Case
Study

Summary: A 1,000-room luxury hotel in New York City turned to Jaime Job Consulting to increase the profitability of banquets by fixing major gaps in the sales process, data issues, and forecasting errors.

Challenge: When Jaime Job was first hired to consult for this large luxury hotel in Manhattan, its banquet profitability had stagnated at 19%. At the time, this was well below the industry standard profit for banquets, which was around 33%. A series of business challenges were affecting the hotel’s banquet profits, including an inconsistent sales approach to qualifying leads, an overload of lead data from disparate electronic sources, and inaccurate financial forecasts for banquet bookings. Inaccurate forecasting had also led to increased costs for labor and food, since staff were frequently unprepared for actual bookings.

Solution: By performing an audit of the hotel’s operations, Jaime was able to identify key gaps in business processes, as well as mistakes in the data being used to forecast banquet costs and revenues. Jaime established new standards for the sales process, enabling the sales team to field qualified leads while filtering out lead duplicates and unqualified leads. She then introduced the Aamaze reporting solution to the hotel, integrating it seamlessly into the updated sales process. With Aamaze in place, staff were able to make near-perfect financial forecasts for banquet bookings, leading to massive savings on food and labor costs.

Impact: After working with Jaime, this luxury hotel’s banquet profitability went up by 14 points, resulting in a bottom-line profit increase of $680,000 per year.