Hospitality Sales & Marketing
Association International
Greater Los Angeles Chapter


October 2002
Volume 7, Issue 10

I N   T H I S   I S S U E
 > Chapter News
 > Industry News
 > National Events
 > Selling Tips
 > Email Tips
 > In The Next Issue

Membership Renewals

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
New Members
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.

2002 Calendar
Thursday, October 17th
(special day & time 11am - 2pm)
Guerrilla Trade Show Selling
Westin Bonaventure - LA
> Read More...
Future Dates
Wednesday, November 20th
Half-Day Educational Seminar
Travel Industry Round Table
Century Plaza - Century City
December 2002
Holiday Party with HFTP
Date TBA

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


N E X T   M O N T H

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.

Orvel Ray Wilson, CSP
Senior Partner &
Co-author
[ bio ]

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


"Unconventional Weapons and Tactics for Increasing Your Sales"

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!

The first 75 attendees to register online will receive a FREE copy of Guerrilla Trade Show Selling ($21.95 value)

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...
Who Should Attend:
  • Sales Managers
  • General Managers
  • Directors of Sales & Marketing
  • Corporate & Regional personnel

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


Chapter Chatter
by Margie Sheffer, CHME, CHA
Director of Chapter Relations, America's Region
msheffer@hsmai.org > (877) 643-3511

Multiple Membership
Program Starts Oct. 1

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.

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.

> Top


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


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

> Top


Selling Tips
Put Customer Fears to Rest
by Kevin Nunley
www.drnunley.com (888) 429-6203
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.

> Top


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

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