【正文】 and why?? Analysis Top 20? Analysis Top 5? New Corporate accounts? Lost accounts? Accounts perationDenials/regrets ? How many?? Why?? When?Opportunities DefinitionDiscussion/Analysis PointsWeekly Pick Up ? Trend? How much?? Why?? When?Competitor ? New/Lost Accounts? Market Initiatives? Rate StrategiesMeetings GroupsThe following is designed to give an indication of what may be included on the whiteboards, or in discussion. Opportunities DefinitionDiscussion/Analysis PointsBusiness on the Books ? Are we gaining/losing versus last year? Future potentialAccount Production ? Trends? Up versus last year amp。 YTD? Analysis channel/ source/ country? Are we petitive? ? Are we consistent between channels?Denials/regrets ? Trends? Up/down vs. potential and why?? Agent product knowledge? Position versus petition?? Pricing versus petition?New Business ? What is running currently amp。 success? What did amp。 did not work previously?? Cost versus return? Targeting ? Budget availableOpportunities DefinitionDiscussion/Analysis PointsLead Time ? Yr. On yr. Comparison? Growth markets? Declining markets? Rends? Regional holidays/ events Competitor ? Business Secured/Lost? Rates and Negotiable Items? Known BidsLeisure GroupsThe following is designed to give an indication of what may be included on the whiteboards, or in discussion. Opportunities Definition Discussion/Analysis PointsBusiness on the Books ? Are we gaining/losing versus last year? Future potentialGDS/CRO Inter Production ? Trends? Up versus last year amp。 YTD? Analysis channel/ source/ country? Are we petitive? ? Are we consistent between channels?Travel Agent/Tour Operator Production ? Trends? Up/down vs. potential and why?? Agent product knowledge? Position versus petition?? Pricing versus petition?Opportunities Definition Discussion/Analysis PointsPromotions ? What is running currently amp。 success? What did amp。 did not work previously?? Cost versus return? Targeting ? Budget availableCompetitor ? Weekend Packages/Promotions? Pricing Strategies? Exposure in brochures, press and advertisingWholesaleThe following is designed to give an indication of what may be included on the whiteboards, or in discussion. Opportunities DefinitionDiscussion/Analysis PointsBusiness on the Books ? Are we gaining/losing versus last year? What is our future potential?? Competitor rates amp。 selling strategyMaterialisation ? Account trends? Allotment takeup amp。 wash? Lead timeAccount Production ? Trends? This year versus last year? Top 5 accountsNew Accounts ? Trends? Account potential ? Pricing amp。 selling strategy? Potential new feeder marketsDenials/regrets ? Number?? Why?? Reason?? Leadin time?Competitor ? Rates? Brochure Exposure? PromotionsConference amp。 BanquetingThe following is designed to give an indication of what may be included on the whiteboards, or in discussion. Opportunities DefinitionDiscussion/Analysis PointsBusiness on the Books ? Are we gaining/losing versus last year? What is our future potential?? Competitor rates amp。 selling strategyConversion Factor ? % Versus last year? Trends? % Converted agent versus direct? Converted revenue vs. potential? Conversion by sales agent Lead Time ? How long by us last year? How long by booking type? By capacityDenials/regrets/Lost Business? Number?? Value?? Reason?? Dates?? TrendsNew Enquiries ? Number?? Volume?? Value?? Action?? When for?Competitor ? Bids Lost/Secured? Competitive Advantage – rate and negotiable parameters? Packages and promotionsFood amp。 BeverageThe following is designed to give an indication of what may be included on the whiteboards, or in discussion. Opportunities Definition Discussion/Analysis PointsSleeper/Diner Ratio ? Profitability of business on the books . payroll % staff ratio food costAverage Cover Spend Bar/Restaurant ? % Breakfast? % Lunch? % DinnerPromotions ? Breakfast? Lunch ? Dinner? Bar? Nonresident versus resident by market segment? Club Loyalty ProgramUp sell/Cross Sell ? Number?? Value?? Reason?? Dates?? TrendsCost Analysis vs. Business on the Books ? Number?? Volume?? Value?? Action?? When for?Denials/Regrets ? Number?? Volume?? Value?? Action?Opportunities Definition Discussion/Analysis PointsCompetitor ? Promotions? New Famp。B Concepts? Covers? QualityRooms amp。 Reservations/CRO’sThe following is designed to give an indication of what may be included on the whiteboards, or in discussion. Opportunities Definition Discussion/Analysis PointsCross Sell/Up sell ? Room type? Food amp。 beverage? Leisure? Conference amp。 banqueting? Tours? IncentivesWalkIns ? Trend? Rates? By market segmentUpgrades/Comps ? Why?? When?? At what rate?? IncentiveNo Shows ? Why?? When?? Cancellation fee? Overbooking? Guaranteed policyOpportunities Definition Discussion/Analysis PointsDenials/Regrets ? Number?? Volume?? Value?? Actions?Service Delivery ? Express checkin? Express checkout? Group checkin? Bounce back? Customer retention/ loyaltyCompetitor ? Relevant Information? Market FeedbackSales amp。 MarketingThe following is designed to give an indication of what may be included on the whiteboards, or in discussion. Opportunities Definition Discussion/Analysis PointsStrategic Sales Path ? Priority Target vs. Actual? Market Segment Target vs. Actual? Country amp。 region mix? Account Share Growth? Account Target vs. Actual? Prospects/SuspectsIBP Action Plan ? Advertising Plan vs. Actions? Promotions Plan vs. Actions? Direct Mail Plan vs. Actions? PR Plan vs. Actions? Competitors ActivitiesOpportunities Definition Discussion/Analysis PointsTrade Sho