One of the toughest things to do in the hospitality business is to attract groups to your location. You can either not give away enough and lose the business or give away too much and end up hurting the bottom line. What to do?

1. How Do I Attract Group
Business?
And Do I Really Want To?

2. Who Are These People And
What Do They Want?

3. Who Are These People and
What Do They Want?
 What Makes A Group A Group?
 Understanding Their Needs
Vs. Their Wants

4. What Am I Willing To
Give?

5. What Am I Willing To
Give?
 Number Of Units
 Discounts
 Clubhouse/Pavilions

6. What Am I Willing To
Give?
 Comping
 Deposits/Payments

7. Show Me The Money

8. Show Me The Money!
 Adding Services
Catering
Entertainment
Tours

9. Show Me The Money!
Gift Shop

10. Making My Pitch

11. Making My Pitch
 What Kind Of Groups Do I Want?
 How Do I Find Them
 Creating My Marketing Packet

12. Nailing It Down

13. Nailing It Down
 Policies
 Contracts
 Follow Up

14. I Need To:
 Identify Who I Want To Attract
 Create My Policies
 Research Groups and Their Contacts
 Send a Marketing Packet Out
 Sign The Contract