Q&A with the National’s sales guru, Juan Garcia, offering insight on how the National attracts business from around the globe
Seal the deal: What’s your pitch for the National?
My team has developed a ‘laser focus’ policy which means we learn about our prospects and customers, their industries, their timelines, so we know what’s important to them. When we work with our clients, we are working with relevant information that helps them do their job better. More often than not, it’s about Learning and Development. It’s not about a pitch, it’s the National owning Learning and Development, which just happens to be the hot topic for lots of organizations, lots of companies.
How does the National compare to some of the other big conference hotels you’ve worked with in the past?
The National is unique because our priority is providing the ideal environment for learning and development, peer-to-peer learning, training, networking, team building, and more. Our facility is designed and built for it. Our location is ideal for it. Our technology is right for it. We’re not trying to be to everything to everyone, we’re simply in the right place for those organizations and corporations that need what we offer.
What’s the big deal about Learning and Development?
Organizations find that delivering valuable Learning & Development (L&D), higher education, and training creates tremendous value to employees or members while growing the strength of the organization itself. This recirculating ROI makes L&D a priority for top performing organizations and corporations. In addition, planners have to create a learning experience that embraces millennials to baby boomers in their workforce. For example, in dining, they have to satisfy vegans, vegetarians, pescatarians and those eating sugar-free. They have to accommodate the techies and the tech-less. They come to The National because we have all of those needs covered – flexible classrooms, team building, a world-class dining program, IT, and award-winning service.
There’s a lot happening in Loudoun. Is that part of the appeal?
This community is ripe with business, ripe with talent and bursting with places to go and things to do. Interestingly, when organizations are here for a week, we give them lots of reasons to stay on campus in the evenings. They’re networking with each other over a great dinner, taking in some fun in the Black Olive, partaking in a wine tasting, or spending quality time around our fire pits. When they do venture out to enjoy a winery tour or First Friday in Leesburg, they are wowed by all that this area has to offer. In addition to the value of our location to our customers, I’ve been able to hire great local talent who want the opportunity to work at a world-class facility, without the commute to DC.