Supply to Hotels

[Bernie01]

Hi All

I have an on-line store where we sell our hand-crafted Chocolate Bouquets. We have been trading since 2008 and while it was slow to start (afterall, who knows what a Chocolate Bouquet is!!!). We finally have a steady stream of orders coming in on a weekly basis (phew!).

Our products are great as table centre pieces for weddings and we have actually done a few weddings. We would however, like to take this a step further and look at ways of working with hotels to supply the products. I have been told that wedding co-ordinators are often being asked by couples for different ideas for table/venue decorating and we can offer those looking for it something completely different.

I was wondering how it all works. I didn't get married in a hotel, nor have my wedding reception in one but from what I understand, flowers (table centre pieces) are sometimes part of the package price the hotel offers. If this is the case, are the hotels making a commission and if they are, what are they expecting to make? Or is a matter of just sending some literature for wedding co-ordinators to put on file?

I would really like to pro-actively take this route as another side to the business but do not want to make appointments with hotels and not really know what they would expect, it will give the wrong impression.

ANY information, even if it is "don't do it" will be greatly appreciated.

 

[Alicatt]

Hi,

Hotels will offer packages but they will also recommend suppliers to their brides for the couple to contact directly. Don't forget independent wedding planners as well (in fact these might be a better place to start).

I think you should bite the bullet and start talking to the coordinators. Pick up the phone and start a conversation - ask them how they like to work with suppliers. If you are not used to cold calling, then leave your prime targets until you have had a bit of practice.

As you say, if they are any good they should be interested in your product so don't be shy! If you simply send some literature it will probably go straight into the bin.

All the best

 

[Bernie01]

What a great suggestion.... thanks, I will start doing that straight away!!

Do you know if wedding co-ordinators expect a commission, or is it more about them being able to offer their client more options? If they do, I obviously want to approach it at the right commission level, no messing around with offering a low commission or indeed giving away too much.

Sorry for all the questions, I can't approach anything without knowing as much as possible (I have to know my stuff before I start!).

Thanks again.

 

[infogreed]

You definately should approach the wedding agencies. You decide how: directly, requesting a meeting, by phone, by e-mail, or all of the above in backwards order. Remember that you should stand up for your product, educate your target audiences: why do they need your product, when, what are their options, what are your delivery (quantities, time restraints, product portfolio) abilities. Do not waste time and approach them, step by step you'll learn the winning technique, but you won't ever guess it by just standing and wondering. Good luck

 

[Bernie01]

Thanks infogreed!

I have drawn up a list of people to call and am making samples/portfolio as we speak, so I should be ready to start picking up the phone next week... perhaps I procrastinate too much!

 

[Alicatt]

What a great suggestion.... thanks, I will start doing that straight away!!

Do you know if wedding co-ordinators expect a commission, or is it more about them being able to offer their client more options? If they do, I obviously want to approach it at the right commission level, no messing around with offering a low commission or indeed giving away too much.

Sorry for all the questions, I can't approach anything without knowing as much as possible (I have to know my stuff before I start!).

Thanks again.

Re commission - they vary. Most prefer to negotiate a discount and/or pass on the commission to their clients and the UKAWP (UK alliance of wedding planners) make this part of their code of ethics.

 

[Bernie01]

Thanks Allicat!

I have created a brightly coloured flyer to send as a follow-up e-mail to wedding co-ordinators, once I have talked to them over the phone.

Thank you so much for your earlier tip about approaching these in the first place, it doesn't feel so daunting to pick the phone up to them.

I am starting my calls this afternoon!

 

[TotalWebSolutions]

Hi Bernie,

Hope all is well.

When we were arranging our wedding, the hotel's wedding co-ordinator had various companies to recommend for all aspects (flowers, chair coverings, favors etc) and said they had arranged 'special rates' with them. Chances are if you offer a good enough deal for the hotel/venue they will gladly include you in their recommendations. We were given a pack by the co-ordinator which contained various flyers so the fact that you already have one produced (and a great looking website) should help.

I would pass you the details of the hotel we used but it is in Manchester so not sure what areas you are targeting?

Simon

 

[Bernie01]

Thanks Simon, so from the Happy Couple's point of view, would it be getting a good deal, or having something unique that would seal the deal for you?

The venue details will be great... we are targeting all areas, our products travel really well. Our first wedding was in Scotland! The courier just sent them to the bride's house.

Thanks for the compliment on the website

 

[TotalWebSolutions]

Thanks Simon, so from the Happy Couple's point of view, would it be getting a good deal, or having something unique that would seal the deal for you?

I think you already know the answer to that one... both As you know, weddings are bloomin' expensive these days so every little saving helps. We had a light show and adult bouncy castle at our wedding and although we knew it was going to add to the occasion we still wanted to get the best deal.

Seriously though, you already have the unique concept covered which is great as you can approach these venues/co-ordinators with something a little different. I can see you have testimonials on your website which is great as they would obviously be looking for a quality product/service they can recommend to the couple.

I will PM you the contact details in a min...

Simon

 

[Bernie01]

Thanks for that obvious I know but sometimes hearing it out loud seems better.

Bernie

http://www.harpersluxurygifts.co.uk/our-products/handmade-luxury-gifts.html