MEINRAD

Hotel Industry Database Marketing Solutions - Integrating Data, Analysis, Strategy, Tactics, and Field Executions

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Contact

William Heck
Managing Director

Meinrad LP
PO Box 171
Waban, MA 02468
617.964.5775
heck@meinrad.com

 

The Meinrad Menu of Database Marketing Solutions

Market Definition

MARKET SIZING

View 50,000 hotels and hotel companies as quantified subsets based upon your market criteria.

PLACEMENT OPPORTUNITY & REVENUE POTENTIAL

Quantify potential for placement of your products and define revenue potential for each hotel or any grouping of hotels.

MARKET SHARE

Determine competitive market share in absolute terms for any market subset.

COMPETITIVE ANALYSIS & POSITIONING

Define how competitive products, prices, distribution, and promotions affect market penetration and determine how to differentiate your products within competitive segments.

ACCOUNT CLASSIFICATION

Classify hotels with high placement opportunity as key accounts, aggregatable hotels as national accounts, and those with important location criteria as geographically defined accounts.

ACCOUNT RANKING

Rank hotels as primary, secondary or tertiary accounts, using a common scale based upon the account's potential to use your product.

Prospect Identification

VERTICAL MARKET PROFILES

Create precise profiled subsets using filtering criteria to isolate segments with optimum placement potential.

NEW PROSPECTS

Contrast your account base with our national database to isolate hotels that could and should do business with you.

ACCOUNT PENETRATION

Define each placement opportunity for your products and services in every customer account and prospect account.

NATIONAL ACCOUNTS

Link hotels by chain, management company, and franchise affiliations to aggregate demand.

GEOGRAPHIC CORRELATION

View precise hotel subsets in geographic perspectives important to you: by dealer area, representation area, MSA markets, etc.

ACTIVITY TRACKING & TREND MONITORING

Spot shifts in market share and buying behavior by examining recent purchasing activity within defined hotel groupings.

Campaigns & Sales Management

CREATE AWARENESS

Decision-makers must know who you are and the benefits of working with your company. Communicate to targeted accounts with personalized, succinct direct mail and telemarketing.

CREATE INTEREST

Communicate your benefits with intensity at the account level, clearly differentiating yourself from competition and status quo.

INDUCE TRIAL

Create and implement promotions and campaigns that stir interest in the right hotels to try your products in their environment.

SOLICIT ORDERS

Present your offer, make proposals, meet and exceed needs, ask for the business, and go for the close.

DRIVE COMPLIANCE

Ensure hotels comply with national account agreements at the company level and at the hotel level.

TERRITORY MANAGEMENT

Overlap your territories into our database and receive management and field reports matching your sales assignments, by MSA, zip, state or other criteria.

Account Qualification

NEEDS IDENTIFICATION

Identify hotels having the need for and the right environment for your types of products and services.

PRODUCT USAGE REPORTS

Analyze buying preferences, current usage, decision cycles and earliest next purchase date.

DECISION TREE

Determine and analyze the decision-maker and decision-influencer structure before you make sales calls.

Lead Development

CUSTOM QUALIFIED SALES LEADS

Receive leads responsive to your requirements for product usage, position in buying cycle, and plans for the future.

NEEDS IDENTIFICATION

Identify hotels having the need for and the right environment for your types of products and services.

MONITOR FOR CHANGE

Monitor qualified accounts for any changes that effect account opportunity.

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