April 2010 – Wendy Clubine is a seasoned producer who built an
award-winning career in hospitality sales for Buffalo Lodging Associates,
LLC, without much reliance on new technology. So she was reluctant when the
company recently provided her with a mobile handheld device equipped with
the hotel SalesPro solution from hotel SystemsPro, a leading provider of
ASP-based enterprise solutions for hotel companies. Today she wonders how
she ever lived without it.
“I grew up with a party line telephone, and am not well-versed in technology,” said Clubine, who earned the highest sales awards from Hampton Inns and Interstate Hotels, two of the brands operated by Buffalo Lodging, in multiple locations in the eastern U.S. and Canada. “But now that I am comfortable with hotel SalesPro on my mobile touchpad, I connect with prospects better and faster and make more sales. It’s a great timesaver I resisted. Now I cannot resist using it.”
‘Rocking within four business days’
Clubine was accustomed to using a Blackberry for e-mail communication, but when it came to using a touch-screen to find and input information in hotel SalesPro, she was reluctant. “Buffalo Lodging uses the hotel SalesPro system and has had it on the sales team’s laptops since 2005,” Clubine said. “But, when the company asked the other salespeople and I to use the remote devices I was hesitant. I should not have been because the hotel SystemsPro training team did a great job of guiding me through the system and I was on the street closing deals and rocking in four business days.”
Buffalo Lodging is a strong advocate of outside, person-to-person sales calls, and Clubine and the rest of its sales team are on the road 60 percent of the time selling transient, corporate and group business. According to Clubine, hotel SalesPro on a mobile touchpad device is the best business tool the team has ever used. “hotel SalesPro has a valuable GPS feature that knows where you are and shows me the shortest route from one appointment to the next. It replaced my GPS and enables me to be more productive and efficient.”
Clubine said hotel SalesPro enables her to:
Great for cross-selling
“If we that find a prospect has multiple offices across the country and is Marriott-loyal, for example, we can enter that information in hotel SalesPro and send e-mails to all our Marriott properties letting them know they have a qualified lead,” she said. The functionality is ideal for a firm like Buffalo Lodging with multiple flags, where salespeople in Orlando can quickly access information about a corporate client in New England. The system enables multi-flag operators to own and control their sales account information and leverage it to cross sell all their properties to the most appropriate accounts.
The hotel SalesPro prospecting tool is also valuable for zeroing in on pre-qualified prospects. “For example, I can say, ‘I’m in Rochester, New York and need to find all the database services companies in the area that have business with Buffalo Lodging,’ and the system will locate them for me. The more you use this tool, the more you rely on it.”
Essential prospecting tool
Clubine tells a story of making cold calls in an industrial park and finding three companies not on her list for appointments. “I went into my hotel SalesPro handheld and found one company had done business with Buffalo Lodging in Columbus, Ohio. I was able to read the background information on the company and when I walked in to the cold call, was able to mention I knew the company did its training in Columbus and had booked with a Buffalo Lodging property there. I was even able to give the sales director’s name as a reference. The gentleman ended up booking business with us in Buffalo. I would not have been able to book that business out on road without hotel SalesPro.”
About hotel SystemsPro
Founded in 1996, hotel SystemsPro is a technology company operated by hospitality professionals who provide high performance, ASP-based enterprise and property solutions that enable hotel companies to grow market share through better management of assets, increased sales, reduced operating expenses, and a higher quality guest experience. hotel SystemsPro partners with clients to provide solutions that scale across a broad range of properties in North America and around the world. Whatever the size of the property operator or its challenges, hotel SystemsPro solutions do the heavy lifting for operators to streamline operations and boost staff productivity and profitability. Solutions include hotel SalesPro, hotel CateringPro, hotel ServicePro and hotel WebSpace. For more information, visit www.hotelsystemspro.com.
hotel SalesPro is a multi-property ASP sales and catering system with scalable functionality that increases sales efficiency for hotel chains and independent properties. hotel ServicePro is an economical hotel maintenance solution that preserves property asset value and improves guest service by automating the communication, scheduling, tracking and reporting of tasks surrounding best practices, guest requests, safety requirements and preventive and equipment management. hotel WebSpace, is an effective new online marketing solution that drives market share for hotel companies.
Kathy Bannasch, CHA
Vice President of Sales, Marketing and Corporate Training
280 Interstate North Circle, Suite 600
Atlanta, GA 30339
Phone: 770-303-9911 or Toll free: 877-263-3645
Buffalo Lodging Associates, LLC
Director of Sales & Marketing; Midwest
570 Delaware Avenue
Buffalo, NY 14202