Pompan Hospitality Global, Inc.

TME LEARNING PRESENTS

CONFERENCE OVERVIEW

In today’s highly competitive market, every hotel and conference center is looking for insights into new ideas and strategies that will provide them with an edge to generate more revenue and capture a larger share of the marketplace.

At the Revenue Generation 2014, you will learn the best practices and strategies to capitalize on the most current trends and technologies that help drive revenue from leading organizations and recognized experts.

SPONSORS

 

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DETAILS

Early Bird Registration:

Registration:

One Day Registration:

Guest Rooms:

$495 (registered before September 15th)

$595 (after September 15th)

$350

$139

Strategies and Ideas to Maximize Revenue for Your Property

NOVEMBER 12-13, 2014 – THE CROWNE PLAZA PRINCETON

STR, Inc.

Hotwire

Travel zoo

Hospitality Resource Group, Inc.

AGENDA

Wednesday, November 12

12:00 - 1:00 pm     -     Registration

1:00   - 1:30 pm     -     General Session

The Value of Packaging From the Customer Perspective

Joan was one of the first four recipients of the Pacesetter Award from the Hospitality Sales and Marketing Association International and of the Pyramid Award from the International Association of Conference Centers (IACC), both for her contributions to education. She is a 2004 Inductee into the CIC Hall of Leaders, the industry’s highest honor and was named among the most influential people in the hospitality industry by Successful Meetings Magazine.  In the this conference’s opening session, she will set the stage by sharing her passion for packaging meetings from her unique perspective as a leading voice of the meeting planning community for over 25 years

Presented by Joan Eisenstodt, Eisenstodt Associates

1:30   - 3:00 pm     -     Concurrent Sessions

How To Leverage The Total Meeting Experience

This session will provide an understanding of the following key concepts:

• Differentiate the Total Meeting Experience and Traditional Meeting Experiences

• Learn the details and nuances of the conference center concept as compared to the standard

hotel meeting model.

• How to create meeting packages that make sense.

• Identify the markets and customers most attracted to buying meeting packages.

• Reveal the enhanced profitability that Packages create

Presented by Neil Pompan, President and CEO, Pompan Hospitality Global, Inc.

1:30 - 2:10 pm     -           The Importance of Direct Distribution and How to Maximize It

If your organization is not taking advantage of direct distribution then you are losing opportunity to drive occupancy and maximize your most perishable product – guest rooms.  This session will help the attendee:

• Create an effective inventory management system that maximizes ADR

• Avoid the most common pitfalls of direct distribution

• Improve visibility and perception of your product

Presented by Eli Goldstein, Vice President of Sales, HotelRooms.com

2:20 - 3:00 pm     -           Dynamic Predictive Behavioral Modeling and Advanced Group Price Optimization

Understanding and predicting human behavior gives a Sales Professional a leg up.  This session will help the attendee:

• Level the group pricing playing field by overcome traditional group pricing challenges

• Group Market Segment Analysis made easy

• Factor in Historical Group Behavior and competition

• Reduce lost deals and Generate higher rates from price-sensitive groups

• Inclusion of Non-Room Revenue in group room pricing decisions

Presented by Erik Browning, Vice President of Business Consulting, The Rainmaker Group

3:00   - 3:15 pm     -     Afternoon Break

3:15   - 4:45 pm     -     Concurrent Sessions

Improve Your Prospecting Conversion Ratio

This session will provide an understanding of the following key concepts:

• Establish a sales mindset

• Learn the “Pareto Principle” and how to apply it

• Prospecting in the social media age

• Establish realistic sales metrics:

Revenue targets – Phone calls – Appointments – Qualified Prospects – New customers

• Identify the Keys to a successful sales call and establishing Key Performance Indicators

• Tracking progress: Tools and importance

• Sales trends to be prepared for

Presented by Laura McNerney, President, Hospitality Resource Group, Inc.

