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About the Authors Hannah Roth is the Director of Private Events she has been with Gateway Clipper Fleet since 2011 after graduating from Duquesne University. She is Co-Chair of the PVA Membership Committee. Katie Hanlon has been with the company since 2015 and is a graduate of Point Park University. She brings 15 years of experience in sales and in non-profit fundraising. Steve Anderson has been with the Gateway Clipper Fleet for a total of six years working in Private Events for three years. Steve brings 20 years of experience in the fields of client relations and sales. Jill Johnson joined the Gateway Clipper Fleet in 2015. After receiving a Bachelors degree in Business Administration from Seton Hill University Jill has spent the last 30 years in sales. Lori Jaczesko has been with the Gateway Clipper Fleet since 2011. Lori has over 25 years of experience in both sales and involvement with the hospitality industry. My dedicated time to prospecting and finding more clients starts with a great foundation of solid leads thus leading to a pipeline of qualified prospects. I focus on this pipeline and in pushing my prospects to the point of commit- ment in order to build a strong book of business. Networking Extending Your Professional Reach BY LORI JACZESKO The greatest asset that I depend on daily is my network of contacts within the city and region. It is by networking that I am able to find the majority of my clients. I promote our uniqueness as a quintessential Pittsburgh event to all my contacts in the hotel hospi- tality and tourism industries in our market and I also host them on some of our cruises so that they can experi- ence for themselves all that we have to offer.Once these industry contacts realize how fantastic a riverboat cruise is I feel comfortable in asking them for a referral or hopefully to book their event aboard one of our boats. This same concept holds true for repeat customers. Once they have experi- enced a Gateway Clipper Event and Cruise and realize how dedicated our entire staff is in making their event perfect we have now produced a long-term client and another possible source for a referral. A Talented Team Makes the Difference BY HANNAH ROTH As with any team they are multi- faceted always interesting and collec- tively diverse. We rely on one another to push our limits and expand our www.DelawareElevator.com L Service L Installation L Repair L Testing L Certication Highly Qualified Technicians with Full Credentials Contact Larry Hatch at 757-449-1619 LHatchDelawareElevator.com Your Worldwide Marine Elevator Contractor Offshore Rigs Drillships Workboats OSVs Commercial Ships US Government Ships Cruise Ships Mega Yachts horizons day-in and day-out. As the director of this vital department there are several factors that I make priority for me and my team. Team Culture Establish your way of doing things and fine-tune as time goes on. We meet once a week to discuss prospects new business market trends and upcoming promotions. This meeting is a great hub for new and creative ideas. Track Leads Use a lead tracking system to make follow-up and reporting seamless. Metrics and accountability are huge in any sales departments. Because I once read you cant manage what you cant measure I aim to keep solid metrics on file to compare quarterly monthly and yearly data. Be Innovative We many times have resorted to old sales tactics cold calls for example. Recently though we put a creative spin on this tactic and instituted a Sales Blitz program that is a fun yet com- petitive cold calling spree. The results were amazing. We set numerous ap- pointments and even booked new business from our calling spree. n 12 MAY 2016 FOGHORN MARKETING Gateway Clipper Fleets Private Event Team L-R Hannah Roth Katie Hanlon Lori JaczeskoJill Johnson and Steve Anderson.