q1 national sales q1 revenue and highlights
NATIONAL SALES UPDATE – Q1 NATIONAL SALES Q1 REVENUE AND HIGHLIGHTS
May 6, 2015
NATIONAL SALES Q1 RESULTS Group Definite Revenue Contracted: $777,460 Number of Group Leads Generated: 250 Lead Revenue Generated: $3,926,957
WIG 1 Chart
TRADE SHOWS ATTENDED National Tour Association
Go West Summit
American Bus Association
ID Commerce PTAC Conference
RCMA AFCA
-‐ 1 -‐
NATIONAL SALES UPDATE – Q1 Customers will Pay Market Rates Chuck Carter worked with Lisa Brown, General Manager of Red Lion Hotel Kalispell, to renew Delta Airlines crew accommodations contract with a $100 rate increase 2015 over 2014, moving from $99 to $199. Our relationship with Delta enabled a conversation about the seasonality of the market and the factors influencing the rate increase. Delta reviewed two other hotels in the market and chose to renew with Red Lion.
May 6, 2015
NATIONAL SALES TEAM Sharon Andrade VP National Sales Robin Bammert, NDOS Government, Military & Religious
Duetto Helps Team Close $101K Robin Bammert used Due2o to evaluate a short term opportunity for Red Lion Inn & Suites Denver Airport, 27 rooms per night long term stay. Due2o gave her the market rates for the area, informing her to price the business at $95, which was $8 higher than the hotel’s online rate. She worked closely with Xochitl Saldana, General Manager, to cover the details and they closed the deal. Denver Airport: $101,175 in short term revenue. (1,064 room nights @ $95.00 -‐ April 6 to May 27)
Red Lion Loyalty Chuck Carter and Brent Ashton, Sales Manager at Spokane Hotel at the Park, worked together to book new business for 2016 with Globus. Chuck, I think this means this tour is about 2/3 Red Lion properties now. Stephanie Brooks, Globus Spokane Hotel at the Park: $21,800 in new 2016 business (200 group tour rooms at $109) -‐ 2 -‐
Chuck Carter, NDOS Tour & Travel, Entertainment, Transportation/Permanent Dana Divine, NDOS Corporate Group and Preferred Corporate Travel, Consortia Ryan Donckers, NDOS Sports, Team Travel & Fraternal Barb Gendron, NDOS Washington State Association
NATIONAL SALES UPDATE – Q1
May 6, 2015
Hotelligence and Lanyon Tools Dana Divine is an expert in discovering opportunity using Hotelligence reports and Lanyon. She works with RLHC hotels to identify and go after business that is staying in our competitor hotels. One recent example is Burlington Northern with over 1700 room nights going into the Portland market, where Dana secured a bid opportunity for the Red Lion Hotel Jantzen Beach.
RLHC gets ROI with Investment in Collegiate Sports Sponsorships Ryan Donckers manages our collegiate relationships effectively, with team stays at our hotels generating over $860,000 per year. Here is a shot of our floor sign coverage during the Big Sky Championship.
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NATIONAL SALES UPDATE – Q1 TASK FORCE SALES SOLUTION TEAM Dennis Porter DOS – Task Force Lisa McCaslin DOS – Task Force Teri Sweeney DOS – Task Force Valinda Cortez DOC – Task Force
May 6, 2015
Task Force Closes the Gap Our task force team was deployed to hotels to address revenue shortfalls by finding and booking business and implementing best practices and tools with sales teams to improve long term productivity. Highlights include: Dennis Porter help close a 500 room night gap to budget for 2015 at Red Lion Templin’s Hotel on the River. Dennis spent much of his time transitioning tentative business into definite (over 300 room nights). This was an area in great need as we had substantial tentative revenue sitting out there that needed turned. At this time, the Sales Team has reduced the pace shortfall to 100 rooms and just over $20,000. This is a significant gain over where the property stood one month ago. Dave Malone, General Manager, Red Lion Templin’s Hotel on the River Teri Sweeney has served as interim Director of Sales & Marketing at Red Lion Hotel Redding and has uncovered a huge opportunity with the State of California moving to a new Concur travel management platform, for all of RLHC to capture additional government business. Rated 5 out of 5, very please with Teri’s time, very productive and cooperative. Stephen Jones, General Manager, Red Lion Hotel Redding Lisa McCaslin was hired by Red Lion Hotel Wenatchee to train the Sales and Catering Team on sales process, prospecting and closing business. Lisa made sure that the team is taking advantage of every tool possible at their disposal. She made sure every competitive advantage was being applied to obtain new and the return of old business. Also, she implemented procedures that allowed the team to perform more effectively as a whole. I look forward to working with her again. Gurbir Sandhu, Managing Director and Owner, Red Lion Hotel Wenatchee
-‐ 4 -‐
May 6, 2015
NATIONAL SALES Q1 RESULTS Group Definite Revenue Contracted: $777,460 Number of Group Leads Generated: 250 Lead Revenue Generated: $3,926,957
WIG 1 Chart
TRADE SHOWS ATTENDED National Tour Association
Go West Summit
American Bus Association
ID Commerce PTAC Conference
RCMA AFCA
-‐ 1 -‐
NATIONAL SALES UPDATE – Q1 Customers will Pay Market Rates Chuck Carter worked with Lisa Brown, General Manager of Red Lion Hotel Kalispell, to renew Delta Airlines crew accommodations contract with a $100 rate increase 2015 over 2014, moving from $99 to $199. Our relationship with Delta enabled a conversation about the seasonality of the market and the factors influencing the rate increase. Delta reviewed two other hotels in the market and chose to renew with Red Lion.
