Fall 2014 Membership Committee Packet

__________________________________________________________________________________________
Membership Committee
October 28, 2014 | 12:30 p.m.
Best Western Premier Eden Resort & Suites | Lancaster
__________________________________________________________________________________________
CONFIDENTIAL INFORMATION—PRLA OFFICIAL USE ONLY.
PENNSYLVANIA RESTAURANT & LODGING ASSOCIATION MEMBERSHIP COMMITTEE Tuesday, October 28, 2014 ‐ 12:30 p.m. Best Western Eden Resort & Suites, Lancaster, PA AGENDA I. II. III. IV. V. VI. VII. CALL TO ORDER AND INTRODUCTORY REMARKS Mr. Musciano/Mr. Campbell ROLL CALL OF MEMBERS Mr. Musciano/Mr. Campbell APPROVAL OF APRIL 7, 2014, MINUTES Mr. Musciano/Mr. Campbell MEMBERSHIP REPORT A. PRLA Membership Numbers and Trends Mr. Doulgeris Mr. Longstreet Ms. Preuss Mr. Doulgeris Mr. Doulgeris NEW BUSINESS A. Membership Survey results summary B. Membership drive update C. 2015 Membership Development Plan Summary D. Hall of Fame award Mr. Longstreet Ms. Preuss Ms. Daniels Ms. Preuss ADJOURNMENT Mr. Musciano/Mr. Campbell OLD BUSINESS A. New PRLA team positions B. Partner Program/MRP Update C. Dues Invoice redesign D. Job Board update Next Meeting: PRLA Spring Membership Meeting April 27‐28, 2015 Location: TBD
Pennsylvania Restaurant and Lodging Association
Tuesday, October 21, 2014
Page 1
Membership Committee
As of 10/21/2014
Joe Campbell
Committee Chairman
Chickie's & Pete's
489 Bristol Pike
Bensalem, PA 19020-6336
Work Phone: (215) 604-9960
Fax: (215) 604-9964
Steve Musciano
Committee Chairman
ARAMARK Corporation
115 Federal St, PNC Park At N. Shr
Pittsburgh, PA 15212
Work Phone: (412) 325-4453
Fax: (412) 697-7117
Rick Sell
Chairman of the Board
Metz Culinary Management
73 Granville Way
Exton, PA 19341
Mike Brady
Member
Eastern Insurance Group
613 Baltimore Dr Ste 8
Wilkes Barre, PA 18702-7980
Work Phone: 570-819-2000 142
Fax: 570-819-4000
Jennifer Byers
Member
Courtyard by Marriott Greensburg
700 Power Line Dr
Greensburg, PA 15601-1387
Work Phone: (724) 834-3555
Fax: (724) 834-3787
Jeff Cohen
Member
Smallman Street Deli
2840 Smallman St Ste 1
Pittsburgh, PA 15222-4787
Work Phone: (412) 434-6600
Fax: 412-434-6822
Michael Desmond
Member
Hotel State College & Co.
100 W College Ave
State College, PA 16801-3838
Work Phone: 814-237-4350
Fax: 814-237-4129
Dee Fegan
Member
30 Timber Road B&B
30 Timber Road
Mechanicsburg, PA 17050-4505
Work Phone: (717) 448-9091
Jim Fris
Member
PJW Restaurant Group
520 N Haddon Ave
Haddonfield, NJ 08033-1725
Work Phone: 856-216-0656
Robert Howell
Member
Shawnee Inn and Golf Resort
PO Box 67
Shawnee On Delaware, PA 18356-0067
Work Phone: (570) 424-4000
Fax: (570) 424-9168
Tony Salomone
Member
Golden Sheaf
1 N 2nd St
Harrisburg, PA 17101-1601
Work Phone: (717) 233-6000 421
Fax: 717-233-6271
Christine Sczypta
Member
Courtyard By Marriott Harrisburg West / Mechanicsburg
4921 Gettysburg Rd
Mechanicsburg, PA 17055-4816
Work Phone: (717) 766-9006
Fax: 717-591-1728
Tim Watson
Member
Historic Revere Tavern
3063 Lincoln Hwy E
Paradise, PA 17562-9651
Work Phone: 717-687-8601
Fax: 717-687-6141
