Small, Bite-Size Pieces

Posted Posted in MMM

Why it is best to not display all pricing options at once Our guests can get overwhelmed if they are presented with too much information, too quickly. Presenting all your pricing options for all products above General Admission at once can easily backfire. Faced with so many options, and unsure of what would be best, the guest becomes overwhelmed and shuts down – “Can I just do General Admission?” is the frequent response to this inundation of information. It is human nature to prefer that information be kept simple. This does not mean that you must keep your product lineup overly simplified. Complex product lineups can be very powerful. It […]

Hasta La Vista, Baby! Why you must terminate your Kiosks today.

Posted Posted in MMM, Uncategorized

Hasta La Vista, Baby! Why you must terminate your Kiosks today. “No fate but what we make” – Kyle Reese, Terminator 2: Judgement Day Kiosks are the ruin of an effective front gate. They process only the most basic of transactions, they fail to maximize revenue, and as a result they leave a tremendous amount of money on the table. Even the best, most intuitively-designed kiosk can never hold a candle to the effectiveness of an engaged and well-trained Sales Associate. The reason for this goes to the heart – quite literally – of what it means to be human. As humans, we care, we love, we commit…in other words, […]

Down with Upselling! — Why it’s always better to start at the top!

Posted Posted in MMM

Down with Upselling Why it’s always better to start at the top Upselling is exhausting work. It’s like starting at the bottom of a huge mountain and tediously working your way to the top. Even though you know there is likely to be a great payout for your effort…the view from the top will be amazing…getting there can be an incredible ordeal. When I decided to propose to my wife, I took her to Yosemite (which I lovingly refer to as God’s slice of heaven on Earth). I planned to propose the her at the top of Half-Dome; but to get there we had to make an 8-mile hike with […]

re:Member-ing the Value — Four Keys to Building Value-Level Memberships

Posted Posted in MMM

re:Member-ing the Value Four Keys to Building Value-Level Memberships “Alone, we can do so little; together we can do so much.” — Helen Keller Membership is a billion-dollar business. In the United States alone millions of people sign up for or renew at least one form of membership each year. It might be for a local zoo, museum, or aquarium; perhaps it is an annual pass for a theme park; or maybe it is as simple as a membership to Costco…regardless of which specific option (or options) we choose, membership is truly valued by many of us. But in the public sector (non-profits) I have noticed a disproportionate emphasis placed on […]

Ask a Stupid Question

Posted Posted in MMM

Ask a Stupid Question How asking the wrong question leads to mediocre sales. “If I had asked them what they wanted, they would have said faster horses.” Henry Ford The definition of insanity is doing the same thing over and over and expecting a different outcome. Yet at ticket counters all over the world…from zoos and aquariums to museums and theme parks and every type of attraction in between our Ticket Teams continue to say five little words that can actually hinder our sales. What are these words? They are “How may I help you?” At any ticket counter where there is complexity to the admission offerings – packages, upgrades, […]

Staffing Blues — Four Ways to Get Your People to Work

Posted Posted in MMM

“Our basic nature is to act, and not to be acted upon.”  -Stephen R. Covey I never liked being short-staffed. In college, when I worked in a café, a call-ins meant that I would be working double-duty. It meant stress for me, long lines for our customers, and waste of product. As a line level staff member, I had no way of improving the call-in problem, but I also knew that when I was in management, I would handle staffing problems in a more effective manner. Fast forward five years and I am a supervisor In the Attractions Department at the LuXor Hotel in Las Vegas. When I was put […]

Engaging the Little Ones – Tips for keeping the Attention of Younger Guests

Posted Posted in MMM

“Tell me and I’ll forget. Show me and I may remember. Involve me and I learn.” – Benjamin Franklin Family matters…and when you are a parent with younger children it is essential to keep them engaged. When we first moved to Orlando, we decided to go to Tampa to watch the San Diego Padres play the Tampa Bay Rays. Our older children were both in school, but we took our 4-year-old daughter with us and she was bored to tears. As much as we tried to make the game fun for her, the environment was just not able to keep her engaged. The next day when she woke up the […]

Giving Back to Your Guests

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Increase Attendance and Loyalty in the Off-Season “You don’t earn loyalty in a day. You earn loyalty day-by-day.” Jeffrey Gitomer The holiday season is over and it is still a long time before we will see the large crowds of Spring Break and the Summer Season. When planning our Special Events much of our attention is focused on our busiest seasons for obvious reasons; increased attendance and revenue make it easy to justify extra staffing and shows. We frequently look at our “Shoulder” or Off-Season as the time to scale back our offerings. It seems to make sense; after all, we have fewer guests, but what if instead of cutting […]

Buy In — How to Influence Performance and Drive Success

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Action comes about if and only if we find a discrepancy between what we are experiencing and what we want to experience. – Phillip J. Runkel, Professor of Psychology and Education, University of Oregon What’s in it for me? In today’s society that is the question many people (including our employees) ask themselves when they are asked to do something…especially if it is something new or different from what they are used to. Whenever we teach the tenants of Operation: Pineapple’s Five Star Sales program we work to determine the most effective way to achieve “buy-in” with the team; that is the key to success. This could mean creating a […]

Efficient Operations

Posted Posted in MMM

How to affect change and leave denial behind “Not everything that is faced can be changed, but nothing can be changed until it is faced.” James Baldwin The Nile River Tour was a 15-minute boat ride that transported guests along the interior perimeter of the LuXor Hotel showing them recreations of some of the most famous Egyptian tombs and paintings while sharing a brief lesson in Egyptian History. I was part of the opening team and we experienced immense popularity as soon as the hotel opened. Each morning the line would start to build right at opening – 9 am – and by midafternoon we usually had an hour plus […]