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| April 2010 | Vol 3 Issue 4 | |||||
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| Tools | ||
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How Big is Your Sales Team? One of the many common threads that are currently running through the special events industry is that sales teams are being asked to take on more and more responsibility because the sales team has been reduced due to budget cuts. This is especially prevalent in hotels, resorts, private clubs and event venues. Among other budget cutting tactics, sales teams have been reduced, however the overall financial goals have remained the same if not increased. Once again, the name of the game is adaptability and those who adapt easily and gracefully stand to benefit the most. Not only by the perception of being a team player, but you will also learn the most about constantly raising the level of your game - strategic thinking! Working smart is a lesson well learned early in the game, and when presented with difficult and challenging situations, industry professionals are given the opportunity to grow. Whether or not you are faced with a reduced sales team, one tremendous opportunity for growing your business and increasing your "sales team" comes through the other people and companies that you align yourself with that, in essence, become an extension of your sales team. The only difference is that they are not on your payroll! These alliances can be called "strategic partnerships", and that is the very subject of our next webinar coming up on May 12. Learning to carefully select and maximize these relationships is a very effective way to increase revenues and create an extraordinary network within your industry. Want to learn more? Register for our educational webinar on May 12 and start growing your sales team rather than reducing it! >> Print this article
" There are only two ways to live your life. One is as though nothing is a miracle. The other is as though everything is a miracle."
- Albert Einstein |
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| Tactics | ||
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2nd & 3rd Quarter Marketing Focus! You are in the middle of the 2nd quarter of the year – do you know where your marketing focus is? Or should be? And...the 3rd quarter is right around the corner – have you prepared the proper marketing strategies? (Note to reader: if at this point you are saying "I don't even have a marketing plan", it is not too late to write one! Instructions for writing the perfect marketing plan are on my website as a recorded webinar in the "learning center". Now, back to our article...) Here are a few items for your quarterly checklists: 1. Weddings – you are into the biggest wedding months of the year. It's not too late to upsell! Make sure you have an "upsell" list in place with all of the "trendy extras" to entice the bride. Increasing the "per event revenue" will help your financial statement tremendously! Here's a few other ideas for some last minute revenue:
3. Corporate Repeat Business
>> Print this article
"Only those who will risk going too far can possibly find out how far one can go."
- T.S. Eliot |
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| Announcement | ||
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Beverly Clark Hospitality Training Expands, Forms Strategic Partnerships with Industry's Elite
One of Beverly Clark Hospitality Training's niche markets is specializing in catering and golf tournament training for the private club industry, and it brings us great pleasure to announce our new strategic partnership with handpicked professionals from the private club industry. All of the professionals were previously affiliated with ClubCorp and collectively represent over 145 years of serving ClubCorp and its members. Working for a leader in the club industry served as a perfect springboard for the entire team. Now back together again, we are collaborating on a customized and progressive approach to servicing private clubs. New partners and consultants include: 
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| People in the News! | |||
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Congratulations to our new
Beverly Clark Certified Wedding Professionals: Suzi Haydon, Los Robles Greens Golf Club Jacqueline Whitman, Majestic Oaks Golf Club Cornelia Chan, Hilton Vancouver Metrotown Maria Villafañe, Crowne Plaza Los Cabos Grand Faro, All Inclusive Resort Kisha Wilson, Dreamy Weddings & Tours Inc. As well as gaining their certification, they now have the right to use a logo with their new designation on all marketing materials. 
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| What Do You Want to See? | ||
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Send us your ideas for future newsletters and topics and we'll do our best to accommodate your request. >> Submit Your Ideas and/or Subscribe to our Newsletter |
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| Webinar Series | ||
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#8 - Strategic Partnerships in the Special Events Industry
Join us Online on May 18, 2010 at 11am PDT/1:00pm CDT/2:00pm EDT (approximately a one-hour duration) Topics will include: Building Vendor Relationships, Unexpected Partnerships, Increasing Revenue Through Strategic Alignments. To register or for more information >> Please visit our Learning Center 
#9 - Maximizing the 2010 Holiday Season
Join us Online on July 21, 2010 at 11am PDT/1:00pm CDT/2:00pm EDT (approximately a one-hour duration) Topics will include: Marketing Streams and Timing, Increasing the Value of Your Product or Service, Securing Dates Early, Upselling the Extras. To register or for more information >> Please visit our Learning Center
#10 - Wine Sales and Upselling
Join us Online on Sept. 22, 2010 at 11am PDT/1:00pm CDT/2:00pm EDT (approximately a one-hour duration) Topics will include: Pairing with Menus, Conducting Proper Tastings, Upselling to the Next Tier (or two)! To register or for more information >> Please visit our Learning Center
#11 - Preparing for the 2011 Wedding Season
Join us Online on Oct. 20, 2010 at 11am PDT/1:00pm CDT/2:00pm EDT (approximately a one-hour duration) Topics will include: Trend Alert - What's on the Horizon for 2011, Making the Most of Your Advertising Dollars, Multi-Cultural Wedding Opportunities, Your Annual Wedding Marketing Plan - New Ideas! To register or for more information >> Please visit our Learning Center |
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| Connect with Lynne | ||
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BeverlyClarkTraining.com |
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| About Lynne | ||
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Editor in Chief Lynne LaFond DeLuca Lynne is the Sr. Vice President, Business Development and Education for Beverly Clark Hospitality Training. She is a highly regarded speaker in the special events industry and has written for industry publications including Boardroom and Catering magazines. Lynne has trained people around the world in the art of catering industry sales and operations. She has an absolute passion for what she does and for helping the people that she works with in the hospitality industry to perform at their maximum level. lynne@beverlyclarkenterprises.com More info on having Lynne as a Guest Speaker at your next industry event or sales meeting, please visit >> Beverly Clark Hospitality Training |
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| Resources | ||
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 Contact a Beverly Clark Representative about advertising on one of our websites. A strong internet marketing presence is a MUST today! T | 800.933.3434 E | info@beverlyclarkenterprises.com  For information on advertising in this newsletter please go to our: >> Newsletter ad information  |
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| Credits | ||
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Top photo courtesy of Alec & T Photography |
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