PENNSYLVANIA RESTAURANT & LODGING ASSOCIATION MEMBERSHIP COMMITTEE MEETING Monday, April 7, 2014 / 12:30 p.m. Nittany Lion Inn / State College, PA MINUTES I. II. CALL TO ORDER AND INTRODUCTORY REMARKS Membership Committee Chairman Steve Musciano called the meeting to order at 12:38 p.m. and welcomed everyone in attendance. John Longstreet introduced himself and spoke briefly about his new role as the PRLA President & CEO. ROLL CALL OF MEMBERS Committee members present: Steve Musciano, Rick Sell, Jeff Cohen, Dee Fegan, Jim Fris, Tony Salomone, Christine Sczypta, Tim Watson, Michael Brady Guests present: Matt English, Mike Rodden, Brian Dailey, Matt Lyle, Michael Passalacqua, Jim Purdum, Ann Mitchell, Ray Hottenstein, Stephen Weinstock, Barry Kidd, Ed Master, Bryan Reichelt, Evan Pappas, Steve Stetzler, Jim Bosco, Frank Sluzis, Mike Weaver, Vincent Sanzotti, Bill Henderson, Larry Rood, Danielle Showalter, Diane Deitzel, John Graf, Tim Zugger, Joyce Kraemer and Erik Evjen, John Longstreet Staff present: John Doulgeris, Christine Preuss, Stephanie Otterson, Eric Adams, Brenda Mendte, Melissa Bova, Charlie Anderson and Patrick LeBlanc III. IV. V. APPROVAL OF NOVEMBER 3, 2013, MINUTES Motion: Matt English motioned to approve the minutes. Dee Fegan seconded and the motion passed unanimously. MEMBERSHIP REPORT Patrick LeBlanc, state director of member services, reviewed the financial performance of membership as of February 28, 2014. The following reports were discussed and included in the meeting packet:  Summarized the Monthly Billing Summary for January 1 through December 31, 2013 – 84.65 percent retention versus 80 percent goal.  Reviewed the total members and chapter breakdown through February 28, 2014 – 2,673 total members.  Jeff Cohen suggested tracking student and retired members separately rather than including in total membership counts. OLD BUSINESS A. Director of Member Services – Western Region Patrick LeBlanc announced that this position is being posted and a process is in place to select a qualified candidate. B. Partner Program Update  Manufacturer Rebate Program—awarded $81,050 in net rebate money to participating members since September 30, 2013 (through Q3 2013). 1

BMI—360 members currently participating in BMI’s discount program. In 2013, members saved $24,731 on music licensing fees. A discount program with SESAC is currently being worked on. C. Website Update Stephanie Otterson, communications coordinator, provided an update on the new website. There have been some browser issues which are being handled. It was suggested that we begin tracking how many people go to site, how many log in and how many are members versus non‐members. Matt English asked meeting attendees to submit pictures of their businesses for the home page photo scroll. These could also be used to implement a member spotlight on the home page. Brian Dailey asked for an employment section to post opportunities. It was also mentioned that we need a student section. VI. VII. NEW BUSINESS A. Webinar Topics Patrick LeBlanc discussed implementing webinars for 2014. He asked that if anyone has a topic, to please forward it to him. B. Membership Benefits Patrick LeBlanc discussed strengthening the benefits we offer our members. He is going to be reviewing the benefits and looking for more money‐saving benefits. Eric Adams, member relations coordinator, mentioned the VisitPA site. Members can now add photos, menu items and links to social media on their profile. Each PRLA restaurant member will have the PRLA logo next to their name to drive users to our site. Michael Passalacqua suggested PRLA reviews its member recognition policies to take advantage of potential public relations opportunities. C. Membership Committee and Subcommittees Steve Musciano discussed the formation of subcommittees under the membership committee. The programming