Conferon Changes to Electronic Site Research Process By Denise Farrell, Director of Administrative Services Conferon is on the verge of making the most drastic change to its internal site research process since the department started 14 years ago. With the customization of SalesLogix, a contact management software program, the department is able to revamp its process to become more electronic. This new development will benefit Conferon, our clients, and our hotel partners. SalesLogix, which now tracks over 4,000 hotels and convention centers, allows us the ability to track all clients, analyze opportunities, organize meeting details, review site research information, and store final contract information. From this location, the representative will be able to forward a request to the Research team in order to begin the process of site research. They will provide details regarding the program needs and designate the specific facilities to contact. The “Note” area, a new internal feature, allows us the ability to see daily notes from colleagues about specific experiences working with and/or visiting a property. The new “Lead Form” will provide our hotel partners the most complete information in the industry. It will include general client information, preferred dates, room block needs, detailed agenda, hotel history, contract concession requests, and the client decision timeline. The most exciting part is that this document will now be e-mailed directly to our hotel partners. Hotel National Sales offices will also now be able to receive and track Conferon-initiated leads more efficiently, and convert it into their internal system more easily. E-mail will allow a property sales manager the ability to receive the request for proposal more quickly with enhanced clarity. The hotel can then evaluate the program and respond in a timely manner. The Conferon Research team will be able to communicate easily with the hotel in order to obtain crucial information such as dates, rates, space availability, space rental costs, concessions, recreation, etc.; however, Conferon understands the importance of personal relationships and will continue to make phone calls directly to the Sales Manager to discuss their response. After all information is collected, the Research Specialist will complete a standardized report for the account representative. This format will allow them the capability to review the information and add recommendations before forwarding this data back to the client for analysis. The client will receive the same reliable information as always, and in a most timely manner.