Sales Prospecting Guide 8254 Prospecting for Sports Groups

Sales Prospecting Guide, 8254 Prospecting for Sports Groups A. The Purpose of This Policy Sports groups, part of the SMERFES market segment, can be an excellent source of business during off-peak periods. Although often resistant to high rates, sports groups usually require a series of dates and have repeat business. Another major benefit to hotels is that sports teams do not usually require any meeting space. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8254 Prospecting for Sports Groups B. Professional Sports Most professional sports teams manage their own travel, but a few handle travel arrangements through their league offices. For professional sports (including minor league teams), determine which, if any, teams have potential for using our Hotel. Next, contact the franchise sales office to determine if anyone in that office is already working with the team(s) that you want to solicit. If so, determine whether you will get the best results by working with the franchise salesperson or by working on your own. If working the prospect on your own, contact the team or league and ask for the travel manager. To get reoccurring professional sports team travel will likely require a detailed site inspection by the league or team representative(s). Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8254 Prospecting for Sports Groups C. Collegiate Sports Take the following actions to gain sports business from colleges and universities: v Get lists of all contacts in the athletic departments of your local universities and colleges. Call on them to qualify them for potential business. v Attempt to get a list of the travel-management contacts for incoming teams scheduled to play local colleges and universities. v Check to see if incoming teams are using accommodation directories or online sites such as the West Coast Conference Directory. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8254 Prospecting for Sports Groups C. Collegiate Sports (cont. ) v Use the Blue Book of College Athletics for Senior, Junior and Community Colleges, an annual publication of coaches and other team v Check online sites for intercollegiate sports travel management, such as www. wccsports. com. v Contact travel agencies specializing in managing sports travel, such as Southwest Host Services. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8254 Prospecting for Sports Groups D. Other Amateur Sports There is much greater potential for group business from amateur sports teams than from professional teams, because there are many more amateur teams and tournaments. Here are some ideas for getting more group business from amateur sports events: v Contact sports associations to inquire if there are competitions or tournaments in our area. Do not forget the associations for lesser-known sports, such as archery, skeet shooting, bass fishing, diving, swimming, lawn bowling, curling, polo, cricket, mountain biking, golf, gymnastics, soccer, field hockey and dozens of others. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8254 Prospecting for Sports Groups D. Other Amateur Sports (cont. ) v Contact those who control the local sports venues, such as the Department of Parks and Recreation, arenas, schools, colleges and sports complexes. v Contact past sports groups and ask when the next event, competition or tournament is being held in this area. v Ask incoming sports groups about who is handling the travel arrangements for other teams not yet booked with us. Ask if league officials, referees and/or members of the press are traveling to the area. v Contact travel agencies specializing in managing sports travel, such as Southwest Host Services. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8254 Prospecting for Sports Groups D. Other Amateur Sports (cont. ) v See online sites for sports events near your location and for specific sports segments. v Participate in Sports Travel magazine’s Travel Events and Management in Sports (TEAMS) trade show. End SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8254 Prospecting for Sports Groups SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary