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Receptionist, Premier Inn, Kings Lynn “We never miss a MARK chance to go for gold!” SAYS: CELEBRATING SALES ACTIVITY ACROSS OUR BRANDS ISSUE 1, AUGUST 2009 http://intranet/ “You’re ALL hired.” SPREAD THE WHAT’S word HOT! KEEPING IN TOUCH MEANS: BRAND SALES “WE’RE ALWAYS NEWS IN THE KNOW!” Times may be toUGh – BUT For many members OF THE WHR Family THat JUst makes THE CHallenge EVen more EXCiting! Take Mike Clarke, General Manager for Livingstone (Bathgate), who won our ‘Spread the Word’ award at this year’s conference. His team have been beating targets left, right and centre despite the economic climate. A key part of the team’s fantastic effort this year has been keeping in the know. Staying in touch with contacts, regular guests and the local community is something every team member can do and these simple actions can bring in some serious business. Mike explained: “As part of our sales NETWORKING culture we always know what new developments and offices are opening around us. Our insider information ensured KING we secured a big booking for the opening of a local New Look store – which bought in £10,500 of business for our hotel and ● MIKE CLARKE £2,100 for food and beverage.” Mike added: “My team is very engaged ● GENERAL MANAGER FOR with sales. They always contact guests to make sure they had a good stay and try to LIVINGSTONE PREMIER INN spot new business. We don’t call it sales though, we call it guest service!” ● CLEANLINESS+ FRIENDLINESS = FULL HOTEL! THE FACTOR CelebRatiNG COLLEAGUES WHO haVE goNE the EXTRA mile – AND maDE A big DIFFERENce to ouR busiNess. ● Jayne Henson, Duty Manager, Sulton Harbour and Lockyers Quay Premier Inns, Plymouth Scratching your head about sales? Then SMALL CHANGE: “We get scribbling! John, our resident expert ● Lucy Dack decided to invite local on boosting business, is here to help. businesses to a breakfast ● Receptionist, meeting to help send out Q: Everyone keeps talking about Premier Inn, the message Plymouth is Business Accounts and how important it still very much open for is to get guests signed up. Why do I keep Kings Lynn business.” hearing about this and can you give me BIG DIFFERENCE: “We secured some insider info on the key selling points ● £198,000 of 10 meeting room bookings for the so I can get in on the act? following month and a contract new business with one company to hold training A: Business Accounts are huge news! in our meeting room every week – Firstly, because they bring in big bucks bringing in about £1,740.” as around half of our guests are business customers and secondly, because they TOP TIP ● Ryan Peters, Lead Receptionist, ensure customers keep coming back for “Suggest appropriate side Llanelli Central East Premier Inn more. But these accounts aren’t just great for orders with each main SMALL CHANGE: “I contacted us, they also make life easier for companies the stadium opposite our by helping them manage the accommodation, course. How about garlic site and asked to speak to food and drink bills of their employees. Guests the events co-ordinator don’t even have to claim back expenses; the bread with pasta dishes, who gave me some company is simply sent a detailed statement of sauce with steaks or useful dates of upcoming what’s been spent. Expect to hear even more conferences. I rang one about them from now on. See the intranet or ask onion rings with office holding a conference in your GM for more details. burgers?” September and explained we were two minutes’ walk from their venue.” DO YOU HAVE A QUESTION FOR JOHN? – Christian Bibow, Gatwick/ BIG DIFFERENCE: “They booked 50 THEN EMAIL HIM AT SPREADTHEWORD@ Crawley East Premier Inn rooms across three days, giving us WHITBREAD.COM. £2,500 of sales plus plenty more from food and beverage to come!” ● Kirsty Garrat, Team Leader, Arena Square Table Table, Sheffield SMALL CHANGE: “I spoke to a lady who had You’re ALL hired! booked a buffet with Arena Square for her Sir Alan Sugar may be left fearing Shakers bookings. A Premier Inn birthday and tempted her for his job after a new version Cluster Apprentice followed, gaining with some extras.” of The Apprentice took place at over 38 Business Account sign-ups BIG DIFFERENCE: “The lady Taybarns, Coventry! and 24 Movers and Shakers. was convinced to have canapés, General Manager Mark McMenamy a champagne reception and selected eight team members from desserts on top of her £6.50 reception, front of house and the SPREADING THE per person buffet.” kitchen to take part – splitting them into two teams and telling them to sell, sell, WORD ● Gemma Laurant, Lead Receptionist, sell. Eight hours later, the super selling South Shields, Premier Inn teams had stumped up 24 