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Catering and Convention Service Survival Guide in Hotels and Casinos by Patti J. Shock, Lisa Lynn Backus

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CHAPTER 12

Upselling for Repeat Business and Working with Vendors: Improving the Bottom Line

Upsell is a common term in the hospitality industry, referring to the increase in the amount a planner spends above what their contracted minimum or what their initial order was. Sometimes a planner doesn’t know what they’re missing until you point out to them what they can have. The CCSM must present this in a way that is affordable or a slight stretch to their budget, but so worth it.

A CCSM must tell the story by painting a picture in the planner’s mind of how much better their event will be received by guests, sponsors, and their leadership if just a few key items are added. It must be practical, impressionable, and delightful. For example, the simple ...

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