UP-SELLING AND CROSS SELLING SOLUTIONS FOR HOSPITALITY

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About us

o  Companyfoundedin2007

o  HotelconsultancyspecializedinUP-SELLINGANDCROSS-SELLING,solu8ons,specialisttrainingandloyaltyprograms

o  Teamwithmorethan25yearsofexperienceinthehotelindustry

o  Morethan100projectstodate

o  Interna8onalprojects

o  Morethan25,000peopletrainedinmorethan16countries

Key figures

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Hotels

Spa&Wellness

Restaurants

Cruisers

5 Airlines

6Companies

Our customers…. !  FrontDesk!  Reserva8ons!  F&B!  SalesandConven8ons

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Objectives

Create NEW PRODUCTS and/or services which

generate REVENUES and/or ADDED VALUE

Increase customer SATISFACTION

Consultancy

KNOW-HOW RESULTS

Increase REVENUES through customer interaction and greater

customer satisfaction

IMPROVE key indicators such as ADR or REVPAR

Profitability

TRAINING

CONSTANT training program

Create an INTERNAL SALES culture in HOTELS

Knowledge

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Key performance areas What we analyze in the organization

Upselling Key processes

Consultancy

Training

Monitoring, analysis and

reporting

Technology

With the aim of: •  Analyzing changes in global sales per person and per product •  Responding to deviations from targets and redefining products

when required •  Detect new opportunities

•  Objectives: •  Definition of rooms and products for upselling •  Definition of rates for rooms and services •  Definition of incentives and objectives •  Definition of KPI´s

Consists of: •  Initial sessions in person •  Coaching and reinforcing

accompaniment •  Permanent online training

Tech support applications: •  Online, multi-device platform to

monitor project •  Personalized e-learning platform to

accompany the project.

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HOTELANALYSIS!  Analysisofthebusinessmodel.

!  Genera8onofrevenueprojec8ons.

!  Iden8fica8onofsalesopportuni8es.

!  Crea8onofnewproductstoincreasesales.!  Crea8onofincen8vesystemsforteams.

!  Prepara8onofac8onplan.

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TRAINING

!  Constanttraining,365daysayear!  Dynamic,withprac8calandtheore8calexercises.!  WeprovidecoachingandtoolsforFrontDeskManagers.!  Wepersonalizetrainingtothetypeofhotel(city,resort,

families),theirbusinessmodelsandcustomers.!  Weprovidehotelpersonnelwithcustomerinterac8ontools.!  Wegenerategreaterproductknowledgeinthehotelanda

standardsalesscript.!  Standardizeandmaintainasalesculture.!  Increaseinternalandexternalcustomersa8sfac8on.

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Methodology

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ADAPTEDTOEACHHOTEL

!  Defini8onofup-sellingandcross-selling.

!  Understandobjec8vesandbeneficiaries.

!  Customerinterac8onskills.

!  Newcustomers:types.!  Productknowledge.

!  Stagesofupselling.

!  Roleplay

MONITORINGANDREPORTING

!  AmemberoftheHBDConsul8ngassignedasaccountmanager.!  Projectleadernamedinthehotel(keycontact).

!  Weeklyfollow-upbyHBDbyphoneandemail(mo8va8on).

!  Onlineperformanceanalysisusingourcontrolso\ware.

!  Regularindividualandteamreport.

!  Resultanalysisandimplementa8onofimprovementsand/orsolu8ons

!  Futuresalesstrategy.

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Methodology

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HBD Intranet The tool for managing upselling and cross-selling in your hotel

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Administration

ThetoolallowsthemanagementofadministratorswhocancreateandsetupprojectsandincenOvesforhotelpersonnel,supplementsfortheupsellingofroomsandotheritems,consultantandinternetuser

management,etc.

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Consultancy

TheHBDconsultantwillmonitorthesalesregisterthattheleaderofeachdepartment

createseverydaythroughthetool.

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Hotel

Toolfordifferentlevelsofhotelusersuchasdepartmentheads,directors,chainmanagers…

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Example of register

Theimageshowsarealimageofthedailyregisterforatypicalhotel.TheesOmatedOmeneededbytheProjectManageris15minutes

perday.

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HBD e-learning Your online training platform

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Personal area

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All of the courses

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Cooperation area

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HBD More than 12 million euros earned for our customers

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Wearehoteliers..

….AndwearetotallycommiVedtosuccess

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CEO & Founder

Profile

Alejandro Francino

Studiedinterna8onalmarke8ngintheUnitedStates,hasaMastersdegreeinHospitality

ManagementandTouristDes8na8onPlanning fromGriffithUniversity (Australia), and

Cer8ficate in Interna8onal Marke8ng from Cornell University (NYC). He has over 25

yearsofinterna8onalprofessionalexperienceinthehotelindustry,workingwithseveral

hotelchainssuchasHya`,SofitelorSolMeliá,amongothers.

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Some of our customers

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Some of our customers…

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Donde estamos

Actions incluiding in the services

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TheserviceincludesthefollowingacOons:

•  Analysisandconsul8ngoftrainingbusinessmodel•  Extensive,specializedtrainingforalldepartmentalstaff•  Trainingofhotelmanagerialstaffthroughouttheproject•  Coachingoftheprojectleaderthroughouttheproject•  Accesstoanduseofon-linetrainingpladorm•  Installa8on,accesstoanduseofGuestDrivenso\ware•  Aprojectmanagementconsultantassignedtotheproject•  Ananalystassignedtodailymonitoringoftheproject•  Licenseforaccesstotheonlinedashboard•  Accesstoreportsonresultsinreal8methroughouronlinedashboard•  Quarterlyvisittohotels•  Sendingofweeklyreports•  Sendingofmonthlynewsle`er

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HBD CONSULTING PARTNERS S.L. @ info@hbdconsulting.es www.hbdconsulting.es