Who is this Revenue Manager, of whom you speak?
During this past quarter, our team has come across a few incidents whereby the sales team lost power during the negotiation process and the authority was transferred to the Revenue Manager.
Who is this Revenue Manager, of whom you speak? This position is occupied by someone whose sole responsibility is to monitor, index and calculate return. The airlines made their industry more efficient by managing inventory and hotels have followed suit. They don't care about the name of your dog. They care about ROI. It's business. We see this more when the currency fluctuates in Canada and the USA, as we have experienced in the last several quarters.
These days there are so many layers of stakeholders expecting a return on the investment, including your delegates. According to the whispers of folks in hotel sales, there has been a shift away from the value of personal relationships. It is all about the bass: the numbers and profit.
To appeal to the sort, file and delete process - it is important to structure the value that you bring to the hotel up front. Now is the time to truly know your worth.
If your business has been turned down because of bedroom to meeting space ratio, give us a call and we will strategize with you to help position your meeting to be of irresistible value to the hotel and most importantly - to your delegates.
PS. This month we celebrated our Fifth Anniversary! Woot! Woot! That was a very fast half decade! Early in 2017 we are going to mark this moment in conjunction with another amazing 150th milestone! The plans are underway! Thank you to all of you who entrust us to work with your organizations to bring a 'fair and logical' balance to the work we do together.
TOP 5: How Not To Be A FAM-pire
Designed to have the meeting planner experience in person the potential of a destination, familiarization trips, aka FAM trips, play a critical role in the site selection process. For a visual person like myself, it increases efficiency to determine if the destination is a fit and helps create long-term memories.
Here are five commandments
to ensure you are never given the FAM-pire
- Thou Shalt Have Potential Business: The first question we ask ourselves before accepting any invitation is, "do I have foreseeable business for this destination?". As much as I would like to go to Australia, right now I do not have clients considering this destination.
- Thou Shalt Be On Time: With reference to the point above, I try extra hard to be on time. Keeping a group on schedule is such a challenge and starting the day even ten minutes late causes a domino effect. (This point applies to hoteliers and hosts as well)
- Thou Shalt Give Notice: If you know that you are not able to physically do something that is planned – let your host know – in advance. This applies to food allergies as well. Give your host ample notice to make alternative arrangements.
- Thou Shalt Be Appreciative: From the time I arrive until departure, I know I am on someone else’s schedule. I know it is not time to visit my best friend from university OR another property who is not hosting the visit. Anything pre/post is on my own time and dime and while my host may accommodate – there is a limit to their generosity.
- Thou Shalt Give Feedback: Filling in the post-FAM survey gives bonus points! I've learned that the destination wants to know our feedback so they can design a winning visit to win the business AND impress the delegates. One thing is certain, word of mouth on how an organization enjoyed a destination 'gets around' in our community. Having the opportunity to fix 'a detail' can make a difference.
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