If successful sales are all about relationships, then Ben is the man you need to speak to. His contact book contains the names of some of the most influential bookers in the hotel industry.
In 2015 he personally conducted over 120 agency familiarisation visits. For one client alone he increased their agency group business in the calendar year by 256%. He is on target to complete similar figures in 2016.
At the Five Arrows on the Waddesdon Estate corporate bedroom sales were increased by 72.3% in the year June 2015 – May 2016 with an increased spend of 12.7%.
Ben has built his reputation on getting to know incentive, event, destination and conference agents. He maintains a database of over 950 UK based agents who he is in regular contact with via eBlasts, meetings and telephone calls. He also manages three databases of subscribed members. One with over 1,600 email addresses for agents/MICE bookers. The second contains 4,300 SE and London based direct event bookers and the third 2,200 Midlands and West Country bookers.
When he is not delivering group business to his clients he is working alongside hotel managers to deliver higher rated, increased volume and measured business from locally negotiated rates.
Ben regularly exhibits at events including Square Meal, the London Summer Show, BNC and Confex, making his contact list up to date and active.
His clients benefit from his great strengths in research, analysis and telesales to highly targeted prospects. He then follows up these calls with effective, on-site business to business meetings.
Having graduated from Southampton University with a degree in Business Administration and Marketing, Ben followed his father in to the hospitality industry. He has held sales roles with Arcadian International, Marriott, Initial Style Conferencing, De Vere Resort Ownership and Whitbread, where he was the Agency Sales Manager for the Brewery in central London responsible for agency revenue of £3.9m.
He joined his father at The Profitable Hotel Company in 2006 to develop the sales consultancy side of the business.
At the Vineyard we had spent months analysing our brand strengths and developing a new internal and external image and had come to a point where we couldn’t see the wood for the trees. We turned to Stuart for some welcome clarity and the direction we needed to monetize our efforts. He gave us a clear, no-nonsense approach with a mechanism for monitoring progress and results which helped us work out which of our many ideas were converting to business.
Andrew McKenzie, Managing Director, The Vineyard Group