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Marketing Tips Keeping the Boat Aoat with a Pipeline of New Opportunities By Hannah Roth with Katie Hanlon Steve Anderson Jill Johnson and Lori Jaczesko Gateway Clipper Fleet T he Gateway Clipper Fleet has been sailing Pittsburghs Three Rivers since 1958. We offer a variety of cruises year-round. Our main business segments are public dining and sightseeing events sporting event shuttle and private charters. Gateway Clipper operates five vessels one H boat The Empress three K boats The Duchess Princess and Queen and one T boat The Countess. Our private charter business contains many segments with the focus on wedding receptions school dances social events and corporate events. We are looking to expand this segment by targeting weekday meetings and corporate functions. As part of the customer service discussion I thought it would be useful to offer the best practices of my Private Event Sales Team at Gateway Clipper Fleet Pittsburgh PA. Yearly at the PVA Annual Convention at MariTrends we swap stories compare conversion rates and look towards another prosperous season. My company has a team of four sales members with decades of industry experience. They hold the key to this business segment being successful and I wanted the op- portunity to showcase the tips and tricks they use on a daily basis indi- vidually and as a team. While everyones operation is different there are a few key factors across the board that can help contribute to the success of this department. Cold Calling Scary but Necessary BY KATIE HANLON I have been a Private Event Sales Manager at the Gateway Clipper Fleet for one year. Having worked my entire career in the non-profit sector the transition had its challenges. One challenge I faced was generating new business 10 MAY 2016 FOGHORN FOGHORNFOCUS FOOD SERVICE 1 920.686.5117 salesburgerboat.com burgerboat.comcommercial LUCIA Delivered June 24 2015 89 27m Steel Passenger Vessel Proudly built in the USA Burger is recognized worldwide for quality custom vessels that provide years of dependable service. Quality Commercial Vessels... Built by Burger to Your Requirements Aluminum and Steel Fabrication Passenger Vessels Research Vessels Fast Crew Boats Fast Supply Boats Wind Farm Support Vessels Fishing Vessels Other Vessels to 260 80m Under Construction 103 31m Steel Explorer Vessel