Hostmark Hospitality Group2011 Annual Leadership Conference

Welcome

Welcome To Embracing the New Norm

Embracing The New Norm

What Is the New Norm?

Embracing The New Norm

To Understand The New Norm

Lets Start By Taking A Little Trip

Back

In Time

“You’ve Gotta Evolve”

Agenda

Our Discussion Today Will CoverUnderstanding The New NormThe New RealityGreatest Lesson of the New NormKey Points To Viable Action PlansGood NewsNew Vocabulary Word

The Economy

ECONOMIC DOWNTURN

While there was not a sudden halt to demand, the length

created new realities or lessons!

New Reality

Creation Of A New Reality

Internet Has Peeled Away Our Secrets

PRICING

REVIEWS

CONDITION

This Gave Power To Our Consumers

Conventional Wisdom

What Have We Learned During the last 18 months

Conventional Wisdom Was In A Free Fall

The Truth Be Known

Long Standing Axioms Like:

•We must meet in person•RevPAR is the most meaningful measure•Satisfied Customers are loyal Customers

No Longer Hold True

The Great Lesson

Greatest Lesson of the

“NEW NORM”

The separation and comprehension of a

Need vs. A Want!

Decision Makers

Our decision makers in group and transient business are less driven by impressing others and instead are looking for greater intrinsic

value

Three Takeaways

A constant is that Brand Values are always important to winning and maintaining customers

• The Digital Arena is not a “One Size Fits All”

• Information on our consumers is vital to our success

• The term “Social Media” is still evolving

Embracing Technology

Using Technology -

Personalized Proposals

Improved SEO Results

Technology -

Encouraging Positive Feedback?

Who Is Your Spokesperson

Take Opportunity to Sell!

Technology -

Technology -

Technology -

Technology -

Technology -

DO THE RESEARCH !

Past Conferences

Prospecting Competitors Phone Numbers

Information about the client

Photos of Individuals

Technology -

Technology -

Technology -Sites To Research

Technology –

Facebook Limitless opportunities!!! Accomplish what brand websites can’t Testimonials… Meet the Team… Who’s your audience? Build quality not quantity Don’t sell to but communicate with Generate Leads

Something To Read

Technology – What Is ?

Technology – How About These ?

GOOD NEWS

By The Numbers32% of the planners said the number of meetings they will be

responsible for in 2011 will be greater than 2010

22% of exhibition organizers expect an increase in events in 2011

50% or exhibition organizers expect attendance to remain the

same or increase

30% of meeting planners stated they will not have to cut costs in

201128% of meeting planners stated they will look at secondary markets

50% cited the economy is no longer a factor

Meeting Planner Facts

Interesting

• Cutting costs is diminishing

• DISCONNECT

• Affordability is rated #1

71% Room Rates is the number one concession hoteliers are willing to concede first

GOOD NEWS

New Vocabulary

SMARKETING

The union of the Sales, Marketing and Revenue Disciplines working together for a common goal!

The ability to effectively join the three disciplines into one and drive RESULTS !

SMARKETER

Wrap UP

One Size Does Not Fit All

Proven Tactics Still Come Into Play

Identify Who Your Real Consumers Are

Balance Proven Tactics And New Technology

Questions

QUESTIONS?