Business Recruiting for Hotels and CVB's

In the slow economy, the winners will be the hotels and CVB's who can develop new business, often by recruiting it away from the competition. In a fast-paced and fact-packed session, learn how to have your sales managers research a new market, develop a winning telephone presentation and close business immediately.

With many managers having limited experience in difficult economies, this session is critical for any hotel or CVB to increase sales.

Learning Objectives:

• Business recruiting strategies to steal business from your competition.
• Developing a great call script that promotes a unique selling proposition.
• Closing business on the first call-where to look for immediate results.
• Long-term CRM skills to retain clients and increase referrals.

Presented By:

Tom Pasha
President
CONTACT Planning

Tom Pasha started his hotel career in operational positions of bellman, bartender and cook, Tom began his management career as a Hyatt Management Trainee in Chicago. He went to Sales Management positions throughout the Hyatt organization, working in 14 Hyatt Hotels over 18 years. Tom was Director of Sales at Hyatt Hotels in Greenville, San Antonio and Chicago O'Hare, and as Director of Sales, started the National Sales Office for Hyatt Hotels in Omaha. He won Sales Manager of the Year, Sales Director of the Year and the Donald M. Pritzker Award for Sales Excellence.

Later, Tom founded the Midwest office for Helms-Briscoe Performance group, personally generating over 50,000 room nights annually. He presents Sales Skills Seminars to CVB's and hotel sales departments nationwide. As a senior hotel manager, he has presented graduate hospitality classes to Northwestern University, Cornell, George Washington University and the Conrad Hilton Hotel School.

Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando, Florida. The company concentrates on corporate and association events that include golf. Tom personally booked over 50,000 room nights and 12,000 rounds of golf at clubs and resorts nationwide, working with premier corporate and association accounts.

Continuing Education:

• This program has been approved for 1.5 recertification points and .15 initial application points toward CMP Certification through the Convention Industry Council (CIC). For more information about CMP certification or recertification, please visit the CIC homepage.

Length: 1 hour 30 minutes

If you have problems registering online, or have any questions, please call our customer service department at
1-800-431-7571.