Kent Island Resort的动态

Whenever I find some free time, I often meet up with friends deeply embedded in the hotel industry, working as Sales Managers and Directors of Sales. These gatherings provide a valuable opportunity for us to delve into various aspects of sales and marketing. However, there's one point of contention: their persistent reliance on traditional sales approaches, particularly the emphasis on sales calls to drive hotel sales. While I cherish our discussions on sales and marketing strategies, I can't help but disagree with their steadfast adherence to outdated methods. In my opinion, it's high time for Sales Managers and Directors to consider updating their approaches or perhaps invest in sales courses to adapt to the evolving landscape of the industry. Embracing new methodologies could be the key to unlocking untapped potentials and staying ahead in the competitive realm of hotel sales. #marketing

<p>As we begin to ask questions specific to the hotel sales team – their strategy, tactics, sales initiatives, business development, client engagement, etc – it becomes quite apparent how “high-touch” the sales discipline is in today’s environment which often includes reduced staffing, loss of legacy talent, and the increased absence of training and corporate resources.</p> #ehotelier #hotelinsights

HSMAI Global’s new Certified Hotel Sales Leader (CHSL) certification is designed to recognize the expertise of hotel sales leaders, emphasizing the most up-to-date sales and commercial principles, practices, and strategies. Check out this article where excerpts from Chapter 1 of?The Hotel Sales Playbook: Winning Strategies for Success is shared!

If you are working in a hotel sales department, always remember this...... 1. When your hotel is profitable, your GM did a great job. When it is not profitable, sales is doing a really lousy job. 2. You can’t reason or win an argument with brides….. or their mothers….. or their mother in laws. 3. Anything that can go wrong has already gone wrong….. your client just has not told you about it yet. 4. Right before the moment of signing the contract, your client will tell you that they really need a lower rate. 5. If the hotel is running smoothly , your biggest group have not yet checked in. 6. The file you are looking for is always at the bottom of the largest pile. 7. Revenue Management will tend to support whatever theory they are in favour of.

?????????????? ???????? ??????????????, ?? ?????? ?? ???????????????????? ???????? ?????? ?????????? ?????????????????? ?????? ?????????????? ???????????????? ???? ?????? ???????????? ???????? ????????????????????, ???????????????????? & ?????????????? ??????. ?? ?????????? ???????? ???????? ???? ???????????????????? ?????????? ???????????????? ???? ?????????????? ?????? ?????????????????? ?????? ?????????????? ??????????. ???????? ???????????? ?????? ?????????????????? ???????????????????? ???????? ????: ??. ?????????????????????????? ?????? ????????????: They spent time analyzing the market and identifying key pain points. ??. ???????????????? ?????? ????????????????????: They spoke with various hotel managers to gather details on pricing and current suppliers, then presented these findings to their management. Based on this research, they adjusted their prices confidently, knowing they could assure high quality. ??. ????????-???????? ????????????-????: After closing a deal, they make sure to follow up and address any issues, ensuring good after-sales service. ??. ???????????? ????????????????:They proactively monitor current inventory levels, allowing them to pitch their products at the right time to secure orders. ??. ????????-????-???????? ????????????????????: They emphasize the importance of engaging with hotel managers in person rather than relying on cold calls. ??. ???????????????????? ????????????-????: They mentioned that if a hotel manager says they will get back, it often means the supplier needs to take the initiative to follow up. According to them, the key to successfully closing deals lies in understanding client requirements and maintaining consistent follow-up. #BusinessStrategies #SalesTips #CustomerEngagement #ProactiveApproach #MarketResearch #FollowUpMatters #FaceToFace #ClientRelationships #SuccessInSales #businessdevelopment #SalesStrategies #MarketAnalysis #BusinessGrowth #ClientSatisfaction #RelationshipBuilding #SalesLeads #ProductManagement #SalesInsights #IndustryNetworking #BusinessDevelopment #CustomerRelations #SalesGrowth #ClientNeeds

Food for thought! As we navigate the ever-changing catering landscape, let's tackle a crucial question: To Hire a Catering Sales Manager or Not? Join the conversation

Budget Breakdown *Revenue Streams:* 1. Room Sales: 60-70% of total revenue 2. Food and Beverage: 20-25% of total revenue 3. Meetings and Events: 5-10% of total revenue 4. Spa and Wellness: 2-5% of total revenue 5. Other (parking, retail, etc.): 1-3% of total revenue *Expense Categories:* 1. Labor Costs: 40-50% of total expenses 2. Food and Beverage Costs: 20-25% of total expenses 3. Operating Expenses (utilities, maintenance, etc.): 15-20% of total expenses 4. Marketing and Advertising: 5-10% of total expenses 5. Administrative Expenses: 5-10% of total expenses *Department-wise Budget Allocation:* 1. Front Office: 10-15% of total budget 2. Housekeeping: 8-12% of total budget 3. Food and Beverage: 20-25% of total budget 4. Sales and Marketing: 10-15% of total budget 5. Engineering and Maintenance: 5-8% of total budget 6. Human Resources: 5-8% of total budget 7. Information Technology: 3-5% of total budget *Key Performance Indicators (KPIs):* 1. Occupancy Percentage 2. Average Daily Rate (ADR) 3. Revenue Per Available Room (RevPAR) 4. Gross Operating Profit Per Available Room (GOPPAR) 5. Food and Beverage Cost Percentage 6. Labor Cost Percentage *Budgeting Formula:* 1. Calculate total revenue: Room Sales + Food and Beverage + Meetings and Events + Spa and Wellness + Other 2. Allocate expenses based on percentage of total revenue 3. Monitor and adjust budget regularly to ensure profitability