subcommittee will develop, promote and coordinate PRLA events in collaboration with the membership committee and PRLA staff. The membership value subcommittee will consist of 3 outreach groups: lodging and B&B, student, allied and restaurant. A meeting will be held next month to discuss these efforts. MEETING ADJOURNMENT Motion: Ed Master motioned to adjourn the meeting at 1:58 p.m. Dee Fegan seconded and the motion passed unanimously. NEXT MEETING: PRLA Fall Membership Meeting October 27‐28, 2014 Best Western Premier Eden Resort & Suites, Lancaster, PA Minutes submitted by Christine Preuss, Member Relations Coordinator 2
MEMBERSHIP REPORT
3
Pennsylvania Restaurant & Lodging Association
Member Billing Report
January thru September 2014
RENEWAL SALES
CATEGORY
MEMBERS
Restaurant
Lodging
Allied
Other Hospitality
Institution
Totals
* BILLED
AMOUNT
561
195
319
98
72
1,245
Retired
Students
Totals
PAID
AMOUNT
303,516
113,586
99,311
22,252
14,400
$553,065
10
163
173
271,966
97,202
71,990
18,572
12,400
$472,130
450
4,075
$4,525
250
275
$525
%
BALANCE
DUE
%
89.61%
85.58%
72.49%
83.46%
86.11%
85.37%
34,067
18,182
29,187
3,680
2,000
$87,115
11.22%
16.01%
29.39%
16.54%
13.89%
15.75%
55.56%
6.75%
11.60%
200
4,625
$4,825
44.44%
113.50%
106.63%
NEW MEMBER SALES
Actual
Restaurant
Allied
Institution
Other
Sub Total
YTD Budget
$ Variance
%
$
20,008
20,605
1,600
225
42,437
$
84,375
$
(41,938)
-98.82%
Lodging
Other Hospitality
Sub Total
$
8,300
498
8,798
$
28,125
$
(19,327)
-219.69%
Total New Member Sales
$
51,235
$
112,500
$
(61,265)
-119.58%
*As of 10/20/2014
4
96
49
26
41
1
21
4
13
5
2
2
3
8
1
1
0
0
348
Philadelphia
Central
Lancaster
Brandywine
Keystone
Lehigh Valley
Northwestern
Berks-Schuylkill
Northeastern
Southern
Midwestern
Susquehanna Valley
Bucks
Pocono Mountains
Laurel Highlands
North Central
Pike/Wayne
Total
Variance
0
0
1
2
7
3
3
3
6
12
3
19
0
39
27
53
104
71
31-Jan
353
-5
-1.42%
75
30-Sep
Allied
Western
Chapter (Rank by Total Members)
5
1
1
3
4
2
2
5
4
7
2
5
3
7
2
4
17
26
21
31-Jan
116
-3
-2.59%
113
1
1
4
4
2
3
6
4
7
3
4
3
6
3
3
17
24
23
30-Sep
Institution
3
2
2
7
2
1
6
9
6
6
4
3
13
6
17
31
29
40
31-Jan
187
-4
-2.14%
183
4
2
2
6
1
1
5
9
6
6
4
3
13
6
17
30
30
38
30-Sep
Lodging
0
1
0
0
1
1
3
1
1
2
3
0
4
3
6
8
3
8
31-Jan
95
3
6
4
1
4
8
2
3
8
2
6
3
6
1
8
10
9
11
30-Sep
3
7
4
1
4
8
4
3
8
2
7
3
7
1
12
11
11
12
31-Jan
1,658
5
17
26
30
31
36
47
57
49
57
69
69
55
80
107
201
293
429
31-Jan
-42
-2.53%
1,616
8
14
28
32
32
38
48
52
47
54
65
69
53
77
100
199
281
419
30-Sep
Other
Restaurant
Hospitality
45
108
-4
-13
-8.89%
-12.04%
41
0
1
0
0
1
1
0
1
1
1
2
0
4
3
6
9
5
6
30-Sep
Management
Pennsylvania Restaurant & Lodging Association
Member Count by Chapter
September 30, 2014 vs January 31, 2014
9
0
0
1
1
0
0
0
0
0
3
0
0
0
1
1
0
1
1
0
0
2
0
1
0
0
0
0
4
0
0
0
1
1
0
2
0
31-Jan
11
-2
-18.18%
30-Sep
Retired
0
0
1
1
0
0
1
0
1
0
0
1
42
24
1
1
82
4
31-Jan
159
0
0.00%
159
0
0
1
1
0
0
1
0
1
0
0
2
43
25
0
0
82
3
30-Sep
Students
2,637
12
28
39
45
48
51
69
77
78
85
91
98
128
156
175
322
550
585
31-Jan
-68
-2.58%
2,569
16
24
41
46
48
54
64
71
75
82
85
101
126
157
161
314
528
576
30-Sep
Total
5.13%
2.22%
0.00%
5.88%
-7.25%
-7.79%
-3.85%
-3.53%
-6.59%
3.06%
-1.56%
0.64%
-8.00%
-2.48%
-4.00%
-1.54%
%
Change
-68
4
-2.58%
33.33%
-4 -14.29%
2
1
0
3
-5
-6
-3
-3
-6
3
-2
1
-14
-8
-22
-9
Count
Variance
Number of Members
2,850
2,800
2,750
2,700
2,650
2,600
Pennsylvania Restaurant & Lodging Association
Membership Count 2009 - 2014
PRLA transition July 2012
Added lodging membership
from PTLA.
