[Brad Benton]

#1044

BASIC MILITARY BASE SALES CALL OUTLINE 
*Identifying who to call on.
–         MWR (Morale, Welfare and Recreation)
–         The bowling alley, officers and non-commission officers clubs, theater, community center, information ticketing and tours,(ITT) information ticketing and registration.(ITR)
–         The leisure travel office.(LTO)
–         The commercial travel office.(CTO)
 
*Identifying where the business is coming from or going to.
–         Ask the leisure travel office (LTO) or commercial travel office (CTO) what are the feeder cities.
–         Ask who books meetings, conferences or events.
–    Work with the Morale, Welfare and Recreation (MWR) Marketing Manager.
–    Work with the Morale, Welfare and Recreation (MWR) Director.
–    Work with the ITT or ITR Offices.
–         Work with the leisure travel office manager on packages.
–         Work with Ombudsman for ship homecomings.
 
*Getting past the gate or guard
–         Have an idea of who to ask for.  The contracted travel agency, travel and transportation, meeting planner.
–         Do your homework in advance.
 
*What to present
–         A per diem or best available government rate package.
–         Why they would book your service. Price, Location, Amenities
 
Once the sales call is complete below are more ideas for calls and where to get them.
 
*Marketing Resources
–         Base Travel Shows
–         Base Newspaper
–         Local Association Newspaper
–         Information Ticketing & Tours or Information Ticketing & Registration Papers
–         Websites; i.e., base websites, military living
–         GDS
 
*Local Marketing Ideas
–         Sponsorship i.e., Armed Forces Weekend, Summerfest, Octoberfest, Golf Outings,etc.
–         Provide information to new comers orientation.
–         Homecoming of ships.
–         Create Low Season Packages-i.e. Valentine’s Day, Antiquing, Comedy Club, Christmas Tree Package.
–         Work with Public Affairs Office.