SALES PROCESS TRAVEL INDUSTRY

Amsterdam Central

Sales are the backbone of any business and how businesses quantify ROI in a Company. Sales are evolving to be more of a complete solution for the company and enable us to sell our product more effectively between us and the client.  Sales do not need to improve margins, but build trust with clients through relationship building techniques and tactics. The relationships you build with our client follows you everywhere in anything you do.  Sales managers must appear credible to clients by analyzing data, asking enough questions, and creating the right solutions for the client based on their current needs. It’s the Sales Manager’s job to know everything about their client including the process, players, and our history with the client. We must understand the business model. It’s hybrid. Reference the Don Mcmillan PowerPoint. Future PS Sales Managers need to Listen More about what the #1 things are the client needs and to better understand their business models.  Ask the client what products they need and if they find a better rate to let you know. Also, by visiting the client more, we can better control meetings and understand their history, relationships, and growth strategy. Find out what makes your clients excited and think outside of the box to promote destinations. How are you positioned? How was your business? How many wholesalers did you work with?

We must understand:

  • ARENAS-where to be active
  • VEHICLES-How to get there?
  • DIFFERENTIATORS-How to win?
  • Staging-Speed to move?
  • Economic Logic-How to get return?
  • Numbers-Where, What’s the timeline

Sales Managers can obtain this information by using their available tools such as BO, PO, XML, NHS, CAL, and Visual Studio.

Are you afraid to lose something, scared shiftiness to loose one hotel? Consistent contact with Sales and Tech representatives. Mapping can help increase booking and increases in revenue. When our product is not on their shelf, we are loosing what is the strategy, what are we trying to achieve caching-Frequent update of cached data for higher price and inventory accuracy. REST will make communication faster.  Further XML optimization for richer user experience (Free cancellation, old price, social proofing, promotional message, media, content, mobile), rates and inventory prediction. Sales Managers should not only analyze trends in reservations for the client but should understand the gaps and find the hidden nugget. Do not quote Tripadvisor as most of the reviews are negative and remember sales does include Math.

  • Status (confirm/cancel)
  • Lead Time (Book time/Check) and Transaction Size
  • ADR= Gross/x
  • Destinations
  • Providers: Car, Cruise, Activities
  • Highest Search
  • People how many people coming i
  • Length of stay
  • How many in room
  • Occupancy %
  • Type of Hotels
  • Talk to sales people; Product knowledge
  • Brands
  • Website
  • Agencies
  • Service
  • Compare Share/Mix to source country
  • 2013/2014 Increase or Decrease
  • Source Market (Where to/Where From/% Booked/Top Hotels)
  • Business Model (B2B or B2C); Turnover
  • Where they work/How many customers they are working with
  • $GP AND %GP
  • Cancellation Size/Ratio
  • Relationship/Credibility
  • Seasonality
  • Search/Conversion
  • Info from customers, biggest company in revenue
  • Compare Priceline/Booking/Tourico Prices
  • Competitors
  • HOW DO THEY SEARCH: ID OR DESTINATION? IS CONVERSION GOOD OR NOT FOR CUSTOMER

GAP ANALYSIS CONCEPT:

  •       OPPORTUNITY
  •       DEMAND

○     PRB

○     NON PRB + EXPRB= FIT

○          ID (Vlookup (G2; A; D3; 0)), 0, VLOOKUP

○          LOCK SALES?

○          DC/PRB/FIT/TOTAL/PRB %/FIT%/TOTAL%

  •    SEARCH (Agency Search->City); Hotel City PRB;

○          (Search/Sales/Mix

Compare 2 (Agency + Provider Name)

Export-> Total Autosume=REV

=R2 (Total)– X = Direct Connect

Today’s Reservation=sumif (Lead Time, “t15”, Gross Price)

  •       BOOKINGS
  •   Export/Transpose with a Copy-Pivot Table
  •   SEARCH: NAME/REGION/AGENCY ID/SEARCH/CURRENT BOOKINGS
  •       EXPOSURE
  •       BOOKINGS/HOTEL

○          Conversion Report; Data/Sort SEAN

○          Booking/Search x 10,000 ->% search

○          Move to/from searches

○          Don’t have: Mix of business, How many hotels (rev/hotels), and View->Switch or Windows (1)

  •       NARROW CLIENT
  •       WHAT DESTINATIONS WHERE
  •    AVERAGES ON DC, PRB, AND FIT
  •       Sort Total Revenue $
  •    LOW CONVERSION RATE WITH A HIGH REVENUE = CACHED DATA

This includes building and maintaining relationships with clients, as well as understanding the technical side of things.  This includes developing relationships with switches and continually communicating with Product Managers to better understand the destinations they are selling. Sales Managers should obtain PowerPoint presentations about each destination in order to use as marketing collateral and better understand our presence in those territories. Sales Manager must check to make sure they get the product on the shelf and then prioritize their shelf for their clients. Sales managers need to check that the relevant properties are mapped to the clients who are not booking these properties and see if any attributes or technology problems that are blocking the hotel. In order to sell our product well, Sales Managers need to be able to tell a story of the product they are selling.  Control Conversation and don’t ask too many questions. These include:

  • Ranking of the property to your client
  • Mapping Coverage
  • Activities (Events, Sports, Music, etc.)
  • Margin (Cost)
  • TripAdvisor Rating
  • Description
  • Hotel Attributes-what client you can and not see
  • Attractions/Famous Places
  • Restaurants
  • Clubs/Bars
  • Location (Address, Zipcode
  • Airport
  • Proximity to Apartment
  • Phone Number/Room Number
  • Weather
  • Breakfast
  • Shuttle
  • Picture of Rooms
  • Allotment
  • Images
  • Star Rating
  • Room Types
  • Pricing
  • Taxes/Fees
  • Available
  • Seasons
  • Cancel Policies
  • Amenities
  • Facilities
  • Parking

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