Jan-13
2,550
Nov-12
2,500
Sep-12
2,450
Jul-12
2,400
May-12
2,350
Mar-12
2,300
Jan-12
2,250
Nov-11
2,200
Sep-11
2,150
Jul-11
2,100
May-11
2,050
Mar-11
2,000
1,950
Nov-09
Jan-10
Mar-10
May-10
Jul-10
Sep-10
Nov-10
Jan-11
Mar-13
May-13
Jul-13
Sep-13
Nov-13
Jan-14
Apr-14
May-14
Jun-14
Jul-14
Aug-14
Sep-14
6
OLD BUSINESS
7
8
9
Christine Preuss
Member Services
Manager
Eric Adams
Dir of Membership
Development - East
Dir of Membership
Development - West
Member Services
Manager
Brenda Mendte
Tom King
Vice President of
Membership Development
Amy Daniels
ORGANIZATIONAL CHART
Membership
Development Rep.
Director of Events
& Engagement
Office Assistant
Gisela McBride
Director of
Communications
Heidi Howard
Chief Operating Officer
John Doulgeris
President & CEO
John Longstreet
Executive Committee
Board of Directors
Stef Otterson
Charlie Anderson
Director of
Government Affairs
Melissa Bova
General Counsel
Director of
Education
Hope Sterner
Executive Assistant
Vicki Zeppa
Auditor
Accounting Manager
Paula Judd
Director of Finance
& Human Resources
Diane Sherwood
10
Money-saving Member Benefits
Serving the Hospitality Industry since 1937
It pays to belong
The Pennsylvania Restaurant & Lodging Association (PRLA) researches and identifies benefit providers to ensure members receive
quality services at reasonable prices. The following companies have developed special money-saving programs specifically for PRLA
members. Contact the PRLA office at (800) 345-5353 or visit www.prla.org for more information about any of these benefits. PRLA
restaurant members also have access to the full range of membership benefits from the National Restaurant Association.
ServSafe Food Safety Certification
Discounted ServSafe food safety certification classes and training materials. Comply
with Pennsylvania food safety regulations
while saving money.
Credit Card and Payroll Processing
Heartland offers payment processing that
comes with the highest level of service with
local, personal consultation, Interchange
Plus Pricing and Rate Guarantee.
Legal Resources to Lean On
Restaurants are subject to a wide swath
of regulations at the local, state and federal levels. PRLA offers free legal advice
through Shumaker Williams P.C. and the
National Restaurant Association legal team.
Prime Source
Purchasing Inc.
BMI Music Licensing Discount
Stop paying full price for music licensing
fees. PRLA members save up to 20 percent
on BMI music licensing fees.
SESAC Music Licensing Discount
Stop paying full price for music licensing
fees. PRLA members save 10 percent on
SESAC music licensing fees.
Manufacturers Rebate Program
Receive quarterly rebate checks for many
of the products you already purchase. All
administrative work done by Prime Source.
Enrollment is free and easy.
Email Marketing Solutions
With a Fishbowl Local account, PRLA
members send up 500 FREE email
messages a month, no strings attached. Other discounts available.
RestaurantOwner.com Subscription
PRLA members save $40 on this informative
operator resource full of management tools
and templates for their business. All new
members receive a free six-month subscription to Restaurant Startup & Growth.
Restaurant Health Insurance Program
Need health insurance for your business?
Group health insurance plans at competitive rates or a health discount program for as
little as $5 per employee per month.
