PRIMARY GOALS

To design, staff and implement the sales office in order to create a smooth transition during ownership change, provide direction for all sales and marketing activities as they pertain to maximizing total revenues and deliver a comprehensive six month Marketing Plan.

I.  Proper staffing guidelines will be recommended and interviewing will commence immediately in order to fill the vacant sales and sales support staff openings. Additionally, a comprehensive accelerated sales training program will be conducted for each of the new hires.

II.  All existing group business and group decision makers will be contacted and informed of the ownership changes. Further, they will be assured that the new ownership will continue to service their accounts in the manner in which they are accustomed.

III.  The existing sales support and administrative system will be reviewed. Items that are in place and efficient will be included in the revised system. Items that are missing or deficient will be implemented. Further, the review will identify non-selling activities, eliminate them and replace them with selling activities.

The review will include an analysis of the following:

As a result of the review, a comprehensive sales support and administrative system will be implemented to include written policies and procedures.

IV.  A six month Marketing Plan will be developed to include a minimum of the following:
• salesperson deployment
• identification of potential new accounts
• identification of new market segment targets
• sales budget
• competitive analysis
• proper staffing guidelines
• individual and office quotas
• community relations involvement
• trade show and travel schedules
• promotional collateral
• monthly action plans
• group and transient booking cycles
• introduction of rate management/inventory control guidelines
• introduction of a month-end group sales production report

V.  All existing collateral, office forms, contract forms and advertising will be reviewed and converted to reflect the change in ownership. A short-term media schedule will also be designed for industry-related directories and publications.

VI.  Announcements regarding the change in ownership will be designed and distributed to meeting planners and travel planners wherever it is determined to be appropriate.