Project: Syracuse, New York

The Syracuse CVB contracted with OCG to conduct an analysis of its sales department.

Bill Peeper, Senior Project Advisor for OCG, took a more active on-site role.

The process consisted of

• on site interviews with all executive and sales staff,
• attendance at a sales meeting,
• interviews with key hotel constituents,
  
• a review of all current documentation such as budgets, sales/marketing plans, sales reports.
• A review of all systems such as lead sheets, sales software, etc.

OCG summarized the analysis findings in a report that became the foundation for recommendations. The analysis and recommendations included sales strategy, resource deployment, professional development, management systems and processes.

Results of the process have included…

• A more targeted sales strategy
• Identification of the top 200 accounts
• Redeployment of staff
• A change in focus
• Improved sales management systems
• Increased effectiveness

Subsequent to the completion of the project, OCG has been contracted to provide coaching services.

Contact:
David Holder
President
Syracuse Convention and Visitors Bureau
572 S. Salina St.
Syracuse, NY 13202
(315) 470-1911
dholder@visitsyracuse.org
www.visitsyracuse.org