Hotel Sales Blog

The Return of the Hotel Sales Territory Report

March 2, 2009 at 2:08 am | Posted in Uncategorized | Leave a comment

For urban and suburban hotels that rely on their local market to produce most of their business,  the territory reprot was  a tool to ensure that every rock worth turning over had been turned over.

The territory report was a street by street, address by address report of every business in the local market with the apparent potential of hotel business.  It ensured that each had been contacted and qualified.  This used to be accomplished by walking into every door.  The  security procedures of most businesses prevent this and there was a great deal of inefficiency in that process.

However, the territory report as a valuable tool has re-emeged but with a twist in the process.  Google tools now make it eaiser and more efficient to discover every business with potential in the local market.  Google Maps, address searches for large buildings and zip code searches make this process easier and more efficient.

Print out a Google map of the ‘territory’, idenitify the target buildings on the map, highlight each geopgraphic area, street by street, as it is qualified.   Have a running report in the database on who has been qualified and their potential or not.  This becomes a ’snapshot’ of the local market and the degree of penetration.

Make sure that you are ’squeezing’ every bit of business out of the local market!