Presentation on theme: "Marin Management SALES SAMURAIS Wednesday, April 5, 2006"— Presentation transcript:
1 Marin Management SALES SAMURAIS Wednesday, April 5, 2006 WelcomeMarin ManagementSALES SAMURAISWednesday, April 5, 2006
2 Today’s Topics Update on MMI from John Revenue management tips Review of the Written Communications GuideReminders of Sales Success BasicsReview of Sales Central techniquesInformation on our new cross-selling programReview of your sales resources on Team Siteand …
3 Today’s TopicsDemo preparation of the Hotel-specific Sales Information GuideAnnouncementsLessons on maintaining your accountRecognition and goals for our Internet-based Sales Training ProgramReview of MMI’s sales and marketing supportSpecial achievement awards
4 Since our founding 16 years ago, our mission has been the same: MMI UpdateSince our founding 16 years ago, our mission has been the same:To increase the value of our clients’ investments by providing outstanding management services.
5 In 2005 We Added Sales Central Team Site Internet-based Sales Training New operating regionsDrug and background testingRegional sales managersSales-support Guide for the MMI sales teamAdvance versions of TCM®
6 Coming in 2006 ACT electronic financial statements HR Central Broadcast to support our hotelsTrade-show representationAll-hotel conference callsExpanded Team Site resourcesImprovements to Sales CentralAdmin CentralDaily labor reportingPre-employment profilingOperations coordinator
7 Our GrowthWe now manage 23 hotels with 2,200 guestrooms and suites in four states.We provide sales-support services for four additional hotels.
8 New destinations added in 2005 and 2006 Calistoga (Napa Valley)CorningDaly CityFortunaWoodlandWatsonvilleMarinaSan RafaelCulver CityLafayette, LASteamboat Springs, COMission Hills (San Fernando Valley)
9 EmploymentAt four hotels, about 200 employees are employed by an MMI subsidiary.We expect that number to grow in 2006.
10 Our FocusMarin Management’s focus continues to be … Our uniquely creative, energetic and professional sales effort.
11 Best Practices for Revenue Management PatMitchell
13 Your Written Communication Guide Refer to it for letters, proposals, reports and s.Use consistent style, fonts, margins, and layouts.Know the basics of good grammar, punctuation, spelling, capitalization and word usage.Use quality second sheets.and …
14 Your Written Communication Guide Re-read your documents several times.Ask for the review of others.All documents include a date, hotel name, author and file name.What’s the most common mistake?
16 P.S.T. (Prime Selling Time) Monday: 1:30 P.M. to 4:30 P.M.Tuesday, Wednesday and Thursday: 8:30 A.M. to 11:30 A.M. and 1:30 P.M. to 4:30 P.M.Friday: 8:30 A.M. to 11:30 A.M.PST is only for selling!
17 A.C.P. (Account Coverage Plan) Prioritize all prospects and clients:AA (destiny accounts)—contact weeklyA—contact twice per monthB—contact once per monthC—contact once per quarterD—contact once per year
18 SOPs (Standards of Performance) SOPs vary by location.All general managers and salespersons sign their SOPs.Submit the signed SOPs to Karen Baker.
19 Work on What We Know Gets Results More site toursMore group and volume-account written proposalsLess prospecting—Sales Central already offers more than 50,000 prospects. Most have never been contacted.
20 VAS (Volume Account Summary) to the MMI sales coordinator by the end of the first business day of every month.
21 MMI Hotel Rosters Always print on quality paper Present with all sales calls, site tours and presentationsInclude in all sales kitsInclude with all proposals
23 Get the Most from SALES CENTRAL Use the RDP icon.Keep your Internet and Sales Central pass codes confidential.Audit Sales Central once or twice every week (tomorrow’s lesson).Call on all those contacts without history records.Every active contact should have a scheduled activity.
24 Hotel-specific Sales Information Guides Needed for MMI to effectively support your hotelNeeded for other hotels to cross-sell your hotelAll due to Karen by April 30Will be posted on Team Site.A good example: HIX Williams
25 Share Leads and Cross-sell Our contest: $ to the salesperson or GM who refers the most booked business to another MMI hotel from today to June 30, 2006.How to: By , Sales Central or a phone call.Copy Karen on all lead referrals to other hotels.Always ask: “Where else do you travel?”
