Love at Breathtaking Heights The MetClub Personalized Site Experience

§What is it? l The MetClub Personalized Site Experience is a tour that involves almost every department in the Club. Your participation is critical to really make the impact that this program was designed to have. l The idea is to overwhelm the prospect with service, contacts and a surprise or two. l We should always integrate the clients needs into the tour

§Parties involved include: l GM l Private Event Director l Service Director/Sommelier l Chef l Receptionist l Any other individual or department that you feel may have a positive impact on the tour.

§The steps l PED/Catering Assistant distributes Wedding Prospect Tour sheet to all departments informing of date, time, pertinent information on prospects. l Receptionist congratulates them using their names and function date (if possible) and tells them to take a seat in the Grille area while their PED is notified that they have arrived. l PED greets them using their names and congratulates them on their engagement.

§The steps (continued) l PED begins the tour First tour the public space of the Club If space is available, the service department should set this up in a vacant function room with a standard wedding tabletop set up using upgraded linens. Sparkling cider should be placed in the champagne glasses and the candle lit (if applicable) to give “life” to the table. Ensure set is impeccable. Ultimately show the room to be used for the wedding. If it is not already set for an elegant dinner function be sure to show the photo album prior to showing the room. Remember, the client is not as proficient as we are of envisioning how the room will ultimately look during their big night. We need to provide visual aids to assist them with this task.

§The steps (continued) l As the PED is showing the client the public space/function room the Service Director/Captain greets them using their names and boasts about how much they like to do weddings. The Service Director/Captain then asks if they have any questions regarding service, room set-up, décor, etc… Once any questions are answered the Banquet Manager/Captain thanks the client for their time and returns to their normal duties.

§The steps (continued) l After all of the applicable space is shown the PED then leads the client into the Grille. l Now the Chef is to appear, introduce themselves and ask the client if they would like to try a representative sampling of the kitchens wonderful food (at, of course, no cost to the client).

§The steps (continued) l Clients if they would like a glass of wine to sample. The Sommelier stops by with glasses and a unique wine to sample. This is a great tool to begin the wine upsell process. l The GM stops by table to congratulate and “schmooze” + Ave. Check

§The Steps (continued) l The PED returns to the clients to see if they have any questions. By this time, the clients have met almost every individual that will contribute some part to their wedding and are so overwhelmed by the entire process that there is simply only one thing left to do... CLOSE!

§Let’s recap the steps l Receptionist greets clients using name(s) and dates l PED greets clients in similar fashion l PED begins the tour Public space Table top Event Space or use photo album Bring into the Grille –Review of wedding packages –Chef greets clients using names and offers tasting platter –Sommelier offers wine tasting –Further qualify wants and needs of prospect

§Recap (cont.) l Server brings out tasting platter and Chef asks if there are any questions (and boasts about quality of food under their direction). l GM greets and congratulates couple l PED does the most important step of the process: THE CLOSE

§When do we use this tool? mandatory l This tour is mandatory for all scheduled sites l Using this tool highly increases the closing ratio for the wedding prospects

§What about walk-in’s? l Receptionist to get names of people and communicate to PED l PED alerts all departments involved l Tour proceeds as in the plan l Chef prepares small plate samples/Sommelier presents wine tasting with what is available l Only exception is the showing of the perfectly set table top. With good planning, however, even this step can take place.

THIS GREAT SALES TOOL ONLY WORKS IF THE ENTIRE TEAM COMMITS TO THEIR ROLE IN THE PRODUCTION. SO, DO WE HAVE YOUR COMMITMENT?