Sales Vision
Marriott's sales vision is clear—build enduring relationships by understanding customers' unique needs and tailoring products accordingly. Marriott achieves this vision by placing special emphasis on finding, attracting and retaining high-value customers. Marriott's lodging brands can reach more customers, optimize demand and revenue per available room (RevPAR), and generate loyalty among its guests because the company's sales and marketing efforts are without peer in the lodging industry.
Marketing Excellence
Marriott's global marketing resources are designed to build brand equity, generate demand, optimize revenue, and create loyalty and preference by delivering the right message to the right customer at the right time.
Global Strategic Alliances
Marriott International builds partnerships and establishes alliances with leading international airlines, financial services companies, and other consumer brands that provide Marriott with access to new customers, new communication channels and opportunities for new product and service development.
Global Sales Organization
Marriott's Global Sales Organization (GSO) manages an impressive, established account portfolio and grows share by reaching deeper into existing accounts to identify previously unmet demand.
eCommerce
Marriott.com serves as a gateway to all Marriott experiences, while offering customers an efficient way to book reservations. Marriott.com drives customer traffic and revenues through creative marketing efforts, such as online advertising and promotions and direct communications with customers through opt-in e-mail. Marriott.com is the largest lodging supplier site in the world 1. In 2005, Marriott.com generated:
- Over 6 million unique visitors per month
- Over 85% of total Marriott Internet bookings
- Over 20.2 million room nights
- More than US $2.7 billion in gross revenues
- An average of 1,000 emails each day
Marriott International's success in Europe, the Middle East and Africa spurred the need to customize Marriott.com for specific markets. For example, Marriott.com is now available in German, French and in the Queen's English.
Advertising and Public Relations
High-impact campaigns and communications are targeted to specific customer segments with the goal of generating room nights, increasing revenue and brand awareness, and capturing demand and market share.
1. Source: Neilson Net Ratings, Feb. 2006