100 State Street I
Harrisburg, PA 17101
I
800.345.5353
I
717.236.1202 FAX I
www.prla.org
11
Money-saving Member Benefits
Serving the Hospitality Industry since 1937
It pays to belong
The Pennsylvania Restaurant & Lodging Association (PRLA) researches and identifies benefit providers to ensure members receive
quality services at reasonable prices. The following companies have developed special money-saving programs specifically for PRLA
members. Contact the PRLA office at (800) 345-5353 or visit www.prla.org for more information about any of these benefits.
Smith Travel Research Reports
PRLA members have access to monthly
STR reports with the latest hotel performance data for Pennsylvania and its
regions. Special discounts also are available on many STR products and services.
Credit Card and Payroll Processing
Heartland offers payment processing that
comes with the highest level of service with
local, personal consultation, Interchange
Plus Pricing and Rate Guarantee.
ServSafe Food Safety Certification
Discounted ServSafe food safety certification classes and training materials.
Comply with Pennsylvania food safety
regulations while saving money.
Email Marketing Solutions
With a Fishbowl Local account, PRLA
members send up 500 FREE email
messages a month, no strings attached. Other discounts available.
Legal Resources to Lean On
Hotels are subject to a wide swath of regulations at the local, state and federal levels. PRLA offers free legal advice through
Shumaker Williams P.C. and the National
Restaurant Association legal team.
Restaurant Health Insurance Program
Need health insurance for your business?
Group health insurance plans at competitive rates or a health discount program for as
little as $5 per employee per month.
Prime Source
Purchasing Inc.
Manufacturers Rebate Program
Receive quarterly rebate checks for many
of the products you already purchase. All
administrative work done by Prime Source.
Enrollment is free and easy.
100 State Street I
National Association Affiliation
PRLA is the Partner State Association of
the American Hotel & Lodging Association.
Independent lodging properties can join
AH&LA though PRLA..
Harrisburg, PA 17101
I
800.345.5353
National Association Membership
Restaurants managed by PRLA lodging
members have access to the full range
of membership benefits from the National
Restaurant Association at no additional
cost.
I
717.236.1202 FAX I
www.prla.org
12
Allied Member Benefits
S er ving t he H os pit alit y Indus t r y s inc e 1 9 3 7
Increase your presence in Pennsylvania’s growing hospitality industry by promoting your company to Pennsylvania Restaurant & Lodging Association members.
PRLA allied members receive valuable benefits and discounted pricing for various marketing opportunities. Contact
the PRLA membership department at (800) 345-5353 or visit www.prla.org for more information about any of the
benefits or opportunities outlined below.
CORPORATE MARKETING PROGRAM
Reach PRLA’s network of owners and operators through pre-packaged advertising and event sponsorship opportunities. Packages can be customized to suit your marketing needs and budgets.
MEMBERSHIP MAILING LIST
Directly connect with the restaurant and hotel community using PRLA’s direct mail marketing list, which is a free
resource for allied members. Call PRLA at (800) 345-5353 to request your list.
PENNSYLVANIA RESTAURANT & LODGING MATTERS
PRLA’s quarterly magazine has a circulation of more than 2,500 readers and offers insights on industry news,
trends, events and legislative updates. Make the most of your print advertising dollars by taking advantage of
PRLA’s special member pricing.
QUICK BITES BANNER ADS
Extend your reach to PRLA’s restaurant and lodging members through this monthly e-newsletter. Space is limited in
each issue, so act quickly to reserve your banner ad today. PRLA offers special pricing and continuity rates for allied
members.
ONLINE BUYERS’ GUIDE
PRLA members turn to the Online Buyers’ Guide when looking for trusted suppliers and services. Your basic listing,
which includes four categories and a link to your website, is included in your membership.
NETWORKING & RELATIONSHIP BUILDING
Meetings, golf outings and educational seminars provide exceptional opportunities for quality face-to-face time with
hospitality industry leaders at the state and chapter levels. Your membership dues includes membership in the local
chapter nearest you but you can join additional chapters for a nominal fee.
