BUSINESS PLAN K E Y S T O A S U C C E S S F U L H O T E L S A L E S P L A N

P R E P A R E D B Y : A S S E M A N W A R

REVENUE GOALS

Increase Rate of Growth

Build Market Share

Enter New Markets

Increase Sales from Existing Customers

An aggressive revenue objective is to not only increase sales but

increase them at a greater rate each year. Being able to achieve this

objective is an indication that the marketing strategies implemented by

the company are successful.

customers are aware of the company’s products and services, and the

conversion rate of customer prospects to paying customers is on the

rise. If revenues increased 5 percent in the previous year, for example,

the revenue objective for the upcoming year could be 8 percent sales growth.

INCREASE RATE OF GROWTH

BUILD MARKET SHARE

The market for companies products and services can be

compared to a pie. In a growing market the size of the overall pie

increases each year the total potential revenue for the

companies in the market is larger.

Building market share means that company share of this

revenue pie gets larger each year.

Achieving this objective indicates that the strategies are effective

in beating out the competition.

ENTER NEW MARKETS Entering new markets helps further revenue growth objectives, because the total number of customers available to your company will increase.

Adding distribution channels allows to reach new markets as well.

offers products to the retail market through distributors can also market these products directly to consumers through the company website.

INCREASE SALES FROM EXISTING CUSTOMERS Satisfied customers who continue to do business, because

they will be willing to purchase new products and services

what we offer that also meet their needs.

Positive brand image, reputation for quality and excellent

customer service will drive sales of products and services.

COMPETITIVE ANALYSIS

Know your competition inside and out.

What is the condition of their product?

Who are their top accounts?

What rates are they charging, and what is their volume? - See more.

What are their strengths and weaknesses?

How is their staffing and service?

Know the answers to these questions and you will be in a good position.

CURRENT ACCOUNTS

We should know what your property’s strengths,

weaknesses, opportunities and threats are.

We must be sure that to know who is staying with us and at

what rate.

Know who the decision makers for your clients are and have

a plan to make sure that we are on top of every account

and every decision maker within that account.

TOP TARGET ACCOUNTS

How are we going to do what we want to steal from our

competitive set?

Use the development of our sales plan to know how we are

on top target accounts are.

what they are paying and how we intend to get that

particular account.

We should have top target accounts when we make a

sales plan.

We don’t waste our valuable sales time.

PLAN FOR EACH TARGET SEGMENT

If one of our goals is to increase business, we should have

several tactics that will help you do that.

- Analyze the Marketplace

- Re-Evaluate our Products or Services

- Examine Your Prices

- Review Your Distribution

- Test your Marketing Communications

We will need to be sure that our pricing strategy and the

training of all team member.

MEASURABLE GOALS

Know what performance you need to hit by day of week and season of the year, and don’t forget that RevPAR (Revenue per available room) is the combination of rate and occupancy.

We need to know how our plan on adjusting that mix while keeping on mind our hotel’s condition, staffing levels and a realistic assessment of what the price value of your property is.