May 6, 2015
NATIONAL SALES TEAM Sharon Andrade VP National Sales Robin Bammert, NDOS Government, Military & Religious
Duetto Helps Team Close $101K Robin Bammert used Due2o to evaluate a short term opportunity for Red Lion Inn & Suites Denver Airport, 27 rooms per night long term stay. Due2o gave her the market rates for the area, informing her to price the business at $95, which was $8 higher than the hotel’s online rate. She worked closely with Xochitl Saldana, General Manager, to cover the details and they closed the deal. Denver Airport: $101,175 in short term revenue. (1,064 room nights @ $95.00 -‐ April 6 to May 27)
Red Lion Loyalty Chuck Carter and Brent Ashton, Sales Manager at Spokane Hotel at the Park, worked together to book new business for 2016 with Globus. Chuck, I think this means this tour is about 2/3 Red Lion properties now. Stephanie Brooks, Globus Spokane Hotel at the Park: $21,800 in new 2016 business (200 group tour rooms at $109) -‐ 2 -‐
Chuck Carter, NDOS Tour & Travel, Entertainment, Transportation/Permanent Dana Divine, NDOS Corporate Group and Preferred Corporate Travel, Consortia Ryan Donckers, NDOS Sports, Team Travel & Fraternal Barb Gendron, NDOS Washington State Association
NATIONAL SALES UPDATE – Q1
May 6, 2015
Hotelligence and Lanyon Tools Dana Divine is an expert in discovering opportunity using Hotelligence reports and Lanyon. She works with RLHC hotels to identify and go after business that is staying in our competitor hotels. One recent example is Burlington Northern with over 1700 room nights going into the Portland market, where Dana secured a bid opportunity for the Red Lion Hotel Jantzen Beach.
RLHC gets ROI with Investment in Collegiate Sports Sponsorships Ryan Donckers manages our collegiate relationships effectively, with team stays at our hotels generating over $860,000 per year. Here is a shot of our floor sign coverage during the Big Sky Championship.
-‐ 3 -‐
NATIONAL SALES UPDATE – Q1 TASK FORCE SALES SOLUTION TEAM Dennis Porter DOS – Task Force Lisa McCaslin DOS – Task Force Teri Sweeney DOS – Task Force Valinda Cortez DOC – Task Force
May 6, 2015
Task Force Closes the Gap Our task force team was deployed to hotels to address revenue shortfalls by finding and booking business and implementing best practices and tools with sales teams to improve long term productivity. Highlights include: Dennis Porter help close a 500 room night gap to budget for 2015 at Red Lion Templin’s Hotel on the River. Dennis spent much of his time transitioning tentative business into definite (over 300 room nights). This was an area in great need as we had substantial tentative revenue sitting out there that needed turned. At this time, the Sales Team has reduced the pace shortfall to 100 rooms and just over $20,000. This is a significant gain over where the property stood one month ago. Dave Malone, General Manager, Red Lion Templin’s Hotel on the River Teri Sweeney has served as interim Director of Sales & Marketing at Red Lion Hotel Redding and has uncovered a huge opportunity with the State of California moving to a new Concur travel management platform, for all of RLHC to capture additional government business. Rated 5 out of 5, very please with Teri’s time, very productive and cooperative. Stephen Jones, General Manager, Red Lion Hotel Redding Lisa McCaslin was hired by Red Lion Hotel Wenatchee to train the Sales and Catering Team on sales process, prospecting and closing business. Lisa made sure that the team is taking advantage of every tool possible at their disposal. She made sure every competitive advantage was being applied to obtain new and the return of old business. Also, she implemented procedures that allowed the team to perform more effectively as a whole. I look forward to working with her again. Gurbir Sandhu, Managing Director and Owner, Red Lion Hotel Wenatchee
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