100 State Street I
Harrisburg, PA 17101
I
800.345.5353
I
717.236.1202 FAX I www.prla.org
13
Pennsylvania Restaurant & Lodging Association
Manufacturer Rebate Program Summary Period ending September 30, 2014
Year
2011
2012
2012
2012
2012
2013
2013
2013
2013
2014
2014
2014
Total Rebate
Annual Total
9,047
9,946
14,238
16,829
16,602
16,618
19,997
21,696
21,283
19,084
26,353
30,150
$ 9,047
$ 75,587
$ 221,843
Period
Quarter 4
Quarter 1
Quarter 2
Quarter 3
Quarter 4
Quarter 1
Quarter 2
Quarter 3
Quarter 4
Quarter 1
Quarter 2
Quarter 3 *
Total Rebate
$ 57,615
$ 79,593
* Quarter 3 2014 estimated
Quarter 3 *
Quarter 2
Quarter 1
Quarter 4
Quarter 3
Quarter 2
Quarter 1
Quarter 4
Quarter 3
Quarter 2
Quarter 1
35000
30000
25000
20000
15000
10000
5000
0
Quarter 4
Dollars
Total Rebate
2011 2012 2012 2012 2012 2013 2013 2013 2013 2014 2014 2014
Period
14
Pennsylvania Restaurant & Lodging Association
Manufacturer Rebate Program Participants
September 2014
Establishment
City
Alltown Pizza
Andalusia
Angelo's
Apollo Grill
Appalachian Brewing Company of Gateway, Inc.
Appalachian Brewing Company of Mechanisburg
Appalacian Brewing Company/Camp Hill
Appalacian Brewing Company/Collegeville
Appalacian Brewing Company/Gettysburg
Appalacian Brewing Company/Harrisburg
Appalacian Brewing Company/Lititz
August Henry's City Saloon
Aviva Brick Oven
Bayfront Convention Center
Bella Sera
Belvedere Inn
Bertrand's Bistro
Big Woody's Beach Bar and Grill
BJ's Steak & Rib House/Danville
BJ's Steak & Rib House/Selinsgrove
Black N Bleu
Bonfatto's Restaurant & Lounge
Braddock Inn Inc.
Brights Restaurant
Buddy's Burgers
Cafe Bruges
Calabria's Restaurant
Capriccio Cafe & Espresso Bar
Carbone's Restaurant
Carnegie Inn & Spa
Carson's Tavern LLC
Center Street Grille
Clubhouse Grille, The
Combine Brothers Bar & Grille
Commonwealth Caterers
Couch Tomato Cafe, The
Deitsch Eck Restaurant
Detzi's Tavern Inc
Dizzy Lizzie's
Don Juan Mex Grill
Eadie's Kitchen & Market
Eagle Tavern
Eagles Mere Country Club
Ferrante's Lakeview
Firehouse Restaurant, The
Flinchy's
Glenolden
Carlise
Lewistown
Bethlehem
Gettysburg
Mechanicsburg
Camp Hill
Collegeville
Gettysburg
Harrisburg
Lititz
Pittsburgh
Warrendale
Erie
Canonsburg
Lancaster
Erie
Harrisburg
Danville
Selinsgrove
Mechanicsburg
Bellefonte
Farmington
Ephrata
West Chester
Carlisle
Pittsburgh
Philadelphia
Crabtree
State College
Scottdale
Enola
Bethlehem
Hermitage
Middletown
Philadelphia
Lenhartsville
Wind Gap
Kittanning
Easton
Pittsburgh
Chester Springs
Eagles Mere
Greensburg
Harrisburg
Camp Hill
Source: Prime Source Purchasing, Inc.
State
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
15
Pennsylvania Restaurant & Lodging Association
Manufacturer Rebate Program Participants
September 2014
Establishment
City
Franco's Trattoria
Franklin House Tavern, The
Front Street Fountain
Fusion Fire Asian Restaurant
Geo's Restaurant & Lounge
Gold Eagle Inn
Golden Crust Pizza
Good 'N Plenty Restaurant
Hennings Market
Hershey Road Family Restaurant
Hilltop Inn
Hinkles Pharm & Restaurant
Hogan's/Valley Green Golf Course
Hot Z Pizza
Jimmie Kramer's The Peanut Bar
John Wright Restaurant
Johnny B's
Johnson's Cafe
Kelly's
Kennywood Park
Kitchen Kettle Village
Klinger's On Carsonia, LTD
Laurel View Village
Le Sorelle Porch and Pantry
Leaf Restaurant Cigar Bar & Lounge
Lenape Heights Golf Resort
Limoncello/Chester Springs
Limoncello/West Chester
Little Everett's BBQ
Logan Square Cafe
Lombardo's Restaurant
Luigis Ristorante/Clymer
Luigis Ristorante/Dubois
Marblehead Grille & Chowder House
Mario's East Side Saloon
Mario's South Side Saloon
Martin's Trailside Express Inc.
