Sales Prospecting Guide 8220 Prospecting from Reader Boards

Sales Prospecting Guide, 8220 Prospecting from Reader Boards A. The Purpose of This Policy Reader boards are the electronic or changeable-letter announcement boards often in hotel lobbies. We have a program of regularly checking these boards for sales leads for our Hotel. B. Responsibilities The Hotel general manager and sales committee are responsible for assigning Hotel team members to report events on competitors' reader boards. Hotel team members are responsible for reporting competitors' events accurately and on time. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8220 Prospecting from Reader Boards C. Procedures for Reader Board Prospecting The sales committee and general manager give each committee member the assignment of gathering information from competing hotel reader boards according to a specific schedule. Those assigned record their leads on a Reader Board Report form and bring the form to our Hotel sales department for following up. The form is continuous for each location, so one form may cover many days' notations. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8220 Prospecting from Reader Boards C. Procedures for Reader Board Prospecting (cont. ) Note that it can be awkward to be seen frequently visiting a competitor's lobby writing down information. Some ways to avoid this awkwardness are listed below: v When possible, go during non-business hours. v Check the reader board when you have other reasons to be at a competing hotel, such as for lunch, drinks, a meeting, appointment or visiting an acquaintance. v When the listing on the reader board is short enough, memorize them, so you do not have to write them down until you are off the property or in your car. You may not call any competitor to gain the information or give out information from our reader board. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8220 Prospecting from Reader Boards D. Following up on Reader-Board Leads Follow up on the reader-board leads that you are assigned. If you get a lead from one of your Reader Board Report forms that should be prospected by another salesperson according to our Account Coverage Plan, turn the lead over to that salesperson. Treat reader-board leads much as you do any other lead. Enter the prospect into Sales Central® and research the prospect to determine who the decision-maker is. Follow up with sales calls. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8220 Prospecting from Reader Boards E. Recordkeeping The salesperson or sales coordinator transfers completed Reader Board Reports in PDF format to MMI File. Spot®. F. Reader-Board Assignments See the table for reader-board assignments in your Hotel-specific Sales Information Guide. End SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8220 Prospecting from Reader Boards SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary