In January 2005, the 100th UK Express by Holiday Inn was due to open, providing much needed limited service accommodation at the UK's third busiest airport. The hotel comprised 183 bedrooms and six 'Meet Smart' conference suites, the largest accommodating up to 56 delegates.

The plan was to recruit a Sales Manager to commence pre-opening sales activity in October. However, the right candidate was not forthcoming initially, so in the meantime Rubicon Solutions provided that interim support.

Melanie Cash worked two days per week to research the local area and create an ACT database of local companies, airlines and other organisations that had a need for accommodation and/or meeting rooms.

A mail shot was sent out to local Chamber of Commerce members, along with those organisations identified as having a need for the hotel. Another mail shot was carried out by email to Conference Agents.

Follow up calls were then made to research in more detail the needs of those organisations and some initial contracts discussed to set up base business for the hotel. Support was also given to ensure that the RFP process with Intercontinental Hotels was completed successfully, opening essential booking channels with key organisations and business travel agents.

In early January the new Sales Manager joined the hotel and a full handover took place with joint appointments initially, while she settled into the new role. The hotel opened successfully on 24th January 2005 and is now operating with an occupancy in the high seventies, as at July 2005.

Specific Feedback from Tim Shearman, Operations Director, Kew Green Hotels:-

"Melanie has a wealth of experience in sales and marketing in the hotel industry and was therefore able to join us and hit the ground running immediately."

"She fitted in easily with the other team members and represented the company very professionally."

"Melanie's ground work pre-opening was invaluable and then ensured a seamless handover to our current Sales Manager who has been able to build on the initial contacts made."

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