SALES IS NOT ROCKET SCIENCE. IT IS TIRING AND TAKES MUCH EFFORT.
Is it perhaps another one of those jobs that Americans don't want anymore or have we messed up the process? If knowing the product is critical to selling effectively, how is it supposed to work now? Does it all happen on-line?
If you are 4 or 5 Star and a special destination outside of the USA. If you want more upscale business from the USA. If you deserve more visitors who are not looking for a Corporate Rate or the cheapest rate guaranteed. If you and your owner are fed up with the lacksadaisical approach that your chain company takes to the sales effort, consider this.
If you are a member of a branded US Chain of hotels or Consortium, you know that you are not receiving focused sales effort from them as a destination. You are one of many in the chain or group and in spite of the high profile sales offices in New York, Chicago, Los Angeles and Miami, they are not actively selling your destination. That is the job of Marketing or the DMO. What they are doing is attracting people who are going to your area already to stay at their brand. They have created 'acceptable' and indeed 'attractive' concepts or addresses for people who have decided to visit your area or who have to visit your area.
They are going there anyway.
If you are amongst these chain affiliates, you know that their sales efforts on your behalf is minimal at best. Sure, if an agent or corporate travel rep mentions the name of your destination during a sales call, he or she will indeed promote your property. The likelihood however of he or she knowing the hotel, its location, its uniqueness, its attraction is virtually zero.
You have also perhaps been in the position of planning for sales trips from your hotel during the Budget and Business Planning process only to be told by your Chain supervisor to cancel that expense, it is the responsibility of the Regional Sales Office. That is a natural response from the Corporate Office. How can they justify the owner paying sales trip expenses when the Owner is paying management fees, sales & marketing contributions, reservation contributions, frequent stay contributions, regional marketing contributions..............and then paying for his own employees to go to the USA to do the job anyway?
Consider also that your chain may also have developed other sister brands in your area. How does an owner feel about the 20 year chain affiliation contract he signed to give him the edge over Hotel X when Hotel X is then branded as a sister brand of yours. Same reservation centre, different number, conflicting inter-brand sales responsibilities, conflicting marketing duties, same brand owner.
And to add insult to injury, all your clients that you and your sales team sold make their reservations through the 1 800 Brand number for which your owner then pays the brand for the reservation, the franchise fee, the management fee, the frequent stay plus the extra miles for the deal through the credit card! And on top of that, the Chain then claims that the reservations system delivers 35%!
If you are interested to contract your own US based sales executive who represents a maximum of 40 destinations that he knows personally making a perpetual sales swing through the best, upscale travel communities in the USA and Canada, click here to see an invitation that is open for a small number of unusual destinations.
If you are interested to contract these services to your location so that it is known, understood and appreciated and might like to pay for it with barter, ie. off season room nights,