Leonardo Hotels is a leading hospitality brand that offers a unique and authentic travel experience to guests around the world. With over 200 properties in more than 30 countries, the brand is committed to providing exceptional service, quality accommodations, and memorable experiences to its guests.
Project
Providing short-term, high-impact sales support.
Objective
To contact 1500 lapsed meetings and events clients from three new central London hotels following a takeover and brand change. The focus was to re-establish the relationship, generate new enquiries and introduce clients to the new brands.
The contacts were all previous users of the hotels from the last two years who, it would be expected had an opportunity to rebook.
The timeline given for this project was 6 weeks.
Success Criteria
For all calls to be made, documented for handover and all enquiries generated to be passed to the hotel teams to convert.
It was expected that a pipeline of new enquiries would be sourced from this qualified data.
Action
Data from the three hotels was analysed, deduplicated and entered into a master tracking spreadsheet.
All key accounts and clients who had business on the books were removed to create a clean source of data to be called.
A team of two senior sales professionals were recruited to support the calls. Their role was to profile each contact and account for all business opportunities.
Result
The calls were made over the 6-week period resulting in £1.4 million in enquiries which were handed over to the hotel’s events sales team to convert.
Over the period £125,000 of M&E revenue was contracted as a direct result of the team’s activity.