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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
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
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)
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