Average Daily Rate (ADR) = Total Room Revenue / Number of Rooms Sold 2. Revenue per Available Room (rev par) = Total Room Revenue / Number of Available Rooms 3.Occupancy Rates = (Number of Rooms Sold / Number of Available Rooms) × 100 4. Revenue per Occupied Room (RevPOR) = Total Revenue / Number of Rooms Sold 5. Cost per Occupied Room (CPOR) = Total Operating Costs / Number of Rooms Sold 6. Net Operating Income (NOl) = Total Revenue - Total Operating Expenses 7. Profit Martin = (Net Income / Total Revenue) x 100 8. Revenue Growth Rate = ((Current Revenue - Previous Revenue) / Previous Revenue) × 100 9. Break-even Occupancy Rate = Fixed Costs / (Average Daily Rate - Variable Costs) 10.Upsell Rates = (Number of Upsells / Number of Guests) X 100 11. Cross-sell Rate = (Number of Cross-sells / Number of Guests) x 100 12. Customer Acquisition Cost (CAC) = Sales and Marketing Expenses / Number of New Customers Acquired 16. Total Revenue Management Index (TRMI) TRMI = (RevPAR + Non-Room Revenue per Available Room) / ADR 17.Non-Room Revenue per Available Room Non-Room Revenue per Available Room = Total Non-Room Revenue / Number of Available Rooms 18.Food and Beverage Revenue per Guest Food and Beverage Revenue per Guest = Total Food and Beverage Revenue / Number of Guests 19.Spa Revenue per Guest Spa Revenue per Guest = Total Spa Revenue / Number of Guests 20. Meeting and Event Revenue per Guest Meeting and Event Revenue per Guest = Total Meeting and Event Revenue / Number of Guests 21. Profit per Available Room (GOPPAR) GOPPAR = (Total Revenue - Total Departmental Costs - Total Property Costs) / Number of Available Rooms 22. Total Revenue per Available Room (TRevPAR) TRevPAR = Total Revenue / Number of Available Rooms 23. Labor Cost Percentage Labor Cost Percentage = (Total Labor Costs / Total Revenue) × 100 24.Food and Beverage Cost Percentage Food and Beverage Cost Percentage = (Total Food and Beverage Costs / Total Food and Beverage Revenue) x 100 25. Sales and Marketing Cost Percentage Sales and Marketing Cost Percentage = (Total Sales and Marketing Costs / Total Revenue) × 100 26. Maintenance Cost Percentage Maintenance Cost Percentage = (Total Maintenance Costs / Total Revenue) x 100 27. Average Rate Index (ARI) ARI = (Hotel ADR / Comp Set ADR) × 100 28. Revenue per Available Seat Hour (RePASH) RevPASH = Total Revenue / Number of Available Seat Hours 29. Revenue per Available Table Hour (RevPATH) RevPATH = Total Revenue / Number of Available Table Hours 30. Net Promoter Score (NPS) - NPS = % of Promoters - % of Detractors Copied…

???? Elevating Hotel Sales: A Strategic Approach to Leadership ???? In the ever-evolving landscape of the hospitality industry, mastering the art of hotel sales isn't just about closing deals; it's about orchestrating a symphony of strategies that drive revenue and foster lasting guest relationships. Here are some insights into effective sales leadership strategies that can make all the difference: 1?? Know Your Market Inside Out: Understanding your target market segments and their unique preferences is key. Dive deep into market research, analyze trends, and stay agile in adapting your sales approach to meet evolving demands. 2?? Empower Your Team: A successful sales strategy is built on a foundation of a motivated and empowered sales team. Provide them with the tools, training, and support they need to excel. Encourage innovation and creativity, and foster a culture of collaboration and mutual respect. 3?? Embrace Technology: In today's digital age, leveraging technology is non-negotiable. From CRM systems to revenue management software, embrace technology that streamlines processes, enhances productivity, and provides valuable insights into guest behavior and preferences. 4?? Focus on Relationship Building: Hotel sales is as much about building relationships as it is about closing deals. Cultivate genuine connections with clients, prioritize personalized interactions, and go the extra mile to exceed expectations. Remember, a satisfied guest today is a loyal advocate tomorrow. 5?? Stay Ahead of the Curve: The hospitality industry is dynamic, with trends and preferences constantly evolving. Stay informed about emerging trends, anticipate market shifts, and proactively adapt your sales strategies to stay ahead of the curve. 6?? Measure, Analyze, and Iterate: Data is your greatest ally in the pursuit of sales excellence. Regularly monitor key performance indicators, analyze sales metrics, and use insights to refine your strategies and tactics continuously. 7?? Lead by Example: Effective sales leadership isn't just about giving orders; it's about leading from the front. Set the bar high, demonstrate a strong work ethic, and embody the values you expect from your team. Your leadership sets the tone for the entire sales operation. At the intersection of strategy, innovation, and unwavering dedication lies the recipe for success in hotel sales leadership. By embracing these principles and staying committed to excellence, you can chart a course towards sustained revenue growth, exceptional guest experiences, and enduring success. Here's to elevating hotel sales to new heights! ??? #HotelSales #SalesLeadership #HospitalityIndustry #StrategicLeadership #GuestExperience

So true and so real