This company is know as ICM, SMG and THG. It is under the company MARCUS EVANS. MARCUS EVANS IS RUN VERY MUCH THE SAME WAY AS THIS. SEARCH MARCUS EVANS TO VIEW THE REPORTS ON THEM.
The Hospitality Group looks to be a great organization on the outside. In fact the only thing that could tip anyone off about the way they do business would be the plethora of job listings that you will find on different career sites. The Interview begins in one of three small rooms in the lobby that are too small to do anything but conduct an interview in. You will most likely be sitting in the lobby with several other applicants.
The interview is specifically conducted to make you feel like the process of selling product for this company is very intelligent, and very quick. "we use a very educated sales process that is emotional and controlled specifically by us." The interview is jokingly said to be "The best sale in THG" At the end of this interview, you will be shown a compensation sheet. It will tell you that you will make $1500 a month plus commission. It will show you the advancement scale. The interviewer will make you feel like anything is possible, and that everyone who walks in the door will be making 100,000 in the first year or so. No one will ever be offered the job in the first or second interview. You will call back the next day and be re sold on the job. This is where you are "re-pitched" the job. Almost no one is turned down.
Once hired, you will be starting your training usually the first Tuesday of the month, maybe the second Tuesday. The training will be 3-4 days long and seems honestly seems like a youth rally. You have several people who will be telling you how to do the job correctly. On the last or second to last day, they will tell you about the "Cancellation pitch" This is the only pitch they will ever want you to use. Basically you will be calling people everyday and telling them that you have recently had a company cancel their reservation to XYZ event. With this being a rare happening, we are now able to offer you a discounted rate to our sold out XYZ event. The Discount is ALWAYS 1/3rd of the "original price." They also add a 24% service fee onto the top of every product. You do not collect commission on this 24%. Example Product is $100,000. You only collect commission on $76,000. Factor in Taxes and you will only make about 5% commission on any sale you make, not the 10% that they tell you.
From training, you walk onto a "Boiler Room" style sales floor. You are given No leads at all. You are responsible for any and all lead research, and you need to do it outside of working hours. No one is given a personal computer to work on. You share 4 research computers between 20 people. Your desk is a table that 4-6 other people are sitting at. Be aware that the only reason why your seat was empty is because the person who used to sit there was fired or quit probably less than a week before you arrived. If every desk is taken, they are still going to be hiring 6 new people for the next month.
Tad, the recruiting guy, will probably come into your section (the North American GM sits at these tables with you.) and say something like " Here is some new Fresh Meat for you" as he hands your boss 20-30 new resumes. Usually you would figure that it would be bad for your new employees to see that the day they get on the sales floor, you are already looking for their replacements.
There is NEVER an event that you are pitching at an original price. The real price of the event is the price we pitch as discounted. There is NEVER a company who has canceled their reservation. This pitch is used only to create false urgency. You will also be instructed to tell the person you are talking to that this is the last time this product will ever be available, and that multiple other companies are looking at this availability right now. With this in mind you are told to let the prospect know that he only has 2 hours to make a decision on this event.
The prices that we offer with our "discounted" opportunity, are ALWAYS the highest price on the market. You call companies so much that you are forced to lie to gatekeepers and just about everyone because if you call too much and then finally get in touch with a Decision Maker, he will know that your urgency is fake.
You will make around 200 calls a day and maybe reach 3-10 people who matter. It is not easy at all to get in touch with the right people. There is also no communication between sales people. This means that if you are working a lead, someone else is free to call the exact same person that you have been speaking to, or trying to contact. This leads to the phrase "THG CALLS ME ALL THE TIME" frequently.
These practices lead to a 95% turnover rate. They lead to hirings and firing's every month. They lead to statements from one of our North American GM's like this one " Hire double what you need, Fire half of them. That will give the ones you keep a good lesson."
With all of that said. They do try to train you, and the CEO is in the office every few months, and he is very hands on. You will have reviews of most of the phone calls you make. These are helpful. The ability to be on an open sales floor can be good at times because you have the ability to hear other people in their pitch, and use some of the things they are saying in your own. Some people make a lot of money selling their events. There are 3 people in one of the Sections of THG in chicago that have sold a considerable amount of product, however they are selling the best product that is currently being offered. Even these three have had multiple months in which they have not made any sales. (one of them has not made a sale in the past 5 months as of JAN 08, and he is by far the most comfortable and best sales person out of the three. )
You can make money in this job, but it is not common to make money ( 95% turnover rate) and the money you make is not worth all of the lies and worrying about if you will have a job or not.
I would suggest that if you have an interview with THG, ask the person who is interviewing you what their turnover rate is. If they do not tell you that it is 90% or higher, they are being as dishonest in the interview, as the company is in business.
I hope this helps.