Strategies to Increase Banquet and Catering Average Checks

The economy is on the rebound.  Occupancies and room rates are on the rise.  Yet, banquet and catering dollars remains flat.  Now, more than ever, it is critical that hotel and conference center operators are getting the most they can from every banquet and catering cover.  Catering and Conference Managers need the tools to ethically increase average checks; and by so doing, improve the attendee experience and increase the likelihood of return business.  This session will provide an understanding of the following key concepts:

• Menu construction and its’ impact on increased sales

• Overcoming buyer pushback for Service charges, F&B minimums, Meeting Room Rentals and Event Fees

• The revenue generating power of the right wine

• Adding enhancements that make sense and drive revenue

Presented by Joe Cozza, Marriott International

5:30   - 7:00 pm     -     Hosted Reception

 

Thursday, November 13

7:30   - 8:30 am      -    Registration

7:30   - 8:30 am      -   Continental Breakfast

8:30   - 10:00 am    -    General Session

Revenue Trends Interactive Session

A group exercise aimed at identifying and documenting a wide variety of revenue trends and revenue generating ideas.  The results of this session will be shared to all attendees and will be able to be practically applies in everyone’s organization.

Facilitated by Laura McNerney, President, Hospitality Resource Group, Inc.

10:00 - 10:15 am    -    Morning Break

10:15 - 11:30 am    -    Concurrent Sessions

Mapping & Strategic Account Development

In today’s environment, turnover is the norm; not the exception.  Sustainable sales success is based, in large measure, to how deeply on can penetrate a company and grow the business from the inside out.  Mapping companies is critical to the ongoing success of every hotel and conference center. This session will provide an understanding of the following key concepts:

• The importance of becoming a strategic partner

• Understanding your customer and their business culture; Finding the value proposition

• How to create parallels - why are you a good fit for your customer

• “The Keys to Managing Strategic Accounts”

• How to reach the right decision-makers and more decision-makers

• Strategies for targeting high volume, high margin sales

• Best practices for negotiating a win-win

• Maximizing the sales presentation

• Account penetration and mapping | Cross referencing/cross selling

Presented by Laura McNerney, President, Hospitality Resource Group, Inc.

Discovering and Maximizing Potential with Online Travel Agencies

Love ‘em or hate ‘em, OTAs have become a pivotal part of hotel revenue strategy.  With the advent of mobile technology & the near constant rate of innovation, they’re continuing to grow in relevance to consumers, sales climbing year on year.

What does this mean for your hotel and how can you leverage the power of the OTAs for an optimal business mix?  This session will provide an understanding of the following key concepts:

• How to Build Your OTA Toolkit

• Brilliant OTA Hacks You Haven’t Tried

• Building and Planning Your Optimal OTA Strategy

Presented by Sarah Farrell, Senior Global Accounts Manager, Hotwire

11:30  - 12:45 pm     -   Conference Lunch

12:45   - 1:30 pm      -     Concurrent Sessions (Choose one)

Package Pricing & Overcoming Objections

Packages are proven to be highly sought after by customers and highly profitable for the property.  Customers familiar with packaging swear by them, but these customers only represent a small fraction of the meeting buyers.  Customers that are not familiar with package purchasing have a long list of objections that need to be overcome thought education. This session will provide an understanding of the following key concepts:

• Identify the most common objections to purchasing packages

• Learn key phrases and responses to help educate the customer and sell the concept

• Learn how to overcome every package objection

• Increase package sales closing ratios

Presented by Tom Cappucci, Vice President, Pompan Hospitality Global, Inc.

Performance Metrics for Food and Beverage Operations

STR, Inc. has been accumulating banquet and catering revenue and volume data for years and has introduced its newest indexing tool for properties to understand their relative level of success in this highly profitable area of hotel operations.  But benchmarking F&B operations is not as black and white as benchmarking rooms performance. Why this tool is valuable and how to use it will soon be as standard a management function as the tools created for measuring occupancy and ADR. This session will provide an understanding of the following key concepts:

• How STR is capturing detailed revenue

• How the metrics are calculated, and take a brief tour of the report.