Master Touch Consulting
Mel's Italian
Mick's All American Pub/Airport Rd
Mick's All American Pub/Columbia Ave
Mick's All American Pub/West Main St
Midtown Tavern, The
Moe's Bar & Grill
Molly's Pub
Mrs. Gibble's Candies & Restaurant, Inc.
Canonsburg
Schaefferstown
Media
Camp Hill
Latrobe
Brookville
Red Lion
Smoketown
Harleysville
Harrisburg
Ephrata
Columbia
Etters
Landisville
Reading
Wrightsville
North East
Montoursville
Thorndale
West Mifflin
Intercourse
Reading
Davidsville
Mt. Gretna
Easton
Ford City
Chester Springs
West Chester
Hanover
Philadelphia
Lancaster
Clymer
Dubois
Easton
Pittsburgh
Pittsburgh
East Earl
Clearfield
Bala Cynwyd
Lititz
Lancaster
Mount Joy
Harrisburg
Mechanicsburg
Lancaster
Greencastle
Source: Prime Source Purchasing, Inc.
State
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
16
Pennsylvania Restaurant & Lodging Association
Manufacturer Rebate Program Participants
September 2014
Establishment
Nino Barsotti's Restaurant
Olde Greenfield Inn Inc, The
Penn Brewery
Pete's East End Pub
Pete's Olde Towne Bar & Grill
Philadelphia Steak & Hoagies, Inc.
Piatto
Pica's Italian Restaurant
Piero's Pizza N' Pasta
River Grille LLC
Rivertowne
Romeo's Pizza Inc
Scooter's Restaurant
Shipley Stores, LLC
Soda Jerk Diner
Sophia's at Walden
Sophia's on Market
St. Clair Country Club
State Cafe & Grill
Steve and Irene's Hoagies
Stock's on Second Inc.
Summit Restaurant at Masthope
Sweet Lucy's Smokehouse
Taze Ristorante
Ted's Bar & Grill
The Brewerie at Union Station
The Carlton
The Prime Rib
Tomato Pie Cafe
Tonino's Pizza & Grille
Trattoria Fratelli
Vallozzi's Pittsburgh
Vallozzi's Restaurant
Victory Brewing Company
Vintage Restaurant & Bar
West Shore Country Club
Wimpy & Dee's Classic Diner
Winedown Cafe & Wine Bar
Xochitl Restaurant/Tequila Bar
Zia Maria Italian Eatery
Zia's Trattoria
City
Mt. Pleasant
Lancaster
Pittsburgh
Steelton
New Cumberland
Camp Hill
Carlisle
Upper Darby
Akron
Plains
Export
Indiana
Lititz
York
Hummelstown
Mechanicsburg
Camp Hill
Pittsburgh
Easton
Mayfield
Harrisburg
Lackawaxen
Philadelphia
Indiana
Harrisburg
Erie
Pittsburgh
Philadelphia
Lititz
Harrisburg
Lebanon
Pittsburgh
Greensburg
Downingtown
Easton
Camp HIll
Honey Brook
West Reading
Philadelphia1
Denver
Harrisburg
Source: Prime Source Purchasing, Inc.
State
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
PA
17
MEMBERSHIP DUES INVOICE
Print Date: 10/20/2014
Membership Period
11/01/2014 - 10/31/2015
SEND TO:
BILL TO:
Sample Invoice
Member ID #
Membership Type
NRA ID #
AH&LA ID #
Due Date
Restaurant
Chapter
Phone
10/31/2014
Fax
Email
Basic
Description
Industry
Supporter
Champion
of the
Industry
$200.00
$200.00
$25.00
$25.00
$200.00
Membership Dues
Annual Political Education Committee
(PEC) Investment
$25.00
Annual Education Foundation
Investment
TOTAL:
$200.00
$225.00
$250.00
SELECT ONE BOX TO INDICATE YOUR CHOICE OF THE AMOUNT ABOVE
PAYMENT OPTIONS
Card Number:
Expiration Date:
CVV/CVC:
Name on Card:
* Monthly payment options are available
* Renew online today by visiting:
Billing Address:
Same as above
www.prla.org
PRLA membership dues payments are not deductible as a charitable contribution. 50% is tax deductible as a business expense.
