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Carino Collection assists
the independent luxury hotel
with worldwide sales - hotel and resort sales representation to the business travel, group, and leisure markets.
We do this with
15 tools:
1.
Corporate Transient Business Sales - and Corporate RFP provider
Lobbying to the Corporate Travel Managers - on behalf of members . Direct sales focused on you, our member hotels.
We get in the door - we have access to key corporate travel managers and decision makers in Europe and US.
We get our members in front of targeted companies and decision makers for corporate/business travel, make sure they are included in the bid process and then provide detailed assistance with how to fill out the RFP's to win the bid. The bidding process is electronically handled through RFP Express.
Colleen McCollum, Wendy Kleinman, Wendie Stone, Joe Carino, and Peter Kressaty know many of the travel managers and are able through the value of the whole collection and their own integrity to get the members included in the RFP's sent out by the corporate travel managers.
When they recommend a hotel, it must have value to the travel manager.
2.
SalesConnect 2.0 - our web based sales networking tool for all our members
Our sales activity is tracked and communicated via SalesConnect2.0TM, a web-accessible database of corporate, leisure and group account information.
This on-line tool enables our member hotel's sales departments to maximize their sales potential by accessing real-time, up-to-date contact and business profile information, including historical travel statistics on existing and potential clients.
Furthermore, sales call reports and traces are integrated in real time thus creating our industry's most thorough interactive, online data mining tool.
Detailed client data at your sales team's desk - constantly updated, fresh knowledge to find the most valuable contacts and turn them into clients.
Read More about our hotel sales department software for client database tracking >
3.
Co-Op Opt-In Marketing programs for the members.
24 programs and all communication avenues are used: never just print.
The members benefit from the power of the group.
We get the independent where the big brands are usually the only ones who can afford the access.
No member has to participate in or pay for more than they want.
The members own brand is what we market - not Carino.
We don't farm the programs out to an agency because we do all the artwork and design in-house. We know the needs and markets better than 99.9% of outside agencies. We put those decades of discovery and skills in the hands of our members.
Read more about our co-op marketing program for the independent luxury hotel >
Read more about our co-op marketing team members for luxury hotel marketing >
4.
Travel Agent Consortia Coordination & RFP Application Provider
Members can, of course, use whatever GDS provider and consortia RFP bidding process that they prefer.
Many members belong to Leading and Preferred and those organizations manage the consortia process. That's fine. We can still assist in getting you in front of the decision makers and a leg up on your competitors.
On the other hand, some members ask for our assistance in joining consortia and prefer to handle the RFP process through us with RFP Express. We can provide our advice, forward the RFP application to the member hotel and assist in getting the member in the program.
Read more about our co-op consortia marketing programs for our hotels - over and above our consortia coordination >
5.
Our seasoned, mature sales team of six: based in New York, Pennsylvania, California, Washington,D.C., Colorado and London.
We are prospecting for our members.
Our sales team is looking, talking, networking with Corporate Travel Managers, meeting planners, incentive professionals, and travel agents.
Who are we?
Colleen McCollum in New York is the Executive Director of Sales and handles Global Sales and leads the corporate sales team.
Kim Segal in New York is the Director of Group Sale sand leads the group sales team.
Wendie Stone in London is our Regional Sales Manager and handles the UK and European accounts for transient and group sales.
Brian Davey in New York handles Northeast accounts for gorups sales and also handles East Coast and Midwest transient sales.
Stacy Davis in Los Angeles handles West Coast accounts for transient and group sales.
Palm Blanch- Friedrich in Harrisburg handles Philadelphia and Midwest accounts for group sales.
Lisa Hunter in Washington, DC handles DC Area accounts for group sales.
Wendy Kleinman in New York handles Northeast accounts for corporate sales.
Shannon Minton in Denver handles West and Texas for group sales.
Joe Carino in New York is our President and handles member relations, SalesConnect and sales support and always is out seeing our client business travel managers and corporate accounts.
Peter Kressaty in New York is our Vice President and handles business development, member relations, SalesConnect and sales support and also is always out making sales calls on our clients.
Sandy Heydt and Eric von Stark in Denver handle all our co-op marketing programs.
We all sell for the members. We all look after the interests of the members.
6.
Group, Incentive and Retreat Sales
While our company was built on the strength of our corporate travel contacts, we quickly grew to include group sales as part of our hotel member services.
Because many of our corporate contacts and travel agency clients also handle groups, and because our member hotels mostly all look for group business, it was a natural progression for us to add this important component to our member services.