• How to operationalize F&B benchmarking data

• How to set expectations and communication of these new metrics in your organization

Presented by Chris Crenshaw, VP, Strategic Development, STR, Inc.

1:30   - 1:45 pm     -    Afternoon Break

1:45   - 2:30 pm     -     General Session

Industry Renenue Trends

With a focus on the North East, we will take a 360 degree look at both historical actual performance and forecasted future performance of the hotel industry.  Looking through filters of segmentation, Day-of-Week, submarket, and long term trends; we will have a complete picture of the current state of the hotel industry.  Finally we will look at a select number of markets forecast to set expectations for performance for the duration of 2014 and all of 2015.

Presented by Chris Crenshaw, VP, Strategic Development, STR, Inc.

2:45   - 4:00 pm     -     Concurrent Sessions

Trends In Banquet & Catering

What’s hot and what’s not.  Learn about the top trends in food and beverage and how to incorporate them into your current banquet and catering program. This session will provide an understanding of the following key concepts:

Presented by TBD

Loyalty Programs - Understand The Problem Before Choosing a Solution

Building a profitable loyalty program is a fundamental component of a sound revenue generation program, but all too often people mistakenly believe that loyalty is only about incenting people that would be already using a property.  This session will provide an understanding of the following key concepts:

• Debunk the myths surrounding loyalty

• How to create and manage an effective loyalty program

• Sift through the many loyalty program options available

• The importance of mobile reach

Presented by Michael Stitt, Vice President and Global Head of Mobile Strategy, Travelzoo

4:15   - 5:00 pm     -    Closing General Session

 

WHO SHOULD ATTEND

Directors of Sales

General Managers

 

The Crowne Plaza Princeton is a proud member of IACC, The International Association of Conference Centers

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Revenue Generation 2014 please click the 'receive updates' button below.

Directors of Marketing

Directors of Catering

 

Senior Sales Managers

Directors of Conference Services

HotelRooms.com

Pompan Hospitality Global

Joan Eisenstodt

The Rainmaker Group

IF YOU ATTEND THIS CONFERENCE YOU WILL LEARN THE FOLLOWING

Increase Group Package Sales and Revenues

• Learn the value of Packaging from the Customer perspective

• How to develop and sell meeting packages and position them as a point of differentiation from your competitors

• How to overcome the objections against selling meeting packages

• Identify the markets and customers most attracted to buying meeting packages.

• Learn how to capitalize on promoting a Total Meeting Experience (“TME”) at your property

• Increase package sales closing ratios

Increase Traditional Group Sales and Revenues

• How to map an organization drive business from the inside out

• Achieve Group Volume and Rate Improvement

• Establish a sales mindset

• Learn the “Pareto Principle” and how to apply it

• Prospecting in the social media age

• Establish realistic sales metrics: Revenue targets – Phone calls – Appointments – Qualified Prospects – New customers

• Identify the Keys to a successful sales call and establishing Key Performance Indicators

Increase Transient ADR

• Increase Transient Rooms Revenue

• Maximizing potential with online travel agencies

• Create an effective inventory management system that maximizes ADR

• Avoid the most common pitfalls of direct distribution

• Improve visibility and perception of your product

• How to Build an effective OTA Toolkit

• How to evaluate your needs and create a comprehensive and winning OTA Strategy

Increase Banquet and Catering Average Check

• Develop Beneficial Catering Upsell Techniques

• Learn how to apply the most current trends in food and beverage to your BnC program

• Improve Menu construction and how it impacts revenues

• Overcoming buyer pushback for Service charges, F&B minimums, Meeting Room Rentals and Event Fees

• How to operationalize STR F&B benchmarking data and set expectations and communication of these new

metrics in your organization

PROVIDENCE, RI

ST. LOUIS, MO