Are Hotel Perks Going the Way of Airlines?

Many moons ago, airline service was impeccable. Your many needs were attended to in a flash whether it was a blanket or an extra soft drink. If they needed to check your bag, they did it without cost or fanfare. The captain and flight attendants were happy and so were you. While I won’t say airline...read more

A Director of Sales & CMP Shares Her Top Tips for Group Sales

The late Stephen Covey, author of "7 Habits of Highly Successful People" and business guru said, "The key is not to prioritize what is on your schedule but to schedule your priorities." How many times are you caught up as a director of sales in putting out the fires instead of heating up sales? What...read more

A Lesson in Spunky & Personality-Packed Hotel Sales from Belmond Charleston Place

It must be pretty tiresome for meeting planners to receive marketing message after marketing message from hotels across the nation, all vying for a click, a glance, or reason to pick their hotel over the hotels. As a hospitality marketer and as a hospitality blogger, I’m constantly keeping close...read more

4 Ways Dine Arounds Help Sell Your Destination

In the United States we call them progressive dinners, while the United Kingdom calls them safaris (sounds much more exotic), but the buzz phrase today is dine-around or dining tour. Historically, the progressive dinner is a variant of the potluck dinner, where everyone brings a different dish. In a...read more

What It Really Means To Build Relationships With Meeting Planners

Salespeople sometimes unfairly get a bad rap. They’re perceived as sleazy, aggressive, spammy and willing to make promises that can’t be delivered to close the deal.  And, for hotel salespeople especially, they have another challenge to contend with – the staggering amount of competition also vying...read more

Why Hotels Are Shifting and Launching New Brands to Attract a Certain Traveler Demographic

Curating local immersive experiences for guests isn’t a new trend. The hotel industry has been moving toward this for a number of years. For instance, the F&B movement known as farm-to-table (circa early 2000s), where local food makes it to the hotel’s banquet table and restaurant, is an...read more

Venue Sourcing by Meeting Planners of Different Generations

Forget about one-size-fits-all sales and marketing to meeting planners. Today’s generations--baby boomers, Gen X, Gen Y (aka millennials)--have different values, different desires, and different irritations that all play a role in their sourcing and buying decisions. Knowing the preferences unique...read more

Redefining Experiences That Lead to Family Group Sales

It's All About the Experience My favorite summation of what it means to be a meeting planner is coming to fruition in 2015, as more people are beginning to demand adventurous experiences. Benchmark Resorts and Hotels, a division of Benchmark Hospitality International, published Top Meeting Trends...read more

Four DMOs That Are Creating Brilliant Content for Millennial Meeting Planners & Attendees

It takes more than Tweeting and posting images to Instagram to get hotel group business from millennial-age meeting planners. It now requires creating custom content for a generation hungry for destination intelligence that goes beyond staid and uninspiring tourism guides.  By promoting their cities...read more

The Rise of Untraditional Event Space

Immersive, unique and odd - that's the name of the game when it comes to planning and marketing an event venue. Backal Management Group compiled a list of the 10 recent entertainment trends in meeting and events, and they included immersive experiences that impact all the senses. With so many...read more

7 Must-Read Books for Hospitality Marketing & Sales Directors

Whether you’re by the pool or lounging around the house after putting in hours at the hotel, most likely you’ll reach for your favorite book. This summer, skip your usual mystery or romance novel for a book that will power up your hotel marketing and sales techniques, while also boosting your...read more

DMOs Are Moving Toward Marketing the Attendee Experience

As meeting professionals have become more Internet savvy and additional digital tools have been introduced over the years, Destination Marketing Organizations (DMOs) and Convention &  Visitors Bureaus (CVBs) are now at a crossroads: either change or become irrelevant. Here is what they are facing:  ...read more

The 10 Hotel Marketing Basics You Must Have in Today's Market

With such a heavy focus on increasing group bookings at hotels, it’s no wonder that marketing often gets the short end of the stick throughout the hotel industry. It’s the same reason that you’ll see robust sales teams but skeleton marketing crews, or a director of sales and rarely a director of...read more

4 Doctrines of Faith-Based F&B for Hotel Sales Managers

We've come a long way from the days when the Gideon Bible was on every hotel bedside table in America. The tolerance for diversity has opened the doors to a variety of faith-based groups looking for hotels that can accommodate their group business needs. When booking hotel group business that is ...read more

How to Get More Pleasure, Not Pain, From OTAs

Oh, the pleasure and the pain of working with online travel agencies (OTAs). On one hand, an OTA’s global reach exposes you to audiences you would have never otherwise touched. On the other, you’re losing tremendous amounts of money, since you’re paying out a commission on top of a hefty discounted...read more

How to Use Mystery Shopping to Boost Group Sales

According to the American Express 2014 Global Customer Service Barometer, customer service directly affects repeat business! The survey revealed that 60% of consumers who originally wanted to purchase something changed their minds after receiving poor customer service. For 37% of consumers, one bad...read more

A Hotelier's Strategy for Meeting Tragedy Head On & Surviving Successfully

Although it can be difficult and uncomfortable to think about, it's important to have a plan for coping with tragedies in your hotel's community. Here are some tips for managing very personal and unfortunate situations so that you can mitigate damages to your hotel and avoid further tragic...read more

Cvent CONNECT: Reggie Aggarwal Delivers Memorable Keynote to Attendees

Founder and CEO of Cvent, Reggie Aggarwal, delivered his final address to hospitality professionals attending Cvent CONNECT 2015. In his keynote, Reggie offered a few observations and takeaways from the past couple of days and made an announcement about a tool suppliers can use to assess themselves...read more

Cvent CONNECT Session - Planner Loyalty Drivers: From One-Offs to Repeat Bookings

What is the value of your best customer? The cost to acquire a new planner customer is high. Today at Cvent CONNECT, Carol Lynch, Director of Planner Communications for Cvent's Elite Meetings division, hosted a discussion with Greg Herning, Vice President Hotel Sales at MGM Grand Hotel & Casino Las...read more

Disney Marketing Tactics for Hoteliers

  No other brand in the world can compare to the omnipotent marketing power of Disney. As both a visionary and innovator, the Walt Disney Company has defied the conventions of hospitality marketing, group business marketing, customer service, and brand loyalty. As an unabashed (and admittedly,...read more
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