The objective is to maximize the occupancy of function space, keeping within management’s guidelines and to sell those products that are most profitable. Banquet sales often represent a large percentage of revenue of the establishment. In order to maximize revenue and be a successful catering sales one must have the traits in knowing the following:
Product Knowledge
Know the quality of your's and how compares to your competition’s Product. Acquainted the layout of the property and know the capacities of the function rooms for various set-ups. Understand the engineering capacities (e.g. electrical demands etc). Knowing the limitation of your product is as important as knowing the capabilities.
Developing Sources of Business
Catering sales can originate from the following sources:
- Convention sales – rooms and food and beverage activities.
- Walk-in inquiries.
- Written inquiries.
- Telephone inquiries.
- Referrals from sister hotels or clients.
- Trace of internal past account.
- Competing hotel accounts.
- Sales consideration – factors that are taken into account with regard to minimum rate discount (e.g. conventions during slow months, charitable organizations, or multifunction organizations).
Increase The Competitive Stand of Product
Constant apprised of how the price structure compares to the competition. Sell your advantage even if you have to create one with visual and presentation. Increases the effectiveness of your product by including unique touches to your menus. set-up, and service that will help a guest make up their mind in your favor. Increases the sales power of your banquet menu. Use you past guests to help you sell.
Banquet Planner
The “Banquet Planner” is a very important document which is used to sell Banquet. This a complete package consisting of all standard banquet information.
Purpose of the Banquet Planner
The Banquet planner provides basic standard information on the facilities of the Banquet Department. It is also the Sales Kit for the Banquet Sales Staff as it contains function facilities and packages among a variety of other documents. As Banquets can be tailor-made to suit the requirements of the client, only standard information will be included. The client is at liberty to request something different from what is printed in the planner, and if it is possible, the hotel can accede to the request. It provides information which the hotel’s staff can use as well as a reference to the guest who would require a written document to make a decision.
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