Best Practices at Meetings
The following is a list of "Best Practice" strategies as compiled by a committee of Tour Ops and Suppliers. To maximize your return on a very quick meeting consider these in your planning and meeting process:
Suppliers
- Have rates and contracts in place and ready to present
- Email contracts to Tour Operators prior to the meeting - Network
- Highlight new features and products for the upcoming season
- CD's of your information are preferred / do not bring binders and brochures
- Send new supply of brochures / don't bring them
- Review and update your SkiTops profiles prior to the meeting
- Prepare for the meeting with past traffic and business levels
- Review Tour Operator profiles prior to the meeting
- An Observation - Tenured reps have value
- Attend your meetings - Network
- Plan to attend activities for networking - Fall Conference
- Be considerate of the time - staying late in your designated time slot cuts into the next meeting - Network
- If you need more time with a tour operator - set up a specific meeting at one of the social networking events or free time slots
- "Drop Bys" - Please refrain your quick drop offs to lunch and open appointment periods
- If your meeting ends early, feel free to leave - Network
Tour Operators
- Prepare for meeting with past traffic and business levels
- Meeting attendees should ALL be capable of committing to decisions and affective networking - Send your key people
- All key people should be familiar with their business and activities with specific suppliers
- Newer staff are welcome for training and observation
- Newer staff and front line agents will find the SkiTops University a premier training session - Fall Conference
- Contact key suppliers prior to meeting to review expectations
- Be aware of the meeting start and finish and respect it.
- Help by moving things along. If you see the next supplier waiting, move the current supplier along - Network
Most of these items apply to all SkiTops meetings.
SkiTops University
Presenters -
- Unfortunately your audience will be very diverse - agents that are brand new will be sitting with agents that may have sold your product for many years. Consider this mix in the preparation of your program. How much do you want to focus on the lowest common denominator.
- Highlight what is new and exciting for the upcoming season.
- Start with a brief introduction of the resort / company, location and specific products offered for resale by the agents. Tell them where their money will be made.
- Be clear with the agents who the best clients are for the products presented - group, FIT, high-end, budget etc.
- Practice the timing of your presentation. If you do not need the full session, turn it over to questions and depart early if necessary.
- Show genuine passion and excitement for your products.
- Knowing that most resorts offer similar products and services - identify what could make your presentation the most memorable.
- Reinforce at the end of your presentation the key message, products, rates, etc. you want the agents to take away from the session.
- Consider an entertaining theme or gimmick to your presentation. One that will keep the agents attentive and engaged.
- Please no alcohol with your presentations. It sounds like a great marketing tool, but just imagine if everyone did it. Sorry.
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