Hilton Melbourne On The Park

Objective: Hilton Melbourne On The Park needed additional "signed" business in the form of corporate rate agreements. A tactical team was deployed to provide 'hot' business leads for the "on site" sales team to follow up and close.

Activity: Approx 300 businesses in the corporate sector local to the hotel, were visited over a 12-week campaign, by a dedicated USM sales person.They were asked if they had a need for a Hotel in Melbourne. If they responded positively the sales person would endeavour to establish who for and at what rate / frequency.

Communication: The USM sales representative was provided with Hotel flyers to promote to all businesses, and acquired 'hot' leads which were forwarded directly to the Hotel Sales Team for follow up/negotiation.

Results: USM provided Hilton with a spreadsheet detailing which corporates were 'hot leads' and which had already signed corporate rates with competitive Hotels. Where possible, detailed information regarding the competitive hotel/rate/frequency, and when the contracts would end, was also secured. This provided the hotel with an immediate increase in corporate rate agreements and a 'detailed target list," which the Hotel staff could utilise for ongoing sales opportunities.

Related services: Sales, Data Collection,