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Hospitality
Sales & Marketing
Association International
Greater Los Angeles Chapter
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August
2002
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Volume
7, Issue 8
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New Members
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Susie
Couch
Santa Barbara Inn |
Elisabeth
Familian
LA Masterplanner |
Leala
Gonzales
Wuksachi Village & Lodge |
Joe
Harding
Hacienda Hotel - LAX |
John
Jahanbani
Westin Bonaventure Hotel |
Gina
Keough
Santa Maria Visitors Bureau |
Eleonor
Villaver
UCLA Conference Services |
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Membership
Renewals
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Garriann
Dorman
Embassy Suites - LAX North |
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Calendar
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August
21, 2002
Master Connection Associates
"Mastering The Negotiation Process"
Hotel Sofitel - Los Angeles
>
Read
More...
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Future
Dates
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September
18, 2002
Discussion Panel
"The Future of Internet Distribution"
Hilton - Los Angeles Airport |
October
16, 2002
"Effective Trade Show Planning"
Westin Bonaventure - Los Angeles |
November
20, 2002
Half-Day Seminar
Travel Industry Round Table
Century Plaza - Century City |
December
2002
Holiday Party |
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Email
Tip of the Month
Treat Email Confidentially
If somebody sends
you information or ideas by email, you should not
assume that you have their permission to reproduce
that information in a public forum (discussion group,
USENET newsgroup, chat site etc.) Email is one-to-one
for a reason: it is designed for personal communication.
Unless you are explicitly told otherwise, always assume
that email you receive has a big "PRIVATE"
stamp on it -- so don't spread it around! Even simply
forwarding an email to a friend could under certain
circumstances be considered a breach of trust by the
original sender.
-
Edwin Hayward
www.emailaddresses.com
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| Debbie
Maier |
Lead Trainer
[
bio
] |
Current
Events
Wednesday,
August 21, 2002
Hotel Sofitel - Los Angeles
"Mastering
The Negotiation Process"
Presented by
Master Connection Associates
with
Debbie Maier
Many successful hospitality
sales professionals shy away from negotiating because
they may not want to risk losing a customer and rocking
the boat!
During this dynamic
presentation, Debbie Maier will share some key tools
and strategies for overcoming the "Fear of Negotiations"!
By attending you
will learn:
- What
constitutes a negotiation
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How to understand what is important to your customer
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How to leverage value added service in the sales
process
- Win-Win
negotiations and more...
>
Read
More... >
RSVP
Now!
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Chapter
News
HSMAI
LA Launches Membership Database
Some
of you may have noticed the recent changes to
our chapter web site at www.hsmailax.org.
On July 1st, after nearly 7 months in development,
the Greater Los Angeles Chapter launched its'
new membership database. Now members and non members
can perform many routine tasks online. Following
is an overview of the new features:
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$25
American Express Gift Checks FREE!
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The
Greater Los Angeles Chapter is challenging
its' current members to refer new members
and win a $25 American Express Gift Check
for each new member they refer.
Here's
how it works. For each new
member you refer, you will receive
a $25 American Express gift check.
That's right, $25! There's no limit
on the number of gift checks you can
get but you have to act now. The LA
Chapter's "Membership Challenge"
runs 8/1/02 - 9/30/02.
For
complete rules, terms and conditions
Click
Here.
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Join
HSMAI or Renew Membership
Three options; Join by Email and pay by check,
Apply Online and pay with a credit card, or Mail
the PDF application with your check. >
Go
There Now...
Register
for Chapter Events
RSVP
online for all chapter events and optionally pay with
a credit card (secure).
>
Go
There Now...
Join
Mailing List
Join and receive our monthly eNewsletter, snail
mail edition or both, and specify HTML or Text
format. Not sure if you're on our list? Simply
enter your email address and our system will let
you know. >
Go
There Now...
Update
Contact Information
Members and non members can update contact information
and change passwords by logging in with an email address
and password (supplied when you first registered).
Click on 'Chapter Services,' then on
the 'Update Contact Information' link.
>
Go
There Now...
Retrieve Password
To retrieve your password click on 'Chapter
Services,' then on the 'Retrieve
Password'' link and enter your email address.
Your password will be sent to you instantly via
email. >
Go
There Now...
