Six Continents Rolls Out Sales Strategy

Six Continents Hotels, the world’s most global hotel company (, is implementing an aggressive global sales strategy to gain greater market share over its competitors. Six Continents Hotels is investing in its direct sales force like never before and in the first quarter of 2003, will add more than 30 sales professionals to its global sales team.

“Many hotel companies are hurting during these challenging economic times and have trimmed their sales forces in an attempt to recover,” said Mike Fegley, vice president, Global Sales for Six Continents Hotels. “But at Six Continents Hotels we’re employing a different strategy, one of growth and aggressive pursuit of new accounts, and new markets by increasing our presence among existing customers. Increasing the size of our sales force allows us to get closer to our customers and better understand their individual needs.”

Fegley also announced the reorganization of his team, which will enhance its ability to target six key travel segments: Mega Agency and Consortia, Corporate, Government, Groups and Meetings, Transportation and Latin America/International. The largest accounts within each travel sector will have one dedicated sales professional for all of their hotel needs throughout the world.

“The true value of Six Continents Hotels’ Global Sales organization is our ability to sell and service clients who don’t want to be contacted by multiple hotel-based sales people,” said Fegley.

Beyond adding new talent to its direct sales force, the global sales operation will leverage technology to significantly reduce request for proposal turnaround times. With the implementation of an electronic Request for Proposal or e-RFP, the global sales team is able to communicate instantaneously and more efficiently with franchised properties, gain consensus around proposed rates and room availability and return the proposal to the customer in a matter of hours instead of days.


Additionally, global sales will leverage and promote the value of Six Continents Hotels Priority Club Rewards, the industry’s most comprehensive and competitive customer loyalty program, to build and enhance loyalty among individual travelers at large corporations. Priority Club Rewards spans five of the world’s most trusted hotel brands, including InterContinental, Crowne Plaza, Holiday Inn, Holiday Inn Express and Staybridge Suites hotels.

Six Continents Hotels is a leading global hotel group whose brands include InterContinental Hotels & Resorts, Crowne Plaza Hotels and Resorts, Holiday Inn, Holiday Inn Express and Staybridge Suites. It owns, operates or franchises more than 3,300 hotels and over 515,000 guest rooms in nearly 100 countries and territories around the world.