Courses in Revenue Development
In the current climate no hotel can afford to miss a sales opportunity. Now, more than ever, maintaining an edge over your competition is the key to success.
Revenue Support Visits
Carried out with your key Revenue personnel (Revenue Manager, Reservations Manager, Conference/Events Manager), this one day visit offers a detailed assessment of your Revenue operation, with on-job coaching throughout the day. The aim of the visit is to improve customer care and increase revenue.
The final report provides a detailed action plan and can be scored for future benchmarking should you wish. It covers the following areas:
- Delivering exceptional customer care
- First impressions on the telephone & face to face
- Reservations enquiry conversion
- Conference/events/weddings enquiry conversion
- Office procedures (e.g. chases, filing systems, terms/conditions)
- Maximising distribution channels (e.g. 3rd party internet, GDS)
- Yield management & revenue/pricing strategy
- Competitor analysis
- Team training & development
Revenue Development Training Courses
All training courses are written specifically for you, with the content tailored to your requirements. The courses are informal and fun with the main aim being that all those attending have clear, measurable and achievable actions to put into practice when they return to work. Although some time is spent on relevant theory the major focus is on practical ways to improve service and deliver increased profit.
Example training agendas…
Customer Sales Workshop
No hotel can afford to miss sales opportunities and this course is designed to help your team to convert every booking. It covers all aspects of enquiry handling and will improve telephone service and enquiry conversion.
Suitable for Reception & Revenue personnel, Duty Managers and anyone else who you would like to actively contribute to the sales effort, the course covers:
- Creating an excellent first impression
- Professional telephone behaviour
- Sales questioning skills & sales leads
- Selling the hotel – ‘painting a picture’
- Using ‘non-scripted’ telephone behaviour to make the customer feel welcome – creating a rapport
- Quoting prices & negotiation skills
- Closing techniques
- Practice & role-play
Revenue Development Workshop
Offering a refresher of basic reservations skills before going into more depth in the area of rooms management, this course is suitable for more experienced Revenue and Reception team members. The day covers:
- A refresher of the areas covered in the Customer Sales Workshop
- Understanding market mix & distribution channels
- Maximising internet sales
- How to ensure a solid base of business
- Yield management tactics & strategies
- Tools to monitor & analyse trends
- Revenue development strategies