Sales & Marketing Services - Success Stories

The Inn at Pocono Manor, Pennsylvania - Sales and Marketing Plan, Sales Training - 2006 - 2007

Sales & Marketing Plan
"The HVS marketing plan has brought us much further along during this critical first year than we could have accomplished by ourselves. They helped us create our mission and vision which has enabled us to move quickly and to positively impact our service levels. The sales training along with well defined sales action has motivated the sales team to begin proactively selling with pride and excitement."

Michael Ramos,
Vice President Operations,
Matzel Development

Sales Department Assessment
"Much to my surprise the sales assessment was on point and clearly identified our strengths, weakness and opportunities. In great depth Leora and Eydie researched the area in order to understand the uniqueness of the local market which has enabled them to move us forward in our sales process. The sales assessment was done in great detail. They clearly understood our challenges. The assessment was followed by a succinct plan of action which has involved sales training and a well defined action plan."

Don Snyder,
General Manager,
The Inn at Pocono Manor

Collateral Production
"The new collateral has provided us with a fresh start, clearly portrays our mountain location and surroundings. Our new logo captures our seasons and corresponding sports and amenities that which is the essence of the Inn at Pocono Manor. The total coordination of the collateral has resulted is a well executed program and an outstanding design."

Nancy Biondo,
Director of Sales,
The Inn at Pocono Manor

The HVS Assignment
Matzel Development, a New Jersey and Pennsylvania based real estate developer specializing in commercial, resort, recreational and residential development and construction, purchased the former Pocono Manor Golf Resort & Spa at the end of 2005. The hotel was in dire need of internal and external renovation, and a rejuvenation of the internal operation, particularly sales and marketing, in order to begin the repositioning of this outdated property. Sitting on 3,000 acres and offering a wide variety of year-round outdoor recreation, as well as indoor activities, the entire venue required an internal systems overhaul to bring it up to the 21st century. In the process of assessing the scope of renovation and reality of the repositioning, the name of the hotel was also modified to The Inn at Pocono Manor. Matzel Development asked HVS Sales & Marketing Services to handle various important tasks, including:

A thorough assessment of the skill and motivation set of the individual members of the sales team
A detailed marketing plan to take the hotel through its repositioning, renaming and renovation for the first 12 months
And, as this work began, HVS identified the critical need to redesign the hotel’s logo and entire package of marketing materials to present a unified, cohesive and updated message.

Results
After the presentation of the sales department assessment to ownership, and a detailed working session to discuss and understand the proposed sales and marketing plan, ownership has also asked HVS Sales & Marketing Services to remain on board, on a monthly basis, to oversee the on-going training of the sales department and restructuring of sales and marketing activities, so that ultimately the sales team can handle these activities on its own.