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Hospitality
Sales & Marketing
Association International
Greater Los Angeles Chapter
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October
2002
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Volume
7, Issue 10
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Membership Renewals
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Jon
Armstrong
Enterprise Rent-A-Car |
Nelson
Clark
Beverly Clark Enterprises |
Edward
"Ned" Connolly
Hotel & Travel Index |
Kathleen
Interian
Los Angeles CVB |
Fran
Kiradjian
CCRA |
Mitch
Woolley
E-Marketing Associates |
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New
Members
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Ellen
Fremaux
Lawry's The Prime Rib |
Tony
Garibian
Wilshire Royale Howard Johnson |
Emily
Glarner
Timeless Hospitality |
Dennis
Hofilena
Sunset Marquis Hotel & Villas |
Karen
Kaluzny
PaeTec Communications, Inc. |
Mark
Peay
PaeTec Communications, Inc. |
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2002
Calendar
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Thursday,
October 17th
(special day & time 11am - 2pm)
Guerrilla Trade Show Selling
Westin Bonaventure - LA
>
Read
More...
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Future
Dates
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Wednesday,
November 20th
Half-Day Educational Seminar
Travel Industry Round Table
Century Plaza - Century City |
December
2002
Holiday Party with HFTP
Date TBA |
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Email
Tip of the Month
Get
Reminded to Reply to a Message in Outlook
Messages that I
do not deal with instantly tend to get forgotten
for quite some time. Unfortunately sometimes I
forget to answer a mail until it's too late. With
Outlook, you can reduce the chance of this happening
to you.
In the Inbox, open
a message's context menu by right clicking on
it and select Flag for Follow Up from it. In the
dialog that comes up, choose the date when you
have to complete the task, close the dialog with
OK and Outlook will notify you on that day.
Courtesy
of
Heinz Tschabitscher
www.email.about.com
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N
E X T M O N T H
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The
wait is over! Beginning with the November
issue, HSMAI Los Angeles' new 4-page newsletter
format will make its debut. The new format will
feature additional information on chapter and
industry related issues, as well as advertising
opportunities for member and non-member organizations.
For
advertising info, rates and specifications,
click
here.
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Orvel
Ray Wilson, CSP
Senior Partner &
Co-author
[ bio
]
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Current
Events
Thursday,
October 17, 2002
Westin Bonaventure - Downtown Los Angeles
[ RSVP
Now!
] [ details
]
"Guerrilla
Trade Show Selling"
Presented by
Orvel
Ray Wilson, CSP
The Guerrilla
Group, Inc.
Co-author
of the legendary
Guerrilla Marketing series
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"Unconventional
Weapons and Tactics for Increasing Your Sales"
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This 3-hour content-packed
program will be exciting, funny, motivating and
devastatingly effective. Our special guest, co-author
of Guerrilla Trade Show Selling, Orvel
Ray Wilson, will take you step-by-step through
pre-show planning, what to do at the show and
what you MUST do when you return home. >
RSVP
Now!
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The
first 75 attendees to register
online will receive a FREE
copy of Guerrilla Trade Show
Selling ($21.95 value)
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How
much revenue did your last trade show produce?
If you want
average results, do what you see most exhibitors
doing. If you want extraordinary results,
train yourself, train your staff, and most
importantly, expect extraordinary results.
You don't always get what you want, but you
almost always get what you expect. During
this program you will learn the success strategies
used by companies that consistently produce
extraordinary sales at trade shows!
guer·ril·la
n: one who engages in irregular
warfare esp. as a member of an independent
unit.
What
you will learn by attending:
- Fourteen Ways
to make trade shows pay
- How
to select and train your Guerrilla exhibit staff
- How
to compel buyers to seek-out your exhibit
- Exhibits
that stop buyers, and let everyone else keep
walking
- Guerrilla
Selling in your exhibit
- How
to guarantee every lead is top quality
- How
to make visitors look forward to your follow-up
call
- The
three things you MUST do when you get home &
more...
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- Sales Managers
- General Managers
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- Directors of
Sales & Marketing
- Corporate &
Regional personnel
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Ready to
be a Guerrilla?
If you're not achieving superior results at trade
shows you won't want to miss this special event!
>
Read
More... >
RSVP
Now!
>
Top
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Chapter
Chatter
by
Margie Sheffer, CHME, CHA
Director
of Chapter Relations,
America's
Region
msheffer@hsmai.org
>
(877) 643-3511
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Multiple
Membership
Program Starts Oct. 1
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The
first member from a company pays $295
and each additional member from that
same company, same location, pays
only $150 each, from 2-10 members,
a 49% discount! And, if the first
member selects the "Automatic
Renewal" option, the membership
fee is only $265. Full-time
student and faculty membership dues
remain the same at $45.
Members
with an October anniversary date have
already received their new invoice
for renewal with the option to sign
up additional members. Multiple member
dues must be received at one time,
you cannot join as a single membership
then add other members at another
time.
In
addition, HSMAI is offering a complimentary
"gift" subscription to the
Marketing Review from you,
the member, for the supervisor or
peer of your choice. In this way,
someone who is not a member (all members
receive a subscription with their
membership) can learn first hand about
the quality educational work HSMAI
produces and publishes in the Marketing
Review. We believe this will encourage
more support for your HSMAI activities
from your supervisor.
