The document discusses various strategies for hotel sales and marketing. It begins by outlining key trends to understand such as guest expectations and purchasing behaviors. It also emphasizes the importance of tracking marketing program results and using appropriate distribution channels. The document further stresses having the right management team to provide excellent customer service. It provides examples of low-cost marketing tactics like flyers, brochures, and partnerships. Overall it offers guidance on comprehensively understanding customers and implementing an effective marketing strategy.

1. Hotel Sales-Marketing
•Market Trends, Development & Awareness
•Helpful Books, Websites & Other Items
•Marketing & Trade Partnerships

2. Hotel Marketing
Trends and behaviors:
• How completely do you know the real expectations of your guests and
clients?
• How deeply do you know the trends in each market segment?
• Are you thoroughly familiar with the purchasing behavior of your existing
and prospective guests and clients?
• What do you know about the 'travel journey model' of your guests?
• Are they looking for overnight lodging as part of something else, or are
they looking for a memorable experience in its own right?
http://www.hospitalitynet.org/news/4061062.html

3. Hotel Marketing
Awareness and market development:
• Are you intensively involved in implementing systems that track in real-
time the results of your sales & marketing programs?
• How thoroughly do you understand the competition and market
environment?
• Are you using the most appropriate distribution channels to generate
business?
• Are yield & revenue management tasks completed on a daily basis?
• Are you proactive with all social media, developing a strategy for each
channel?
• Are your sales & marketing costs monitored on a regular basis?
• Have you defined which sales & marketing costs should earn a return and
are you tracking sales & marketing project profit and loss accounts, e.g.
weddings, daily?

4. Hotel Marketing
Management and motivation:
• Do you have the right management team and are you measuring their
performance regularly?
• Are you developing and implementing SOPs on a regular basis?
• Do you employ talented, well-trained, dedicated and service-orientated staff?
• Are you prepared, with your staff, to provide excellent service to the hotel's
guest and clients?
• Are your behaviors honest, full of the confidence and authentic?
• Are you on time with responses and willing to be proactive on a daily basis, not
only during occasional sales blitzes?
• Do you conduct audits and "health checks" of the hotel's departments on a
regular basis?
• And the last, but not the least, the final question: how have you as an individual
improved internal and external communication in the last month?

5. Marketing Tactics: Handouts & Flyers

6. Marketing Tactics: Rack Cards

7. Marketing Tactics: Brochures

8. Marketing Tactics: Brochures

9. Inexpensive Options www.vistaprint.com
Mobile Billboards
Inexpensive Option: $10-15/Shirt on www.vistaprint.com
Marketing Examples & Ideas

10. Tips, Tactics, Examples & Ideas
Inexpensive Options www.vistaprint.com

11. Inexpensive Options
• 1 Guerilla Costume from Walgreens: $40
• 1 T-shirt from VistaPrint: $15
• Attention Received: PRICELESS!!

12. Inexpensive Options:www.vistaprint.com
Personalized Business Cards
Employee Referral Card Unique Business Card
Good Incentive for FD Attendants
•‘Close’ more sales leads
•‘Close’ more call-ins & inquiries.
Give Each Employee 10-15 Cards
(Employee Name & Date)

13. Inexpensive Options: Handouts & Flyers
Special Discounted Rates
* Local Businesses near hotel (employees that travel)
* Mall: Introduce yourself to the store manager to hand them out
* Local Medical Facility (not too large) with Traveling Doctors/Nurses
Front: First thing they see!
(Attention Grabber)
Inside: Unfold back with brief description of ‘special’ you’re offering!
Map & Directions to your property with contact number important!

14. “Seasonal Specials”
• “Bad Weather Special”
– Hand out coupons or flyers to surrounding businesses offering special
weather rate.
– Employees that travel may need a place to stay
– Managers, Doctors, Nurses travel 30+ miles

15. Holiday Cards
• “Unique Factor”
– Corporate Clients receive hundreds of cards each year
– How will your card avoid the garbage & make an impression?

16. ‘Sticker-BOMBS’
•Public Places, Lots of Traffic & Views
•Random Placement: Golf Carts, Back of Seats, Doorknobs, Apparel
•WARNING: Nothing Explicit, Damaging or Offensive
•Simple, Non-Destructive & Removable (if necessary)
I received more
comments from
random people
about this sticker on
the McDonalds
Drive-Through Pole
in 2 Weeks than I
ever could have
imagined.

17. ‘Marketing Placement’
Examples of adding stickers to clothing & other items

18. Mobile Advertising
Vehicle Magnets: $12-$15 on www.vistaprint.com

19. Mobile Advertising

20. Marketing Examples:
‘Attention-Grabbers’
Be Fun & Creative
Think ‘what would grab my attention?’

21. Marketing Examples:
‘Attention-Grabbers’
Be Fun & Creative
Think ‘what would grab my attention?’

22. Hotel Virtual Tour
Inexpensive option to promote your business on multiple social media sites.
• http://www.youtube.com/watch?v=vfQ4f6fxgLU&feature=g-upl
• Steps to creating your own “Virtual Tour”
– Take 1-2 Hours to record all aspects of your hotel to show everyone.
– Exterior: Commons Area, Main Entrance, Parking Lot
– Interior: Main Lobby, Front Desk, Business & Fitness Center & Other Amenities
– Room Types: Make sure to include each room type & all in-room amenities

23. Helpful Books & Websites

24. Marketing Partnerships

25. Marketing Partnerships
Others start to promote for YOU!

26. Marketing Partnerships

27. Marketing Partnerships
“Hawkeye Sports Properties”

28. Marketing Partnership Examples

29. Marketing Partnership Examples

30. Marketing Partnerships
“Hawkeye Sports Properties”

31. Marketing Partnership Examples
Hawkeye Game Sponsorship
“Live Radio” Interview

32. Marketing Partnerships=Great Relationships

33. “Jack of all Trades”
“Jack of all Trades”
•Versatile
•Organized
•Involved
•Supporting Local Groups/Events
•Volunteering

36. Website Links
• Hotel Success Handbook: http://www.hotelsuccesshandbook.com/
• Endless Referrals: http://www.amazon.com/Endless-Referrals-Third-Edition-Burg/dp/0071462074
• Jeffery Gitomer: http://www.gitomer.com/
• Laws of Success: http://www.amazon.com/The-Law-Success-Wealth-Builders-forAchieving/dp/158542689X
• Guerilla Marketing: http://www.gmarketing.com/
• It’s Your Ship: http://www.amazon.com/Its-Your-Ship-Management-Techniques/dp/1594831963
• Other ‘Sales & Marketing’ Books:http://www.amazon.com/Best-Sellers-Books-Marketing-Sales/zgbs/books/2698