IBT BEST PRACTICEBRYAN, TARGETING NEW ACCOUNTS:  USING HOTELLIGENCE TO IDENTIFY AGENCIES AS TARGET ACCOUNTS.

ROBBIE, CULTIVATING NEW ACCOUNTS: EXAMPLES OF USING NSO TO VISIT AGENCIES AND THE USE OF QUIZ AND PRIZES TO BECOME FAMILIAR WITH HOTEL.

JOSEPH, MAINTAINING ACCOUNTS: THE USE AND INTRO TO SETTING UP AN ADVISORY BOARD COMPRISED OF IBT TRAVEL MANAGERS.

MARGIE, USE OF TOOLS TO UNCOVER NEW ACCOUNTS/CONTACTS: ZOOM INFO, GOOGLE ALERTS, BIZ JOURNAL, IN HOUSE GUEST PROGRAM, CHAMBER.

TravelClick offers outstanding training

Easy to use tools for RFP season

Agency Targeting

Target Accounts

Export Multiple Sets of Data for Look-Up

Save Worksheet for each Data Set or Sales Manager

Update PCC List Tab for Identified Accounts

Use the training tools from TravelClick

Use Data for Wish-Walk Strategy

Save Customizations for Quick Reference

Use Multiple Target Account Worksheets

SUCCESS IN RESERVATION CENTER PRESENTATIONS

Hilton Boca Raton Suites Scarlet Weiss

Presented By Robbie Garcia

Goals Research Plan Present Follow Up

AGENDA

Penetrate an existing account Target a potential account Market a promotion Create and maintain relationships Inform agents and travelers

GOAL OF PRESENTATIONS

Work with your National account rep. Utilize monthly Hotelligence Reports Utilize monthly Central Res/Property reports Research Local and National Accounts

RESEARCH-POTENTIAL & SOURCE OF BUSINESS

Connect with facility contact that plans presentations Schedule date and time and location within center Find out all accounts booked out of center and team leaders Find out total number of agents and number on each account Make travel arrangements Find a local caterer for food and beverage

INITIAL PLANNING STEPS

Order promotional items Collateral-flyers, brochures, etc. Creative idea (game, quiz) Prizes (T-shirts, weekend stays) Table top, lap top or photos

PREPARATION/ORGANIZATION

Confirm with contact date and time Ship collateral/amenities Finalize travel and directions Confirm with caterer and payment

LAST MINUTE DETAILS

Set up 30 minutes prior Organize food and supplies to serve Set up collateral, amenities, games and prizes for drawings Don’t forget basket for business cards

PRESENTATION

If available get agent account lists Send thank you to contacts that helped plan Build a database from list/or business cards Send Promos and holiday mailings Follow up on any leads obtained

FOLLOW UP

Advantages of an Advisory Board

IBT Accounts

Overview

• The IBT advisory board should be a group of select Travel Managers in your hotel’s location that meet on a quarterly basis to exchange ideas, network and build relationships• Your Advisory Boards should be exclusive in member selection, topics

discussed, meeting presentation and always VIP. The objective is not necessarily to gain incite/advice (however this can be helpful to your hotel operations team) the objective it to create strong and lasting relationships to drive IBT business and assist in loyalty during the RPF annual process.

• Holding regular meetings allows you to keep your finger on the pulse of current and future trends as it relates to travel needs/expectations based on feedback from the Travel Managers.

Advisory Board Example Invite

• An invite should have a simple professional description to grab the board’s attention and a clear itinerary. You should list the board members and set the tone as an exclusive group.

Advisory Board Best Practices

• Travel managers are often busy and have limited time for additional commitments, its important to keep the meetings on schedule and under 2 hours.

• Create unique experiences and learning topics focusing on the Travel Manager.

Results

• Creating stronger relationships by forming an Advisory Board, will make your job much easier during the RFP season.

• An Advisory Board will increase loyalty and drive additional business/revenue to your hotel.

• You will be the only person in your market hosting an Advisory Board setting yourself apart from your competition.

• Your Travel Managers will feel they belong to a special group and will actually create relationships with each other and hotel managers.

Tools to Uncover New Accounts and Contacts:

IBT NEW ACCOUNTS AND CONTACTS BEST PRACTICES…

External Sources:

Prospecting Tools:

*Zoom Info

*Google Alerts

*Sit in your competitor’s lobby

*Business Journals and Specific Industry Publications

*Industry Organizations (Go outside the box from the hospitality industry)

*Admins and HR Directors

Internal Sources:

*In-House Guest programs:

* Use your best internal resources:

*Company of the month

*Client of the day

*Quarterly recognition

* Arrivals list/CRM

*Who can help you at the hotel?

*Front desk/bellmen/concierge referral program

*Your hotel vendor list

*Joint call with your corporate sales managers and your corporate catering managers