PRLA 100 State Street, Harrisburg, PA 17101 Phone: 717-232-4433 or 800-345-5353 Fax: 717-236-1202 www.prla.org
18
MEMBERSHIP DUES INVOICE
Print Date: 10/20/2014
Membership Period
11/01/2014 - 10/31/2015
SEND TO:
BILL TO:
Sample Invoice
Member ID #
Membership Type
NRA ID #
AH&LA ID #
Due Date
Lodging
Chapter
Phone
10/31/2014
Fax
Rooms
Rate/Rm
276 Rooms
6.55
Description
Membership Dues
Email
15%
Multi Property Discount
Basic
$1,807.80
($271.17)
Industry
Supporter
Champion
of the
Industry
$1,807.80
$1,807.80
($271.17)
($271.17)
$100.00
$100.00
Annual Political Education Committee
(PEC) Investment
$50.00
Annual Education Foundation
Investment
TOTAL:
$1,536.63
$1,636.63
$1,686.63
SELECT ONE BOX TO INDICATE YOUR CHOICE OF THE AMOUNT ABOVE
PAYMENT OPTIONS
Card Number:
Expiration Date:
CVV/CVC:
Name on Card:
* Monthly payment options are available
* Renew online today by visiting:
Billing Address:
Same as above
www.prla.org
PRLA membership dues payments are not deductible as a charitable contribution. 50% is tax deductible as a business expense.
PRLA 100 State Street, Harrisburg, PA 17101 Phone: 717-232-4433 or 800-345-5353 Fax: 717-236-1202 www.prla.org
19
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NEW BUSINESS
21
Membership Sales & Marketing Plan
Summary
October, 2014
A. THREE PILLAR PROGRAM
1. DIRECT SELLING
 Concentrated Sales Effort (CSE): Team will market a specified area, zip code, or market
segment to generate new business. Each CSE will focus on a common prospect characteristic
such as country clubs, restaurant rows, institutions, etc.
 20/10 Program: Develop and distribute qualified list of 20 prospects to Membership
Development team with a monthly goal of establishing 10 or more new members in a
specified time frame. Prospects to include recognizable accounts which are either well
known or highly visible. PRLA leadership will identify each month’s targets.
 Leverage other association memberships, such as tavern associations, metro hotel
associations and PATT.
2. REFERRALS
 Roll out referral program to existing State & Chapter Board Members challenging each
member to enroll two new members on an annual basis. Measure growth on a monthly
basis and communicate progress via email.
 Reinvigorate internal referral program.
3. CAMPAIGNS
 Continue successful campaigns such as email blasts, telephone, social media, newsletters,
magazine publication, and events. Membership Development team will take a more
proactive approach in communicating special events to drive participation.
 Increase Social Media presence by posting 2 tweets per day, 2 Facebook messages per
week, and creating PRLA Linkedin and Instagram pages.
B. ENHANCING VALUE ADDED BENEFITS


Continue the development of value added Member Benefits such as Free Legal Services, UPS
discounts, Manufacturers Rebate Program, BMI and SESAC music licensing discounts, etc.
Better leverage and promote NRA and AH&LA Benefits.
C. ENHANCING MEMBERSHIP VALUE

Plan retention strategies and start renewals early. Tell members what we did for them this
year and what we will be doing for them next year – make it a “no brainer” for them to
22



want to renew. Communicate value thru review of prior year results and future planned
activities.
Institute an improved on boarding program for new members. Provide proper instruction, a
point person and orientation into the association.
Increase awareness of PRLA with more frequent and more widely distributed press
releases.
Ramp up regular communication by increasing email blasts to one per week in addition to
legislative update and Quick Bites to two per month.
D. MEMBERSHIP DEVELOPMENT TEAM ENHANCEMENT



Ongoing training and development of existing Team Members including “4-Step Sales
Process” and “Sales Is…”
Effective 1:1s to review sales activity, prospects, strategies, and obstacles.
Developing appropriate sales goals and accountability for those goals. “Measuring success”
on a daily, weekly, monthly basis to include prospect calling, face to face meetings, written
correspondence.
23