get Started Set a time and date

Find a time in the day where you are less busy and close your door

Set a goal daily, weekly, monthly, quarterly

Find 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 leads

Compile several letters with different points you want to get across

Sources Fortune 500 Companies Google or MSN Search

Use specific words such as Associations, Credit Unions, etc. Book of Lists Hospitality Magazines Chamber of Commerce Re-solicit past accounts LinkedIn Board Members of Hospitality or Meeting Related

Associations PCMA, MPI, HSMAI etc.

How to Find the Right Person Start with the “Site Map”

It’s the easiest way to search

Search other areas of a website such as “About the Company” or “Contact Us” Many companies have meeting or event subdivisions Associations usually have members listed or links to their

website therefore opening up more prospecting candidates

Consider other positions that plan meetings Marketing, Media, Coordinators, Human Resources

Sales Vantage

http://www.salesvantage.com/d/Meeting_Planners_2/new-jersey.php

Pohly’s Net Guide

http://www.pohly.com/assoc2.html

Events in America

http://www.eventsinamerica.com

Conference Alerts

http://www.conferencealerts.com/sandiego.htm

BioSpace

http://www.biospace.com/

Allconferences.com

http://www.allconferences.com/conferences/

MSN Search

Keep Track

Letters & E-mails You can send simple or very personal e-

mails Make sure to be brief and include only one

hyperlink or attachment

E-mail Blasts

Shortcut to Prospecting E-mails Word Document >> Tools >> AutoCorrect

Options >> Type Pro under “Replace” and desired content under “With” ex: “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 Training

5 Client contacts per lead within 30 days Rotate phone and e-mail.

Never reference a past failed attempt to reach them Say “We have not been able to connect” instead of “I have

tried to contact you many times” You do not need to spend time looking for the actual

meeting contact Ask for internal referrals

Use AIDA Attention / Interest / Desire / Action

Do’s and Don’t of Prospecting Write WHY you are contacting Ask for referrals Be brief and direct (3-4 sentences max) Always put the date in the subject line

February 2012 (won’t go to spam) Use Arial 10 font Use delayed delivery (weekends)

Review DOS Scorecard

Lunch Time

San Diego Marriott Gaslamp Quarter2012 Team Meeting

Continued

Recap

“Where Kids are King!”

Housekeeping RevMax Meeting Office Hours/Rules Sales Blitz So-Cal Client Event

F&B AV Rental

Supersize Me

MEETINGROOM

ALL DAY BREAKFAST LUNCH DINNER SOCIALEVENTS

ROOM RENTAL W/O F&B

ROOM RENTAL W/ F&B

CABRILLO $12,000 $4,500 $5,500 $10,000 $13,000 $5,000 $1,000

A OR B $4,500 $2,000 $2,200 $4,000 $6,500 $2,500 $500

PRESIDIO $9,000 $4,000 $5,000 $9,000 $12,000 $5,000 $1,000

A $2,000 $800 $1,000 $2,000 $2,800 $2,000 $500

B 0R C $3,600 $1,300 $1,600 $3,500 $5,000 $2,500 $500

AB $6,300 $2,500 $3,000 $5,000 $7,000 $4,000 $800

BC $7,200 $3,000 $3,500 $6,000 $8,000 $4,000 $800

GASLAMP $1,700 $800 $1,000 $2,000 $3,000 $1,500 $250

SUNSET $1,000 $300 $400 $700 - $1,000 $250

ALTITUDE $25,000

BALLPARK $5,000

TRELLIS $10,000

SOLEIL $5,000

LATITUDE $2,500

F&B/Room Rental Guidelines

**Outlet events require approval from Jim Durbin or Sean Mattix**

Function Space Booking Guidelines Function space is limited and its use must be maximized

Minimum of 125 peak rooms = All space on 8th floor Minimum of 75 peak rooms = Cabrillo Ballroom Minimum of 75 peak rooms = Presidio Ballroom

Meetings or day functions are not to be booked past 5PM Receptions, Dinners or Evenings Functions will not be

booked prior to 6PM Space can not be booked on a 24-hour hold, UNLESS

APPROVED by DOS

Catering and Sales are authorized to “free sell” all function space according to the following guidelines:

30 days out 150 or more definite rooms on the books Thanksgiving to New Years for Holiday Parties, with F&B minimums. Friday nights, all day Saturday’s & Sunday’s

When 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 citywide

Altitude 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**

Function Space Booking Guidelines

“I’m Lovin it!”

Review 2011 incentives New Ideas

Are you ready for some FUN?!

Put on your Chef Hats and lets go to…