What’s Your Plan to Increase Revenue in 2018?

Is there anything holding you back from achieving your revenue goals in 2018?   If you fell short in achieving your revenue targets for 2017, have you discovered the root cause for the shortfall?

Do any of the statements below ring true for your hotel?

  • You don’t have a property level sales person to actively pursue accounts in your backyard.
  • You have increased competition in your local market.
  • Your competitive set has dedicated sales people actively prospecting in your market.
  • You are reliant on the OTAs (3rd party websites) to provide base business to your hotel.

If you did not have a local sales strategy in place this past year, you are taking a passive approach to generating revenue and likely relying too heavily on OTA’s, walk-ins or compression within your comp set to fill your rooms.  This is not a long-term strategy and you will never create profitable, long term base business for your hotel if you are not actively prospecting in your backyard.

When looking for leads, finding where to start can feel overwhelming.  Below is a list of resources and strategies you and your team can use to begin prospecting:

  • Brand reports
  • Arrivals reports
  • Parking lot checks
  • Bid Clerk (for crew business)
  • Google your competition i.e.: “hockey tournaments abc hotel 2018”
  • Reach out to your top accounts to thank them for their business and requalify them for next year. Find out what you are doing well and what you could improve upon.
  • Sports tournaments at local facilities
  • Fish bowl at front desk
  • Partnerships (festivals, banquet halls, funeral homes, golf courses)

On your slowest check in nights (Sunday and Thursday for most hotels), delegate some of this important research to your front desk and night auditor to help you find contact information for these leads.

Lastly, set a goal and carve out time in your schedule to make a certain amount of calls per week.  Start with a realistic target that does not overwhelm you and commit to making the calls each week. You will start seeing the impact of your efforts over time as you build profitable base business for your hotel.

Wishing you much success in 2018!

Some of Our Clients

Proudly Serving Clients throughout US & Canada

"As a management company with 4 smaller hotels in busy transient markets, we have struggled to keep our sales and marketing costs relative to the size of our hotel.  The cost and time invested in attracting, training, and retaining good salespeople with the current job climate can be not only daunting but frustrating with turnover.  With varying demand in the market, a sales manager needs to recognize when to take the business, and when to say no to it.  The right rate, at the right time!

We have solved all these problems through turning this demanding role in 3 of our hotels over to Gillis Sales.

Gillis is a trusted, credible partner who has supplied me with experienced professionals who know the fastest route to the business I need.  This has become our most effective resource, and I 100% recommend the Gillis solution to my colleagues."
Patti Barker -

Vice President of Hospitality, Metropolitan Hospitality Management

We have the pleasure of working with Gillis Sales, and couldn’t be happier with the results. Their expertise in the hospitality industry, combined with their innovative sales strategies, have delivered exceptional revenue growth for our property. I highly recommend Gillis Sales to any hotel looking to boost their sales and increase their bottom line. Their commitment to excellence and personalized approach make them a valuable partner in the competitive world of hotel sales.
Preena Patel -

Preena Patel, Administrative Director,  A-1 Hospitality

"The math is simple: Gillis equals heads-in-beds!

The sales pro's at Gillis have been instrumental in building occupancy at Motel 6 and Studio 6 hotels in Canada over the past several years.  Working collaboratively with owners and managers, Gillis takes the time required to find and convert prospects to guests.  Gillis provides a best-in-class solution for hotels that don't have a dedicated, well-trained sales team."
Irwin M. Prince -

Irwin M. Prince, President & COO, Realstar Hospitality

“We had the good fortune of engaging Gillis after years of managing our sales effort inhouse. They came highly recommended through brand leadership and seasoned sales professionals – and they haven’t disappointed. Despite only a few months into our relationship, they have had an immediate impact on our hotels and key account relationships. The Gillis team has already established themselves as one of our most valued and trusted advisors and partners. They have always displayed the professionalism, passion and accountability demanded by their profession. The Gillis team is well prepared, highly engaged and goal orientated. To this end, they have solidified accounts, delivered new bookings and helped to diversify our business drivers. As a result, they have earned the deep respect and trust of our organization. I would not hesitate to recommend Gillis for any organization that requires the highest levels of sales performance, execution and professionalism.”
Perry Batke -

CHA, General Manager, Denham Hospitality Organization

“Tammy Gillis and her organization have been nothing short of amazing! We have seen an approximate ROI of 10x at our BW PLUS hotel as well as a ROI of 4-5x at our BW hotel. The sales team is so dedicated, passionate and driven to deliver revenue to hotels. I just wish we started sooner with Gillis!”
Hitesh Patel -

President, Colorado Hospitality, Inc.

Contact Us for a Complimentary Sales Consultation

800.296.2962 | sales@gillissales.com

 

Sales is the life blood of your organization.

No business has ever succeeded without sales. Knowing where to start can be overwhelming.

The good news is, we can teach you how to do it OR we can do it for you.

Our services will help you sell more rooms, stand out and succeed in a competitive market, and train your staff to implement sales more effectively.

Interested to learn how this applies to you? Contact us for a complimentary consultation.

 




    DYNAMIC SALES SOLUTION

    CURRENT CHALLENGES

    OPERATING WITHOUT A PROPERTY LEVEL SALES PERSONINCREASED COMPETITION IN YOUR MARKETTOO RELIANT ON OTA'S TO PROVIDE BASE BUSINESSDIFFICULTY FINDING QUALIFIED SALES PROFESSIONALS TO HIRE