HomeMy WebLinkAbout04. VLMD Jan BOD Meeeting VVP Group Sales FinalVVP GROUP SALES UPDATE
GROUP SALES TARGETS & OBJECTIVES
•Increase awareness of Vail as a group & meeting destination through
prospecting, tradeshows, in-market client events and office visits/sales
calls.
•Drive qualified leads to lodging partners
•Provide tools and resources to lodging partners and meeting planners
•Marketing & Advertising, Destination CO, ConventionPlanIt, Destination
eProposals, custom site tours, manage Cvent leads, etc.
•Position ourselves as a resource for lodging partners to increase
awareness of local community efforts
•Bringing together in-market reps, site visits, FAM tours, etc.
•Assist in closing business & follow up for repeat business
GROUP SALES PROCESS
Creation of Leads
Requests for Proposals
Prospecting
Calls & Meetings
Marketing the
Destination to meeting
planners
Monthly Reports
Status Updates
Site Tours/FAM
Results
Groups Booked
Follow Up
Thank You/Repeat
Travel/Tradeshows,
Events & Office Visits
MEASUREMENT CRITERIA
•Number of qualified new leads generated
•Number of groups booked
•Number of planners reached via tradeshows, customer events & sales
calls
•Increase in mid-week occupancy as measured by DestiMetrics reports
•Increase in group occupancy as measured by seasonal lodging
outreach
•Lodging partner/member relationships
•Leads Sourced to Lodging Partners
•Lead Status Update Reports
•Month End Lodging Revenue Reports
•Send Site Destination eProposal
•Coordinate & Assist with Site & FAM Tours
•Site Tour Reimbursement Program
•Onsite Marketing Materials for Groups
•In-Market Representation & Co-op Opportunities
VVP & SHARED RESOURCES
KEY PERFORMANCE INDICATORS – 2018 YEAR END RESULTS
TRADE SHOWS ATTENDED: 24
Meeting Planner Attendees: 12,090
One-on-One Appointments: 971
VVP CLIENT EVENTS: 4
Meeting Planner Attendees: 124
SITE TOURS HOSTED: 12
FAM TOURS HOSTED: 4
•Marriott, IPW Vail, Manor Vail Lodge & Destination CO
Additionally, each sales manager has attended multiple in-market monthly
meetings & events with MPI, CSAE, Destination CO, Rotary, HSMAI,
SKAL
KEY PERFORMANCE INDICATORS – 2018 YEAR END RESULTS
2018 2017 2016 2015
Leads Generated 247 238 231 162
Groups Booked 91 79 101 54
Conversion Rate 37% 33% 44% 33%
Booked Room
Nights
17,870 19,356 19,821 7,423
Leads in Pipeline 47 55 56 47
CVENT RESULTS 2017 VS. 2018
Vail City Stats Jan- Dec 17 Jan- Dec 18
% Change
YOY
RFPs in City 482 607 26%
Unique Room Nights in
City 128,356 177,122 38%
Awarded RFPs in City 73 82 12%
Awarded Room Nights in
City 11,068 9,958 -10%
Awarded RFP Value 4,027,956 3,717,581 -7%
DESTINATION EPROPOSAL - SENDSITES