hostmark hospitality group 2011 annual leadership conference
TRANSCRIPT
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Hostmark Hospitality Group2011 Annual Leadership Conference
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Welcome
Welcome To Embracing the New Norm
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Embracing The New Norm
What Is the New Norm?
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Embracing The New Norm
To Understand The New Norm
Lets Start By Taking A Little Trip
Back
In Time
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“You’ve Gotta Evolve”
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Agenda
Our Discussion Today Will CoverUnderstanding The New NormThe New RealityGreatest Lesson of the New NormKey Points To Viable Action PlansGood NewsNew Vocabulary Word
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The Economy
ECONOMIC DOWNTURN
While there was not a sudden halt to demand, the length
created new realities or lessons!
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New Reality
Creation Of A New Reality
Internet Has Peeled Away Our Secrets
PRICING
REVIEWS
CONDITION
This Gave Power To Our Consumers
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Conventional Wisdom
What Have We Learned During the last 18 months
Conventional Wisdom Was In A Free Fall
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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
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The Great Lesson
Greatest Lesson of the
“NEW NORM”
The separation and comprehension of a
Need vs. A Want!
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Decision Makers
Our decision makers in group and transient business are less driven by impressing others and instead are looking for greater intrinsic
value
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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
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Embracing Technology
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Using Technology -
Personalized Proposals
Improved SEO Results
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Technology -
Encouraging Positive Feedback?
Who Is Your Spokesperson
Take Opportunity to Sell!
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Technology -
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Technology -
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Technology -
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Technology -
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Technology -
DO THE RESEARCH !
Past Conferences
Prospecting Competitors Phone Numbers
Information about the client
Photos of Individuals
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Technology -
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Technology -
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Technology -Sites To Research
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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
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Something To Read
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Technology – What Is ?
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Technology – How About These ?
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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
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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
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GOOD NEWS
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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
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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
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Questions
QUESTIONS?