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Summer
Membership Campaign Results
Ninety-five
percent of the chapters brought in new members
during the Summer Membership Campaign for a total
of 214 new members! Congratulations to every chapter
that acquired new members. The winners are:
Most New Members
~ $1,000 prize
Big Apple with 26 new members
Highest % Increase
~ $1,000 prize
Hudson Valley with a 26.3% increase (Five
new members June - August)
Seven chapters brought
in nearly half of the new members. They were:
Big Apple (26), Washington DC (19), New England
(15), Dallas (11), Los Angeles (11), California
Desert (10), Southern California (10).
The Summer Membership
Campaign award for the chapter with the highest
percentage of renewals between May and September
will be announced in mid October.
>
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Industry
News ~
Snapshot
Leisure Travel Leads
The Way
Leisure
travel continues to lead the recovery of the travel
and tourism industry, as evidenced by a nearly 2 percent
increase in leisure travel volume for the first six
months of 2002 over the same period last year, according
to new data from the Travel Industry Association of
America (TIA). With the economy recovering slower than
expected, business travel is faring far worse, dropping
nearly 9 percent for January-June 2002, continuing a
three-year decline in business travel volume. >
Top
90% Of Meeting Professionals
Predict Industry Growth
A
recent poll confirmed that 90% of the 820 respondents
believe that meeting industry business is moving forward.
Seventy-eight percent said the industry will continue
to grow at a slow pace back to normal (pre-9/11 levels),
while another 12% took an even more positive outlook,
saying the growth will be faster than what is currently
predicted. >
Top
NBTA Reports Corporate
Travel Off Because Of Economy
A year after the terrorist attacks on America, corporate
travel is still below normal, according to a new survey
by the National Business Travel Association (NBTA).
Yet, the economy, not security, is still the main reason
for the current low levels of travel, according to survey
respondents. In a survey of 200 corporate
travel managers conducted August 29 - September 5, 70%
responded that travel in their companies
is down from this time last year by up to 20%.
NBTA Survey Also Shows
Travel Below Year 2000 Levels
A total of 72% of the NBTA respondents said their travel
was below 2000 levels, which is the last time travel
was considered normal. I fact, 31% of respondents said
their travel was down by 20% or more from 2000. In comparison,
fewer respondents (65%) said their spending was below
2000 levels in a March 2002 NBTA survey. In addition,
most travel managers see business travel recovery coming
slower than previously expected. Seventy-three percent
said their spending in the next six months would stay
the same or increase. The majority of respondents (62%)
think that recovery will take more than 12 months, while
the majority of respondents (60%) in the March survey
expected travel to be back to normal in 6 to 12 months.
>
Top
Hotels Face Hurdle
As Travel Managers Seek Internet Bids
Companies posting their travel needs and soliciting
bids on the Web are putting additional pressure on big
hotel chains such as Hilton Hotels and Starwood. The
worst drop in demand in 34 years left more than
a third of U.S. hotel rooms vacant as of June. UBS Warburg
lodging analyst Keith Mills said of the auctions: "The
hotels are in a very difficult demand environment, and
they're fearful they may lose business" if they
don't participate. Jo Ann Gallardo, at Austin, Texas-based
Dell Computer Corp., said Internet auctions helped her
cut about 13% off room rates paid by 50,000 of the company's
guests and employees at such Austin-area hotels as the
Four Seasons and Marriott Residence Inn in Round Rock.
"The hoteliers are online and everyone can see
the rates that flash up," Gallardo said. "It
gives them more incentive to lower their rate."
Reverse auctions of hotel rooms and other goods and
services are among the Internet applications that have
survived the shakeout that claimed 862 Web ventures
since 1999, according to Webmergers.com. >
Top
World Tourism Organization
Sees Industry Changes
The basic characteristics of international tourism in
the first half of 2002 have been changing according
to the World Tourism Organization including: 1. There
has been a contraction in international tourism caused
by a decline in long-haul flows. 2. This contraction
seems to be easing gradually as the months pass. 3.
Prices are playing a key role in purchase decisions.
4. Behavior has changed, particularly in relationship
to delays in bookings and last-minute purchases. Some
of the latest marker trends include: 1. A clear tendency
toward shorter stays when going on holidays. 2. Higher
demand for customized holidays. 3. Increase in the number
of senior tourists. 4. The advent of emerging destinations
which are prompting other destinations to rethink the
design of their products. >
Top
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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.
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
Put
Customer Fears to Rest
by Kevin Nunley
www.drnunley.com
(888) 429-6203
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One
of the key reasons people don't buy is simply that they
fear repeating past mistakes. They bought a product or
service like yours once, and it didn't work. You can help
customers overcome this fear by helping them understand
WHY their earlier experience was a failure.
Many customers still don't
really know why their earlier purchase didn't work,
so tell them! They'll appreciate your help and admire
your expertise. Without being too heavy-handed, show
the customer how you can avoid the earlier shortcoming
to achieve the results they really want.
>
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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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