OBJECTIVE:

Commit aggressive sales efforts to book new conventions and meetings to the Salt Lake market, and retain existing business through a proactive client-focused retention program, to generate economic impact from direct delegate spending.

Total convention room night goal for 2018 is the greater of a 3% increase over 2017 room night production, or 701,000 room nights.

MEASUREMENT OF NEW CLIENT SALES EFFORTS:

Room Nights Booked:

New SPCC Room Nights – 378,650
New Hotel/Resort Room Nights – 125,000

Outside Sales Trips:
The sales team will conduct 50 personal, targeted sales trips.

Site Inspections:
Conduct 130 site inspections.

Prospecting Sales Calls:
Each convention sales director will make a minimum of 104 outgoing prospecting actions to potential convention clients.  

Each executive meetings manager and national sales manager will make a minimum of 240 outgoing prospecting actions to potential convention clients.

ASAE Follow Up:  
The Top 80 clients who attended the 2016 ASAE Annual Meeting will each be contacted a minimum of three times during 2018.   

MEASUREMENT OF EXISTING CLIENT SALES EFFORTS:

Room Nights Booked:
Repeat SPCC Room Nights: 197,350

Outside Sales Trips:
Two personal visits to existing clients will be made every month in 2017.