We call on global companies that have corporate on-sites/implants that are dedicated booking agents for group business. We call on corporate companies and associations that have been identified as potential high producers of room nights.
We hired some of the best and most well connected group sales managers to our team and now have built this part of our business into a strong revenue source for our hotel members. We have the entire USA covered as well as the UK and much of Europe.
And we are not just lead generators....we really put business into our hotels that works and fits and is a win-win for both hotel and client.
Our trade show presence at events such as MPI strengthen our member's visibility in the group marketplace.
7.
Our New York office team who assist members with:
Our office team in New York is Evan Weiss and Hannah Doblick. These are the folks who will get your consortia applications processed, your corporate RFP's sent to you, arrange all your needs at the tradeshows, and set up your meetings with clients when you are setting up client meetings from Bucharest to Hong Kong with all the places in between - yes they and the whole team will get you the appointments that you need.
Other members of our New York team include Gina Quinari and Diana Carino in the database management department .
Consortia Membership: Our team knows all the contacts and get our members in the door to be considered not only for membership but can assist during the RFP process. Our team can assist our members to learn more about how to maximize consortia membership both in direct sales efforts and consortia marketing programs.
We know which consortia are leisure consumer based, which are business based and which are both. We direct our hotel members in the direction most appropriate for their type of hotel and needs and help them build relationships with the appropriate lead sources.
Corporate RFP submission: Once again our team can get our hotel members in front of the decision makers so that if the client indeed needs hotel rooms in the city of a member, we will ensure that a bid is received and high consideration is given for acceptance.
We ensure that our members are given high consideration in the negotiated rate programs.
Personalized sales visits: We set up sales calls with all our client contacts all over the world, wherever a hotel member has business coming in from and/or where the competition is getting business from.
All sales appointments are set up through the Carino regional offices for the area the hotel would like to visit. The Carino sales manager can arrange a number of days of sales calls and accompany the hotel member on as many sales calls as possible. This just reinforces our relationship with the clients and with our hotel members.
Many times hotel members like to join together for sales calls so as to combine energy, to share clients and knowledge. We encourage this and enjoy joining in on the sales calls. Often when more than one hotel is visiting a client it interests the client more because it can fill more than one need for the client with one sales call.
We set up presentations for our members to travel agencies - for both corporate transient and leisure transient business - depending on the type of business our member is looking for. And we have so many contacts, once our hotel clients tells us who they want to call on, we often add to that list with contacts of our own to introduce to the hotel and start an ongoing and fruitful relationship.
Organized sales calls and road shows for the entire membership: We organize sales calls and presentations in locations where their are decision makers as well as which are key feeder markets for our members. Some of these locations include San Francisco, Chicago, Miami, Tampa, Washington, DC, Toronto, Minneapolis, Boston and Los Angeles.
Receptions : At various times throughout the year we organize receptions where clients can meet and network with quite a number of hotels at one time. These receptions are offered in key feeder cities for most of our hotel members (such as New York, San Francisco, and Chicago) as well as during important trade shows where many key decisions makers and many of our hotel members are in attendance .
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8.
Trade Shows Opportunities & Sales Trips
The Carino Collection booth provides space for participating members and background knowledge of the trade show attendees. Our booth is usually one of the most visited on the trade show floor. It is all our team's contacts that make that possible.
During the trade show, we make sure that all the local market clients are called upon.
We do this worldwide in for a variety of market segments, such as:
For group market, the trade shows include New England Meetings and Industry Conference in Boston; Affordable Meetings; N. California MPI; and MPI PEC.
For the entertainment market, we attend all the Tour Connection Trade Shows.
For the corporate market we attend ITM; Corporate Travel World; and Business Travel Show in London.
For the leisure and corporate market we contact a Fine Hotels and Resorts Roadshow in the West, East and Central US; and ITB in Berlin; Confex in London.
9.
Sales Trip Set-Up , Appointment Arrangements, & Organization For Members
Personalized sales visits: We set up sales calls with all our client contacts all over the world, wherever a hotel member has business coming in from and/or where the competition is getting business from.
All sales appointments are set up through the Carino regional offices for the area the hotel would like to visit. The Carino sales manager can arrange a number of days of sales calls and accompany the hotel member on as many sales calls as possible. This just reinforces our relationship with the clients and with our hotel members.
Many times hotel members like to join together for sales calls so as to combine energy, to share clients and knowledge. We encourage this and enjoy joining in on the sales calls. Often when more than one hotel is visiting a client it interests the client more because it can fill more than one need for the client with one sales call.
