Greetings and almost Happy New Year and Happy New Decade!

We are looking to increase our revenue stream by increasing our site's ability to attract rental clients.  I have looked in the listserv archives and haven't found a recent discussion on this topic.

I work at historic site and our rental season is from mid-May to mid-October. The space that we rent is tented outdoor courtyard that can seat up to 120 people and leave room for a small dance floor.  We also have two very pretty sites for ceremonies and the cocktail hour is often held by our historic home that is right on the Hudson River -- very picturesque and atmospheric for the right couple. (we largely host weddings).  Since we are not a catering hall, the clients and caterers have to bring in everything. In the go-go 90's and early oo's we had up to 15 affairs a year but in recent years the number has dwindled.  I am looking to figure out why and bring the figure back up.  So here are some questions -- any answers and thoughts would be most appreciated. Please feel free to respond to all or any of them. I imagine that other colleagues are interested in this topic as well so please post to the list.


1)  Who books the rentals at your museum?  The reservations dept, marketing, visitor services or is there a separate department for rentals?

2) Do you have an exclusive caterer?  A preferred caterer(s)? An in-house caterer?

3)  What are the advantages and disadvantages with working with an in-house, exclusive, preferred or random caterers?

4) What kind of deals do you work out with them?  For example -- does the caterer pay a yearly fee to use your site?  Do they give you a percentage of their payment per party?  Any thing else?

5)  How do you promote rentals or alternative site use?

6) Do you ever do cross promotion with the caterer or other vendors?

7)  What makes your facility attractive to potential renters?

8) Why do you loose clients?

9) Do you have a sliding scale re charging based on how big the party is?

10) Any other thoughts about alternative site uses and strategies to increase their frequency at museums and historic site?

Thanks in advance for any and all feedback.  Once we get the wedding etc. booked and here, the affair works like clockwork  -- the operations piece we absolutely have buttoned up; it's the hooking and keeping the client that is increasingly more difficult.


Dina

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