Business ● The team at Taybarns Sheffield/ SMALL CHANGE: Gemma Account applications, 30 Movers and Barnsley have built a great spends time every Shakers and 20 sales leads. relationship with a local school. week looking through Mark The winning team was rewarded One ‘Taste of Taybarns’ session the local paper. She ● with holiday vouchers, while one resulted in the school dropping noticed there was a ship McMenamy member of the losing team was ‘fired’ in on five more occasions with docking in the harbour – meaning they were left making parties of 50 pupils – generating for mandatory work and ● General tea for a month! The day was so about £2,000 of revenue and contacted the company. Manager, successful a second round was creating some great word of mouth BIG DIFFERENCE: Gemma got a 117- held, with different team members action back to all those parents! room booking worth a whopping Taybarns, achieving a massive 100 Movers and £7,607 and the company has Coventry applied for the Business Account. BIG BUSINESS: Well DONE to VictoRia paRKER, NatioNal accouNT maNageR, who has sigNED up hoNDA FOR A BusiNess AccouNT estimateD to be woRth A staggeRING £1.5 millioN! SHOOTING STARS “Our great team effort led to a huge win” have you tried . ? One Premier Inn team struck gold recently and immediately moved their booking. when a night out led them to a massive Clinton Jolly, General Manager at Kings ● Find out about the newest businesses in business deal. Lynn, explained how big the win is: “Each guest Kings Lynn employees sneakily took some has a daily meal allowance of £20 per night your area by logging on to www.michrome. pictures of vans owned by a company called excluding breakfast, so the food and beverage com. This useful website brings up Granite on a camera phone, hoping to find out potential is £60,000 alone. So far we have companies that have opened local offices, contact details and drop them a sales call. confirmed rooms to a total of £138,000 – add giving you first dibs when it comes to However, when Receptionist Lucy Dack got in this to the food and beverage figures and this making contact. touch it turned out they were working just down booking stands to be worth about £198,000!” ● Get in touch with your local hospital and the road from our site at Sutton Bridge Power He added: “This just goes to show how find out who your patient liaison officer is. Station, and they popped in for a show-round sales-focused a whole team can be – and how These are the people who recommend to a the very next day. handy a camera phone can be on a night out patient’s friends or relatives where to stay Lucy soon discovered they required rooms on the town!” in the area. for their employees totting up to about 2,200 ● Did you know WHR subscribes to www. nights and had already booked in with local HAVE YOU GRABBED BUSINESS OFF yearahead.com? Log on to find out what rivals The Duke’s Head. But that wasn’t going YOUR LOCAL COMPETITION? MAKE SURE events are coming up in your area, get an to stop Lucy winning the business! Thanks to YOU TELL US ABOUT IT BY EMAILING action plan together, and you could see her brilliant customer skills and knowledge, and YOUR STORY TO SPREADTHEWORD@ business come rolling in! some clever negotiations, the company quickly WHITBREAD.COM. saw we were far better than the competition Sean MCLaughlin, General What’s HOT! key sales ManageR BELFAST news from around the brands PREMIER INN Grab it! Stealing market share is always good . SECONDS WITH . SEAN MCLAUGHLIN £17,813 new business What do you think helps create A great tell us about A big achievement you’ve The Aire & Calder Brewers Fayre and Goole sales culture? had recently? Premier Inn pinched business from Selby Days Inn Spreading the word about a business we We recently set up a fantastic display at thanks to the on-site restaurant and more competitive are passionate about. Future clients really Belfast City Airport – with our finest-quality prices – worth £17,813. notice this and it immediately installs bed on show! One gentleman came to have confidence in their booking. a look and it turned out he had the potential Also being guest obsessed drives to bring about £288,000 to the Premier sales! We talk passionately about our Inn estate. I spoke to him about Business 3-year contract business to all of our guests, not just to Accounts and offered to treat him to potential customers in meetings. dinner, which he accepted. Two days later I Mersey Farm Table Table and Manchester (Sale) received an email confirming he had opened Premiere Inn spotted a piece in the local paper Who are the best members of A team to the account! about a company building a power station locally.
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