Major Changes
Technologic aladvances, growing populations, aging population, wealthier population increased leisure time, seasonality less important, ecotourism growing.
MOT
Failed MOT have a tendency to cause other failed (vicious circle)
Successful MOT have a tendency to cause other successful (viryuous circle)
Service and manufacturing
The Nature of the product is different
2.Customers are more involved in the product
3.People are part of the product
4.It’s harder to maintain QCS
Quality control standards
5.Services can’t be inventoried
6.Time factors are important
7.Distribution channels are different
Large Chains: 1.Better training 2.Advancement Opportunities 3.BetterBenefits
Independent 1.Greater Creativity 2.More Career Control 3.BetterLearningEnvironments
Why do Restaurants Fail
A. Lack of Business knowledge
B. Lack of Technical knowledge
C. Lack of working capital
Strategies for a successful restaurant
A. Do your homework before youstart
B. Survey and plan targetmarket-families, business, tourist, etc.
lunch, dinner, brk., take-outdelivery, hours
competition
A Strong Human ResourcesProgram
1. Truly cares about employees
2. Defines the job
3. Sets productivity standards
4. Selects the best applicants
5. Implements ongoing trainingprograms
6. Motivates employees
7. Evaluates employees
Hotel Categories
Center city, Suburban, Highway,Resort, Airport
Conference centers, condos,timeshare, all suites, Senior Housing
Franchisees Advantages
•Site selection assistance
•Credit
•Construction expertise
•Fixtures/equipment assistance
•Training
•Opening support
•Promotional assistance
•Economies of scale
•Ongoing support
Disadvantages
•Restrictions
•Unwanted products or procedures
•Unwanted advertising
•Unprotected territories
•Cancellation
•Inadequate training
Franchisors Advantages
•Quick expansion possible
•Little or no capitol required for expansion
•Franchisees shoulder investment risk
•Unit owners connected to local community
Disadvantages
•They give up the profits generated by thefranchise units
•They give up some control
Revenue Sources for Clubs
Membershipdues
Initiationfees
Assessments
Sportsactivities fees
Food andBeverage Sales
Othersources
Ten Traits of Successful Club Managers
1.Effective at interpersonal Relationships
2.Dedicated
3.Lots of Integrity
4.Organized; good administrators
5.Creative, visionary
6.Intelligent
7.Professional
8.Good communicators
9.Strong leaders
10.Experienced in the club industry
Managers have 5 basic tasks
1. Setting objectives
2. Organizing
3. Measuring Performances
4. Motivating and Communicating
5. Developing people
How to develop a goodMarketing Plan
1. SituationAnalysis consists of:
Marketplace & competitive analysis. Areview of internal data.
A target profile audience & a problems& opportunity section
2. Objectives:Clear concise descriptions of exactly whatmanagers want the marketing program to accomplish.
3. Strategies: Simple descriptions of how the organization will go about trying toachieve its marketing objective.
4. Tactics:A real marketing plan contains tacticsfor every strategy.
5.Controls:To enable managers to monitor how wellthe plan is working & make adjustments when necessary.
Understand/ Recognize Personality Types
Amiables ，Executives ，Drivers ，Analyticals
Sales call consists of 6 steps
Prospecting& Qualifying
Preparation& qualifying
Overcomingobjectives
Askingfor the Sale & Follow up
Sample Moral Viewpoints
Deontology: There are basic or universal ideals that should direct our thinking
Utilitarianism: No universal ideals- ethical behavior consists of seeking thegreatest good for the greatest number
Ethicalrelativism: No universal ideals- each situationmust be judged in its situation or cultural context