Hotel Sales Marketing Consultant - Clients: balancing hotel - hospitality clients' needs and our skills

       

Panetiere Marketing Advisors - clients:

Destination Hotels & Resorts: Hotel Management and Ownership Company
:: Destination Hotels and Resorts: Sunriver Resort, Sun River, OR
:: Destination Hotels & Resorts: Skamania Lodge, Stevenson, WA
:: Destination Hotels and Resorts: Doubletree, O'Hare, Chicago, IL
:: Destination Hotels and Resorts: Hamilton Park Hotel & Conference Center, NJ
:: Destination Hotels and Resorts: The Argent, San Francisco, CA
:: Destination Hotels and Resorts: Estancia La Jolla Hotel & Spa, La Jolla, CA
:: Destination Hotels and Resorts: Vail Cascade Resort & Spa, Vail, CO
:: Destination Hotels and Resorts: Sheraton Universal City, Los Angeles, CA
:: Destination Hotels & Resorts: The Shores Resort & Spa, Daytona Beach, FL.
:: Destination Hotels & Resorts: Tampa Intercontinental Hotel, Tampa, FL.
:: Destination Hotels & Resorts: Wild Dunes Resort, Wild Dunes, SC.
:: Destination Hotels & Resorts: Hotel ICON, Houston, TX.
:: Destination Hotels & Resorts: The Resort at Squaw Creek, Olympic Valley, CA.
:: Destination Hotels & Resorts: Tarrytown House and Conference Center, Tarrytown, NY
:: Destination Hotels & Resorts: The Driskill Hotel, Austin, TX
:: Destination Hotels & Resorts: The Inn and Spa at Loretto, Santa Fe, NM
:: Destination Hotels & Resorts: Paradise Point Resort, San Diego, CA
:: Destination Hotels & Resorts: Carolina Inn, Chapel Hill, NC

Sage Hospitality Resources, Hotel Management Company
:: Sage Hospitality Resources: Cleveland Crown Plaza, Cleveland, OH
:: Sage Hospitality Resources: Courtyard Marriott, Lansing, MI
:: Sage Hospitality Resources: Sheraton Cincinnati North, OH
:: Sage Hospitality Resources: The Baronette, Detroit, MI
:: Sage Hospitality Resources: The Peery, Salt Lake City, UT
:: Sage Hospitality Resources: Marriott, Ogden, UT
:: Sage Hospitality Resources: Sheraton Tempe Airport, AZ
:: Sage Hospitality Resources: The Westin Westminster, Westminster, CO
:: Sage Hospitality Resources: Courtyard Los Angeles Pasadena/Monrovia, Monrovia, CA
:: Sage Hospitality Resources: The Hilton Garden Inn, Hoffman Estates, IL
:: Sage Hospitality Resources: The Curtis Hotel, Denver, CO

Langham Hotels International: London, Boston, Hong Kong
:: Langham NSO - East Coast
:: Langham Hotel Boston, Boston, MA
:: Langham Huntington Hotel & Spa, Pasadena, CA

Gemstone Resorts
:: Hotel ZaZa Houston, TX
:: Hotel ZaZa Dallas, TX
:: House of Blues Hotel, Chicago, IL
:: Westward Look Resort, Tucson, AZ
:: Hotel Sax, Chicago, IL

The Kessler Collection, Hotel Management Company
:: The Kessler Collection: The Grand Bohemian Hotel, Asheville, NC
:: The Kessler Collection: Beaver Creek Lodge, Beaver Creek, CO

Rock Resorts/Vail Resorts:
:: Rock Resorts : Snake River Lodge & Spa, Jackson , WY
:: Rock Resorts: Jackson Lake Lodge, Grant Teton National Park, WY
:: Rock Resorts: Lodge and Spa at Cordillera, Edwards, CO
:: Rock Resorts: The Lodge at Rancho Mirage, Rancho Mirage, CA
:: Rock Resorts: Hotel Jerome, Aspen, CO
:: Rock Resorts: La Posada, Santa Fe, NM

Oakbrook Hotels
:: Pheasant Run Resort, St. Charles, IL
:: Cleveland Airport Sheraton, Cleveland, OH

CPO Hospitality, LLC
:: Crowne Plaza Chicago Airport, Rosemont, IL

Driftwood Hospitality Hotels
:: Avenue Crowne Plaza Hotel, Chicago, IL

Independents and Independent Frnchisees
Arts, Finance

:: The Graciela, Burbank, CA
:: Gild Hall, A Thompson Hotel, New York, NY
:: Kona Village Resort, HI
:: The Somerset, Turks and Caicos, BWI
:: Riverhouse Resort, Bend, OR
:: Villa Montana Beach Resort, Isabela, Puerto Rico
:: Ethan Allen Hotel, Danbury, CONN
:: Ambassador Hotel, Amarillo , TX
:: Rancho Jacona Casitas, Santa Fe, NM
:: The Windsor Court, New Orleans, LA
:: Hotel Derek, Houston, TX
:: Sheraton Atlanta, Atlanta, GA
:: St. Julien Hotel & Spa, Boulder, CO
:: Sheraton Bloomington, MN
:: Cattle Braon's Quality Inn and Suites, Ft. Worth, TX
:: Comfort Inn and Suites, Knoxville, TN
:: Microtel, Bristol, VA
:: Four Points by Sheraton, Meriden, CT
:: Embassy Suites, Denver, CO
:: TBI Maldives - luxury resort development in Malvides Island, Indian Ocean
:: Westin Governor Morris, Morristown, NJ
:: Topnotch at Stowe Resort & Spa, Stowe, VT
:: HVS International, Boulder, CO
:: Marmara Hotels & Resorts, US and Turkey
:: Amerimar Enterprises, Philadelphia, PA
:: Commissary Cuisine Catering, Philadelphia, PA
:: Hospitality Sales and Marketing International - Mile High Chapter, Denver, CO
:: All Seasons Catering by Shackamaxon, Philadelphia, PA
:: Gillen 2004 for State Representative, Philadelphia, PA
:: Dunton Hot Springs Resort, Dolores, CO
:: Sutcliffe Winery, Cortez, CO
:: Santa Fe Concert Association, Santa Fe, NM
:: Lensic Theater, Santa Fe , NM
:: Jane Terry Financial, Santa Fe, NM

