Oriental Hospitality Consultants – OrientalHospitality.com
Marketing Approach For Sales Managers
Find out who is on the board of directors and what companies they are affiliated with. Find out the needs of the organization Find out something about their budget. This is easy if they are a tax-exempt organization. Find out about past catering functions, where they were held, prices, number of covers, special requests, etc Find out if the organization has any housing / room needs and how you can help. Read newspapers about their history, ads and reports and totally familiarize yourself with their goals & identity. Make sure you meet with a major staff member and a board member, at least you have for another & next meeting something to review and refer on. Work out before the event how the hotel will be credited and recognized, a complimentary ad in a season’s program or periodically newsletter will go a long way in justifying your investment. If you are trying to attract the organization , it must have an audience that is part of your marketing mix. Other possible returns for your donations include: Having the organization give the hotel complimentary tickets that can be used by the staff for entertaining clients or as employee incentive. Asking the organization to give you access to their mailing list. This can be crucial in trying to publicize a new week-end program or the opening of a new food and beverage outlet. Requesting the organization to commit to a two year contract. This not only makes it easy for the organization to plan ahead, but also helps the hotel I projecting revenues.. You should also be willing to donate meeting rooms for seminars and retreats if F&B is ordered Most important is the follow-up: make sure you are aware of the news that is created by the organization ( anniversaries, birthdays etc. ) For major events the GM might sent a personal congratulations letter or sending a birthday cake.