27 Sales Resources on TEAM SITE Quick Reference Guides for other hotelsThe MMI rosterAlmost 100 articles on sales and revenue managementAll MMI sales formsStandards of PerformanceSeven Sales GuidesGo to:
28 Sales Conference Calls AnnouncementsSales Conference CallsWhen: The first Monday of every month, 11:00 A.M. to 11:15 A.M.Who: General managers and lead salespersonsHow: Call (641) and enter the pass code:74362#.Topics: Hotel news, MMI news, sales ideas, reminders, leads, progress updatesNext Samurai MeetingFriday, July 14, 10:00 A.M. to 2:00 P.M.Quiz: Sales Prospecting Guide
29 Maintaining Your MMI E-mail Account Configure Outlook Express to use Arial 12-point font and exactly the same signature block as your “hotelpros” site.Daily go to to clear your spam box and move missed spam.Don’t save message in the hotelpros site.Request a pass code change to clear the account of an unneeded account and give forwarding instructions.Train your staff on the above.
33 MMI’s Sales & Marketing Support What we do …In-market sales calls on major accounts and prospectsFeeder-market sales callsRepresentation on the MMI roster distributed to thousands annuallyDevelopment of QRGsOversight of printed sales materialsPersonal sales trainingInternet-based sales trainingBroadcastRepresentation at trade showsOversight of Internet channel strategiesSales recruitment supportAccess to sales management resources, such as Sales Guides and formsEstablishment of proven best practicesMaintain and monitor Sales Central
34 2005 HOTEL ACHIEVEMENT AWARDS Greatest annual improvement in market share for an existing hotel without a brand changeGreatest annual improvement in market share for a new hotel (urban and suburban)Greatest annual improvement in market share foe a re-branded hotel
35 2005 PERSONAL ACHIEVEMENT AWARDS Hotel salesperson of the yearSales general manager of the yearSales booking of the year (focused-service and full-service)
36 GuestHouse Inn & Suites, Santa Clara 2005 HOTELACHIEVEMENT AWARDSGreatest annual improvement in market share for an existing hotel without a brand change:GuestHouse Inn & Suites, Santa Claramarket-share points
37 Bay Landing Hotel, Burlingame ACHIEVEMENT AWARDSGreatest annual improvement in market share for a new hotel in an urban location:Bay Landing Hotel, Burlingamemarket-share points
38 Hampton Inn & Suites, Crescent City 2005 HOTELACHIEVEMENT AWARDSGreatest annual improvement in market share for a new hotel in a suburban or rural location:Hampton Inn & Suites, Crescent Citymarket-share points
39 Greatest annual improvement in market share for a re-branded hotel: ACHIEVEMENT AWARDSGreatest annual improvement in market share for a re-branded hotel:Days Inn, Fremontmarket-share points
40 2005 HOTEL PERSONAL AWARDS WES ROWLAND Sales Booking of the Year at a Focused-service Hotel:WES ROWLANDGuestHouse Inn & Suites, Santa ClaraforSatyan Engineering
41 2005 HOTEL PERSONAL AWARDS SHARON COLEY Sales Booking of the Year at a Full-service Hotel:SHARON COLEYDoubletree Hotel Los Angeles/RosemeadforCountrywide Full Spectrum
42 Sales General Manager of the Year Hilton Garden Inn, Gilroy 2005 HOTELPERSONAL AWARDSSales General Manager of the YearERIC GEBHARDTHilton Garden Inn, Gilroy
43 Hotel Salesperson of the Year Doubletree Hotel Los Angeles/Rosemead PERSONAL AWARDSHotel Salesperson of the YearSHARON COLEYDoubletree Hotel Los Angeles/Rosemead
44 Summary: When You Get Home Implement the Best Practices for Revenue Management.Re-read your Written Communication Guide and use it.Make sure salespersons use PST only for selling.Make sure sales prospects are contacted according to the Account Coverage Plan.Send more sales proposals and plan more site tours.and …
45 Summary: When You Get Home Send in your VAS on the first business day of the month.Include the MMI Hotel Roster with sales kits and proposals.Install the Sales Central RDP icon on computer desktops.Make sure every prospect in Sales Central has been contacted and qualified.Make sure there is a scheduled activity for every prospect and client.and …
46 Summary: When You Get Home Start sending prospects to your sister hotels.Submit your completed Hotel-specific Sales Information Guide by April 30—at the latest.Schedule your MMI sales conference calls in TCM®.Maintain your hotelpros site daily and train others to do so.Make sure those required complete the Internet-based Sales Training Program.