Kennedy Webcast – Capturing More Catering and Event Sales Revenue

Although the jobs of Catering & Event (Wedding) Sales Manager and Hotel Sales Manager are often thought of as being similar, the real-world skills needed are actually quite different. Often, the “need” behind a group sales booking is much more commodity based, such as a coach or parent-volunteer who is booking a sports team block, an admin booking a small, routine meeting, or the increasingly automated process of bidding on negotiated corporate rates. On the other hand, the leads arriving daily in a catering sales manager’s inbox are much more likely to be coming directly from those who are personally planning emotionally important events such as weddings, retirement parties, annual awards banquets, holiday parties, Quinceañeras, and Bar/Bat Mitzvahs.

Simply replying with generic templates, sending quotes back via in-app messaging, or emailing over pricing and menus, creates a sense of “choice overload,” and planners often have difficulty deciding because the proposals are similar in content and presentation.