| The accommodations industry includes hotels, motels, bed & breakfasts, inns, convention centers, RV parks, and recreational camps. This is an industry that may often be overlooked by document service providers as they seek opportunities to peddle their wares; however, it offers a profi tyielding client base for those who take the time to learn more about it.
The key to selling into any industry, including accommodations, is knowledge about the industry, the types of documents that are used, and the trends and issues that are present. It is also imperative to know who to talk to when selling services.
This sales brief provides background information about the accommodations industry and defi nes the people, establishments, and documents that will be important to you in the selling process. It also provides references to additional material that provides more information about the industry, including a 2006 InfoTrends study entitled A Vertical Market Approach to Document Services in the U.S: The Evolution from Printer to Partner that includes feedback from respondents from the accommodations industry.
After studying this brief, you will have a platform of knowledge upon which you can build a targeted, actionable, go-to-market plan that will increase your ability to successfully and profi tably penetrate the accommodations market with on-site services, off-site services, or a blend of both.
The next time you are heading to a hotel, make a sales call instead of a reservation! |