We set up presentations for our members to travel agencies - for both corporate transient and leisure transient business - depending on the type of business our member is looking for. And we have so many contacts, once our hotel clients tells us who they want to call on, we often add to that list with contacts of our own to introduce to the hotel and start an ongoing and fruitful relationship.
Organized sales calls and road shows for the entire membership: We organize sales calls and presentations in locations where their are decision makers as well as which are key feeder markets for our members. Some of these locations include San Francisco, Chicago, Miami, Tampa, Washington, DC, Toronto, Minneapolis, Boston and Los Angeles.
Receptions : At various times throughout the year we organize receptions where clients can meet and network with quite a number of hotels at one time. These receptions are offered in key feeder cities for most of our hotel members (such as New York, San Francisco, and Chicago) as well as during important trade shows where many key decisions makers and many of our hotel members are in attendance .
10.
Need period revenue generation
Monthly E-Blasts to 17,000 Contacts - Travel Managers, Travel Agents, Meeting Planners with Members' Offers
Our hotel members can access our 17,000 contacts with e-blasts and offers to this list whenever they have special news or need periods to fill. Just let us know the offer or news you would like to share and we'll send out the blast for you.
CC'Complements is also another method of reaching the travel industry market. CC'Complements is a series of promotional and discounted rate programs targeted at the corporate market designed to generate incremental business for hotels during need periods and during low season. This promotion is GDS and internet driven. Member hotels can change their rates depending on forecasted business. Additional CC'Complements is promoted on a tactical basis throughout the year to business and leisure travel agencies.
11.
Access to inside information
We are focused on getting our members in the door so that they can close their own deals.
What we know...we want our members to know. What we discover, we share with our members. We want our members to plan and strategize to close more business with as much information as possible.
We spread the details, the access, and the success around.
12.
Consistent "Best Practices" passed on to members' sales teams.
We, at Carino, provide the on-going history to the newest, greenest sales recruit. We share our years of experience in all the market segments and can assist new Directors of Sales in navigating their important position. These include setting up a sales office, conducting a delphi audit; training the sales team on prospecting skills and more.
We provide advice for how best to approach a market or client.
We can share those things that have worked for us and many of our clients to give you a head start in a particular market.
13.
Interim Sales Staff
When a member becomes short staffed, we have mature hotel sales people who can blend right in, who know the markets, know the clients and get steam up quickly.
With our interim sales staff, there is no need to settle for a quick staff choice.
We give our members the time to make a wise choice while also giving the whole team a wise professional who knows what they're doing.
Read more about who our mature, highly experienced interim
staff are >
14.
Interim Directors of Sales and Marketing
Don't let your sales team flounder without a leader. No need to rush to fill that important void. Take your time to find just the right person.
Short of a leader to get the department through marketing plan and budgeting season? We have interim Sales & Marketing Directors for the members when they should need one. We have put together marketing plans for inner city hotels, resorts, business hotels and group houses.
The interim directors can conduct an audit of team and practices, lead the all important Delphi audit and clean up and train your staff in sales skills and prospecting.
Is there someone on your sales team that is underperforming but you know can improve with some personalized training? We enjoy one on one sales training, focusing on just those skills that your staff person needs to develop.
We don't just fill-in, we move the team forward. We keep the team focused while the GM and owners work on finding the right long term leader.
We have three experienced DOS leaders who have all worked with urban luxury independents as well as resort leisure independents.
We know the ways to keep the department team shining and the GM, too.
Read more about our highly qualified interim sales and marketing directors : Sandy Heydt and Jeannie DiGrappa >
15.
SWAT Team for added sales market saturation
- when you need it
Even if a member's sales department is fully staffed, there are times when a member is challenged in a market or finds themselves losing market share. At that time, we can provide additional sales power.
We can prospect. Put us in a room, give us a list and close the door. We'll come out 8 hours later with some new leads and some good potential for your permanent team members to work on.
We can work the current account list for clients who have dropped by the wayside. How many hotels - with turnover and other distractions - feel that they have not kept in touch with past clients who may be able to bring more business. We'll get on the phone and make contact with them and then turn over the good leads to your team. We'll clean up your list and delete names that are no longer with a company to save the time of your team.
We're ready to go. Our staff have current client contacts in every market segment. Most of the clients you might have on your list we already know. And we know some that might be new good business for your property.
We are low maintenance, motivated and aware. Your agenda is our agenda, pure and simple.
We get down to business.
Read more about our SWAT team >
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