BT Best Practice

Mapping Accounts

The Value of Mapping Accounts

Investigating information about the company from which you hope to gain business or market share.

Literally “mapping” accounts in relation to proximity to your hotel.

Developing a strategy to increase revenue: By adding new accounts By increasing share with existing accounts By measuring all levels of revenue within the

account

Adding New Accounts

Critically important to have constant stream of new potential accounts

Identifying new accounts that are multi faceted offering Group, Transient, and Catering business leads to more referrals and more accounts

Do your homework and know your neighborhoodhttp://www.bizjournals.com/charlotte/blog/queen_city_agenda/2011/12/chiquitas-ceo-talks-about-relocation.html?ed=2011-12-16&s=article_du&ana=e_du_pub

http://www.bizjournals.com/charlotte/blog/queen_city_agenda/2011/11/queens-university-of-charlotte-expands.html?ed=2011-11-29&s=article_du&ana=e_du_pub

http://www.bizjournals.com/charlotte/potm/2011-11-29/?ed=2011-11-29&s=article_du&ana=e_du_pub

Adding New Accounts cont.

Well Fargo Organizational Chart

Duke Energy Organizational Chart

Wholesale Meeting and Events Amy Ewing

Wholesale Team Leader

WFCF CMBG & CBG WFS TicketProcurement

CrossWholesale Insurance

Paula Natalie

Lindsay

Lauren

Leslie Olsen

Michelle

Deirdre

Monica

Lauren

Matt

Julie

Jill

Amy

Elizabeth

Jackie

Anne

International

Tera

Tradeshow

Shannon

WSG

Kristi

Jen

Lindsey

Jen

Tim

Courtney

AMG

Jen Eileen

SLST CRE

7

Recent Successes

Impromptu Sales Blitz BAC Building, Ally Bank Building, Fifth

Third Building, Hearst Tower 27 people seen from knowing what

companies were in those buildings and setting up 1 appointment in each building to gain access

5 leads

Recent Successes Deloitte

Targeted from Hotelligence numbers down Met many in house guests, many levels, and

many local Deloitte employees Gained internal referral from Deloitte Manager Obtained Org Chart of BAC Project – Deloitte Gained access to Director of Project Convinced Director of Project to include CLTHH Achieved acceptance with Project and Director

of Project is now internal referral for other projects