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These are all the "little extras" which your guests may need or want while staying at your B&B. They create a sense of luxury, build the image of your B&B and encourage favorable word-of-mouth advertising. Consider the full range of amenities listed below in relation to the projected image and cost of your B&B.

Adapters	Departing gift	Lint removers	Shoe polish, mitts
Aftershave	Deodorant	Luggage tags	Shoe-shine service
Air freshener	Drinking glasses	Lunch/dinner	Shopping discounts,
Airport transportation	Drinks (complimentary	Maps	gift certificates
Antique furnishings	champagne,	Membership in	Shower cap
Art gallery	wine, sherry,	club/fitness	Sightseeing tours
Baby strollers	coffee, tea,	Message-taking service	Skirt hangers
Baby-sitting service	sodas)	Mineral waters	Slippers
Baggage storage	Extension cords	Mints/candy on pillow	Soap
Bar	FAX machine	Mouthwash	Special rooms:
Bath salts, bubbles	First-aid supplies	Nail polish remover	music/games
Bathrobes	Flowers	Newspaper	Sports equipment
Beach towels	Gardens, trails,	Piano	Spot remover
Bicycles, mopeds	woodlands	Pens	Stamps/stationery
Boat charters	Hair conditioner	Photocopying	Sunscreen
Books, library	Hair dryer	Picnic basket	Swimming pool
Brochures	Hand cream	Pillows (extra)	Tee time reservations
Candy dish	Hobby displays/ collections	Playing cards	for local golf
Card tables	Homemade items/meals	Radio	courses
Cheese tray	Hors d'oeuvres	Raincoat	Television/VCR
Children's games	Hot tub/sauna	Reading material	Telex
Children's games	Hot tub/sauna	Reading material	Telex
Chocolates	Ice bucket in room	Restaurant discounts	Tickets to events
Clothes brush	Insect repellent	Sachet/potpourri	Toothbrush
Cologne	Interpreter	in drawers	Toothpaste
Comforter	Iron, ironing board	Safe for valuables	Tourist information
Computers	Kitchen privileges	Safety pins	packets
word processors	Laundry	Secretarial services	Typewriters
Corkscrew	privileges/service	Sewing kits	Umbrellas
Cotton balls	Laundry soap, bags	Shampoo	Wheelchairs
Courier service	Letter openers	Shaving cream
Curling iron	Limousine service	Shoehorns

Developing a Marketing Plan

Important information
Promotion and Advertising
Public Relations and Personal Selling
Additional advertising options

Marketing has two primary purposes. The first is to let customers know we are providing for their needs and the other is simply to inform people about what you have to offer, thereby encouraging them to visit your B&B. Always remember: marketing is more than advertising! The success or failure of many businesses is often linked to the marketing efforts. All marketing plans should identify and support the needs of the customers the business intends to serve. To be successful you must know your market. Thinking that your product will sell itself is the most common marketing misconception of new entrepreneurs. Give careful consideration to the development and implementation of a promotional strategy which is realistic in terms of cost, time availability and overall attainability. The key elements in marketing are: product design, identifying the market, promotion and advertising.

Product Design

A product can be a physical object or a service such as a B&B. You must be committed to producing and providing a quality product or service as discussed in the development, administration and operation chapters of this manual. Service products are different from manufacturing products because they consist of both physical facilities and inanimate objects - such as the extra services provided or the friendliness of the B&B staff. Therefore, it is extremely important that you and your staff are aware of all components of your B&B product. You cannot market services you do not have or are not willing to consistently provide. Be very certain of the product you intend to offer.

Identifying the Market

After you have developed your product you should identify your market. Who will your customers be? Does your market consist of individuals, retired couples, business travelers, groups, vacationers, honeymooners or some other type of guest? You also must determine the income level, location and any other specific characteristics of your potential customers. This will determine how you advertise, where you advertise and also whether the product is likely to be successful or whether you need to change it.

The customers' needs, wants and wishes are very important to the entrepreneur who wants to be successful in the marketplace. Market research has shown that customers notice the product and its general appeal before they notice the price. Today's customers want "value" for their dollars and are not opposed to a price which reflects their expectations of valuable service or product. If your B&B provides the services expected by your identified market, they will consider the price to be fair and reasonable. Research your local market to determine a fair price for the services you intend to offer your guests.

Marketing is a continuous process which should not be neglected once you have launched your business. If your product is not selling, consider changing the product, the price, the services or special features you offer, the name of your product, your target customers or your advertising methods. Remember, flexibility can keep you in business when your competitors fail.