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Networking requires the efforts of everyone, not just when you get something today. Generally, an existing account can and will provide more business to a property if the right contact is made and business is solicited. There is a tendency for similar businesses or accounts to do similar things. If, for example, a property does business with Army recruiting people for meetings and meals, it is likely that the Navy, Air Force and Marines are doing pretty much the same thing, somewhere else san diego hotels. If a property hosts a weekend conference of piccolo players, then it is probable that there are associations of drummers, piano players or violinists who have similar meetings. If there is a party for a new-car showing put on by one auto dealership, then there may be a similar party that could be solicited from other dealerships in the area. Salespeople need to regularly look for ways of developing new business for rooms, meeting business and food & beverage san diego hotels. Opportunities abound for all types of business. Knowing what's going on in the marketplace, checking on the competition and exploring new profit sources are important keys to success in sales. And remember: be enthusiastic about what you're selling! The following questions are to stimulate discussion about the way we do business san diego hotels. There is not necessarily only one "correct" answer -- the reason for this section of the column is to promote an awareness of how we might all improve our operations. John Hogan, MBA CHA MHS is the Director of Education & Cultural Diversity for Best Western International, the world's largest lodging chain. .