Real-time
Membership Listing
All member information on 'membership listing' page
is "pulled" from the database. If your listing
is incorrect, simply login and make the necessary
changes to your contact information and it will be
updated instantly.
Go
There Now... >
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Industry
News ~
Snapshot
A
Biz Travel Recovery: What Would It Take?
The
accepted wisdom is that business travel will rebound as
soon as the economy does. But according to a new survey
of frequent business travelers, the equation may not be
that simple. More than 80 percent of the frequent travelers
who completed a May 2002 survey said that, on average, 24
percent of their air travel reductions would be permanent.
The survey was conducted by the Business Travel Consortium,
a Radnor, PA, organization seeking to influence policy on
issues affecting business travelers. The 403 who responded
to the survey expect to book an average of 38 round-trip
tickets in 2002. How much has corporate travel declined?
BTC's respondents expect, on average, to cut air travel
spending by about 10 percent through the end of the year.
That's over and above cutbacks instituted before the May
survey. Combining earlier research and the new information,
BTC forecasts business travel at the end of 2002 to be 20-25
percent below peak 2000 levels.
AMEX
Survey Shows Vacationers Book Trips At Last Minute:
According
to the 2002 American Express Leisure  Travel
Index, almost half of all travelers (48.2%) said they will
wait until the last minute to book their vacations plans.
Americans will also be budgeting 7% less for their vacations
this year than last. And once they're on their way, travelers
express concern about budgeting their money (25% this year
compared to 17% last year), and keeping their valuables
safe (19% compared to 14% last year). The leisure travel
season is expected to peak in July when 41% of Americans
say they will hit the beaches or other destinations, followed
by August when 29% of Americans say they will do so.
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National
Events & News
HSMAI Nationals' Membership
Contest=Cash, Prizes
The 2002 "Member-Get-A-Member" Membership Campaign
is on! Refer a peer or associate for membership and receive
a $25 gift certificate for every new member you bring in this
year. A member who brings in 10 new members will not only
have $250 in certificates but will also receive a one-year
complimentary membership. Cash awards of $1,500, $1,000 and
$500 will also be awarded to the Top '3' Producers in 2002.
For details contact HSMAI's National Office at (703) 610-9024.
Affordable
Meetings® National
>
Read
More...
September
4 - 5, 2002 ~ Washington Convention Center, Washington,
DC
Meetings
Quest™ >
Read
More...
December
5, 2002 ~ Disneyland Hotel, Anaheim
HSMAI Travel Awards Night
Dinner > Read
More...
January 28, 2003 ~ New York
>
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Selling
Tips
Using
The Telephone To Market
by Kevin Nunley
www.drnunley.com
(888) 429-6203
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Telemarketing costs less than
many other forms of advertising. A telephone call takes much
less time than face-to-face selling, and is more personal
than a letter. Telephone marketing also provides you with
fairly close personal contact to your prospect.
Telemarketing should be used
in addition to other marketing techniques. It should be
a continuing effort. A single phone call will usually not
be enough.
Voice training is often a
good idea for whoever is doing the calling. Make sure that
you talk clearly, use short sentences, and talk loud enough
so that the prospect can hear you. Recent research has shown
that it is a good idea to memorize a script so that your
words flow more smoothly. The script must be so well memorized
that you know it by heart. Don't use words that feel strange.
Find words and phrases that come naturally to you.
Your telephone personality
is important to consider. Notice how your friends and
probably even yourself use a different voice personality
when speaking on the phone. Sometimes it's subtle, but
it's there. Try to eliminate your telephone personality
and be as natural as possible, as though you were speaking
to someone in a regular conversation.
Be prepared to be rejected.
Only 51% of people even listen to telemarketers. To succeed
in telemarketing, you need to know what benefits a customer
likes. Emphasize those benefits that have the most impact.
Remember, the more people that you call, the more sales
you'll close.
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N
E X T M O N T H
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Greater
LA Chapter's $25 American Express Gift Check "Membership
Challenge" update.
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Published Monthly by HSMAI, Greater
Los Angeles Chapter
3579 E. Foothill Blvd., Suite 229 :: Pasadena,
CA 91107
(626) 836-1222 office :: (626)
836-1223 fax
info@hsmailax.org
Created by
EMA
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