6 keys to a successful hotel sales plan

As we put the economic downturn behind us, we must be strategic in how we think about sales plans for our hotels. The plan should not just be about getting heads in beds at all costs. Here are six steps that are proven and can help you lay out a successful hotel-level sales plan.

1. Revenue goals: One thing hoteliers forget is to have specific revenue goals for their property that consider not just a number that they would like to achieve, but a number that is made up of components including occupancy throughout the year, and average daily rate that considers not only your base rates, but also your negotiated rates for both weekday and weekend business. If your market is growing in demand, will you be able to utilize additional revenue maximization strategies? Will rate be increasing across your competitive set?

2. Competitive analysis: Know your competition inside and out. What is the condition of their product? Who are their top accounts? What rates are they charging, and what is their volume? What are their strengths and weaknesses? How is their staffing and service? Know the answers to these questions and you will be in a good position.

3. Current accounts: Be sure that you know who is staying with you and at what rate. Have it catalogued. Know who the decision makers for your clients are and have a plan to make sure that you are on top of every account and every decision maker within that account. This is good old-fashioned account saturation. You should also know what your property’s strengths, weaknesses, opportunities and threats are. It is amazing how one small open issue with an account can leave an opening for one of your competitors.

Get the full story at HotelNewsNow.com

Posted by admin on Oct 10th, 2010 and filed under Hotel Marketing, Hotelnews. You can follow any responses to this entry through the RSS 2.0. You can leave a response by filling following comment form or trackback to this entry from your site

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