Know-How Exchange : Strategy

1. Have a clear value proposition - what sets you apart form other hotels in town, like the big one next door.

2. Segment your market - who are you going to target?

3. Visit key prospects - probably PAs to senior executives and HR people in major companies in town. Offer them brochures, menus, and tours.

Since PAs often make these selections themselves, and just shortlist them for the CxO to decide, offer them some personal benefit, e.g. dinner for two, a free weekend night stay, something that rewards them for sending you a large party of big-spending execs for meetings, functions, etc.

You could even form a "PA Network Club" for exec assistants to meet, say every couple of months, get in a speaker, give them drinks and dinner, make them feel exclusive.

Win the PAs, the bosses will follow.

Good Luck.

Nicholas,
You've probably got more hotel experience than you're letting on and have already talked with the CVB for your city.

Go to your local library and find the Manufacturer's Directory (some states also have a Services Directory). This will tell you which companies, locally, have locations in other cities. Contact those companies directly.

Also, don't forget about MPI (Meeting Planners International), the local DMC who have a good handle on what's already planned for your area.

Lastly, advertising on BoutiqueHotels.com

If there are only 13 rooms total, you're not competing for rooms so you may be able to work closely with the GM or DOS for the hotel next door.

Good Luck!

Michael