Noble House Hotels & Resorts: Hotel Management Company
:: Noble House Hotels & Resorts: Inn at Loretto, Santa Fe, NM
:: Noble House Hotels & Resorts: The Edgewater Hotel and University Towers Hotels, Seattle, WA
:: Noble House Hotels & Resorts: The Portofino Hotel & Yacht Club, Redondo Beach, CA
:: Noble House Hotels & Resorts: The Rivera Hotel & Spa, Palm Springs, CA

Carino Collection:
::
80 Luxury Hotels and Resorts Worldwide, NY, NY
Co-Op Marketing Programs and Sales Assistance

Woodfin and Chase Suites Hotels:
:: Corporate Sales Training
:: Corporate Revenue Management Training
:: Chase Suites, Lincoln, NE
:: Woodfin Suites, Hunt Valley, MD
:: Chase Suites, Overland Park, KS;
:: Chase Suites, Kansas City Airport
:: Chase Suites, El Paso, TX;
:: Chase Suites, Rockville, MD.
:: Chase Suites, Los Angeles, CA

Return on investment for temporary positions:
Hard facts to show the production and value of temporary staff.

New Business Development:

For a Pacific North West resort:
In just two weeks, of approx. 40 hours per week, 740 total clients touched, 220 "hits" and 24 total leads worth $250.000 in revenue.

For California resort:
In 16 weeks of calling 40 hours per week, 1,573 total calls, 49 leads worth $1,789,000 in revenue.

For International luxury hotel company:
In following up on a direct mail campaign, in six weeks with part time callers, 2,590 total calls made, 228 total leads and 24 hot leads that led to immediate proposals.

For Florida city hotel:
In 260 hours of calling, 1,518 client touched, 575 "hits", and 88 hot leads

Temporary on site sales managers:

For Forida resort hotel:
3 weeks on site handling national and state association market, 283 prospecting calls, 53 proposals worth $3,564,585. 14 definite bookings worth $254,519 and $426,000 worth of business turned over to incoming manager.

For California resort hotel:
7 weeks on site handling specific nationwide vertical markets: 564 prospecting calls, 33 proposals worth $852,385. 7 definite bookings worth $86,000. 6 cross sell leads to sister properties worth $1,124,000.

For California city hotel:
Two temporary staff for 16 weeks each, handling IBT, corporate and some citywide. One booked $1.6 million in definite revenue and the other booked $1.5 million.

For New Jersey conference center hotel:
One associate opened up brand new SMERF market for hotel. In 7 months generated $260,00 in definite revenue.

For Colorado mountain resort:
6 weeks, on site handling group and IBT, sent 40 proposals worth $1,008,000 in revenue. 14 definite bookings worth $99,000 and signed up 6 new IBT clients.

Catering managers and DOCs in resort as well as city business hotels:

For Colorado mountain resort:
During a 3 week assignment, our temporary catering manager made 53 prospecting calls, booked $10,000 in definite business, serviced $25,000 in current business (doing all BEO’s and servicing), handled site inspections, and trained a new catering manager.

Temporary DOS and DSM:

For resort and city hotels, independent and franchise. Some activities include: assess teams, build new teams, training, writing marketing plans, implementing marketing plans, liaison and keep on task both PR and advertising agencies, oversee revenue management and catering departments.

For Colorado mountain resort, in 13 weeks, in addition to providing leadership, hiring two new sales staff employees, our temporary DOS sent 61 proposals worth $1,543,000 and booked 15 definites worth $353,940. She also represented the hotel at 2 trade shows and spent one full week making sales calls in a major metropolitan area for the resort.

Revenue Management
Effecting all elements of on-line preseence and direct sales awareness of rate opportunities.

For 5 Star resort:
Rebuilt room types and names, rate names, channel re-alignment yielding 18% increase in revenue in three months.

For 5 Star resort:
Opened channels, devised internet BE selling tool that brought in an additional $800,000 in autumn off-season over 6 months.

For 4 Star resort:
Rebuilt rates, re-conceived selling propositions and rate positions yielding 123% increase in BAR rate revenue, with Corporate Negotiated increase of 18%.

For 3 Star Limited service private label in 3rd tier city:
In 1 week put in place the tools for $1,250,000 worth of revenue gain from all rate categories.

For 3 Star limited service franchise mid-level brand in 3rd tier suburbs:
$950,000 for year in 3 weeks of analysis and planning - opening channels, devising new rate tiers, devising niches.

Consortia Marketing and Travel Agent Marketing Campaign

Launch of GDS change and IBT Travel Agent awareness for 1st Tier Hip Boutique:
2 month campaign in 6 consortia and 6 E-mail blasts to our luxury users lists, with Travel Agent website as part of: yielded over $500,000 year over year projected increase on a cost of $15,000 - an ROI of 33. The sales team was working the Consortia at the same time. So a GDS chain code switch has actually enabled MORE revenues at less cost and has done so from the moment of switch.

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even when we plan & write up focus groups, the language is understandable. that's the goal.

a functioning, motivated sales team can and will do wonders.

yes, revenue management can produce revenue in a day, in an hour >
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