Sales Project

Projects may provide the framework for marketing activities and promotions (e.g. special offers) as well different tasks within the Sales Department (e.g. customer relations). You can assign revenue budgets as a target to each project. The budget can be further differentiated by subdividing the same and applying it to certain companies or clients. The Sales personnel will then relate their actions to the appropriate project.

The analyses of the projects provide information as to the effectiveness and revenue production of the activity or promotion.

The advantages of working with projects are:

• The activities of the Sales staff are sorted into a logical context. Also, the trail sales opportunity and the overview sales opportunities become clearer.

• Planning of expected revenue by activity and by client.

• Detailed analyses by activity, client and Sales person.

Clients can be linked to a project as follows:

• in the profile, tab sales projects

• in the sales navigator-dialog

• using the extended guest selection

To enter a project, define hotel-specific projects via the Menu Master files – Sales & Marketing. The project may be

• a general task spreading over the entire business year (e.g. new acquisitions or general customer relations)

• a timed project (e.g. seasonal offers)

• a short-term targeted marketing activity (e.g. limited promotion).

Every contact with a client (appointments, mailings, etc) can be linked to a project.

Open the dialog sales-projects to enter a new project by pressing the button new. Amend existing projects by pressing the button edit.

Within a project, sub-targets can be entered for companies and clients.

Figure 28: New Sales Project

Field Properties Dialog Sales Projects
Trail path	Sales Opportunities/Project – activities linked to a project are stored under this branch in the Trails of the guest profile.
Date from – to	Period of validity
Project name	e.g. New Acquisition
Budget targets:
Room nights	Number of expected room nights
Accommodation	Room rate per room night
Food	Restaurant revenue per room night
Beverage	Beverage revenue per room night
Misc.	Miscellaneous revenue per room night
NN5	Hotel-specific field denoting a revenue per room night; to be named as required.
NN6 – 10	Hotel-specific field denoting a singular revenue (e. g. banqueting, green fees); to be named as required.
Possibility	SIHOT assumes the possibility of a project as 100% by default
Total	SIHOT calculates the weighted revenue

When activities are entered in connection with a project and a contact (i.e. company, client, contact person), the guest profile must also be linked to the project.

Add projects under the tab sales project using

• the key Ins

• the button insert

• or double click on a blank line

SIHOT opens a dialog to select from a list of existing projects.

Having added a project, the tab shows one list box with all projects. Underneath, another list box shows all activities in connection with the highlighted project.

Figure 29: Guest Profile, Sales-Projects

You can assign targets for companies and clients regarding the revenue that they are expected to produce in connection with a particular project.

Highlight a project in the guest profile, tab sales projects, and double click. SIHOT opens a dialog to enter the sales target and to weight the expected revenue.

Figure 30: Setting a Target

Field Properties Dialog Setting a Target
Project	Description and period of the selected project
Room nights	Number of expected room nights
Accommodation	Room rate per room night
Food	Restaurant revenue per room night
Beverage	Beverage revenue per room night
Others	Miscellaneous revenue per room night
NN5	Hotel-specific field denoting a revenue per room night; to be named as required.
NN6-NN10	Hotel-specific field denoting a singular revenue (e. g. banqueting, green fees); to be named as required.
Possibility	Enter how likely it is that the above figures will be achieved
Total	SIHOT calculates the weighted revenue

A project-analysis is available in the guest profile. It shows comparison of the budget entered (target) and the generated revenue (actual) and room nights so far including their weighted revenue. It can be called up by pressing the analysis-button next to the projects-list box under the tab sales-projects.

Figure 31: Analysis Target/Actual