hostmark hospitality group 2011 annual leadership conference
TRANSCRIPT
Hostmark Hospitality Group2011 Annual Leadership Conference
Welcome
Welcome To Embracing the New Norm
Embracing The New Norm
What Is the New Norm?
Embracing The New Norm
To Understand The New Norm
Lets Start By Taking A Little Trip
Back
In Time
“You’ve Gotta Evolve”
Agenda
Our Discussion Today Will CoverUnderstanding The New NormThe New RealityGreatest Lesson of the New NormKey Points To Viable Action PlansGood NewsNew Vocabulary Word
The Economy
ECONOMIC DOWNTURN
While there was not a sudden halt to demand, the length
created new realities or lessons!
New Reality
Creation Of A New Reality
Internet Has Peeled Away Our Secrets
PRICING
REVIEWS
CONDITION
This Gave Power To Our Consumers
Conventional Wisdom
What Have We Learned During the last 18 months
Conventional Wisdom Was In A Free Fall
The Truth Be Known
Long Standing Axioms Like:
•We must meet in person•RevPAR is the most meaningful measure•Satisfied Customers are loyal Customers
No Longer Hold True
The Great Lesson
Greatest Lesson of the
“NEW NORM”
The separation and comprehension of a
Need vs. A Want!
Decision Makers
Our decision makers in group and transient business are less driven by impressing others and instead are looking for greater intrinsic
value
Three Takeaways
A constant is that Brand Values are always important to winning and maintaining customers
• The Digital Arena is not a “One Size Fits All”
• Information on our consumers is vital to our success
• The term “Social Media” is still evolving
Embracing Technology
Using Technology -
Personalized Proposals
Improved SEO Results
Technology -
Encouraging Positive Feedback?
Who Is Your Spokesperson
Take Opportunity to Sell!
Technology -
Technology -
Technology -
Technology -
Technology -
DO THE RESEARCH !
Past Conferences
Prospecting Competitors Phone Numbers
Information about the client
Photos of Individuals
Technology -
Technology -
Technology -Sites To Research
Technology –
Facebook Limitless opportunities!!! Accomplish what brand websites can’t Testimonials… Meet the Team… Who’s your audience? Build quality not quantity Don’t sell to but communicate with Generate Leads
Something To Read
Technology – What Is ?
Technology – How About These ?
GOOD NEWS
By The Numbers32% of the planners said the number of meetings they will be
responsible for in 2011 will be greater than 2010
22% of exhibition organizers expect an increase in events in 2011
50% or exhibition organizers expect attendance to remain the
same or increase
30% of meeting planners stated they will not have to cut costs in
201128% of meeting planners stated they will look at secondary markets
50% cited the economy is no longer a factor
Meeting Planner Facts
Interesting
• Cutting costs is diminishing
• DISCONNECT
• Affordability is rated #1
71% Room Rates is the number one concession hoteliers are willing to concede first
GOOD NEWS
New Vocabulary
SMARKETING
The union of the Sales, Marketing and Revenue Disciplines working together for a common goal!
The ability to effectively join the three disciplines into one and drive RESULTS !
SMARKETER
Wrap UP
One Size Does Not Fit All
Proven Tactics Still Come Into Play
Identify Who Your Real Consumers Are
Balance Proven Tactics And New Technology
Questions
QUESTIONS?