ATTRACTING THE FILM INDUSTRY: Lights! Cameras! Service!
by Carrie Powell-Davidson

The film industry is made up of difficult customers. They roll into our hotels at odd hours, have high and unusual demands, and operate with spontaneous schedule changes. They tie up large blocks of rooms and always require the best possible rate. So, why is it that so many hotels throughout “Hollywood North” bend over backwards to accommodate such a customer?


The Laurel Point Inn of Victoria has been providing service to the film industry for over nine and a half years, and wouldn’t have it any other way. “Oh yes, it’s a great business, and we’d love to have more!” says Wendy Floyd, Director of Marketing for Laurel Point and its sister property Paul’s Motor Inn.


Attracting the film industry is like pre-production on a movie. First, you must look at the broader picture outside of your hotel. What are the locations and services that will attract the film industry to your community, and what are you and your colleagues doing to get this information out to the production companies? If your property is located in a large production centre such as Vancouver or Victoria, then you already know the answer to these questions. If you are located in smaller centres just waiting to be discovered, then help is close at hand. Wendy advises hoteliers to work very closely with their local film commissions or film liaison offices. “Be very supportive of their endeavours and learn from them what the film industry needs from the accommodation sector.”


Your local film office has already identified and marketed potential locations to production companies. The film office will respond to location requests in hopes of connecting with the location manager, who will determine if these sites are suitable. If your location is chosen, then the Production Coordinator (PC) moves in and begins researching the best possible deals and services to house cast and crew. This is where your production begins.

OUR FEATURE PRESENTATION: YOUR HOTEL
Directed by: Your Sales Team
Sales managers who not only know your property inside and out, but have also learned about the special needs of the film industry will be the necessary first ambassadors. They will help to develop strategies for hosting production that gets the film industry in your door. Once they have arrived, if their experience is memorable, they’ll come back and so will their friends. “You get the same people working in production and you develop relationships with the key people,” says Wendy. According to the production coordinators we spoke with, it’s a small industry with contacts that really take care of each other. Consumer loyalty is a huge part of what makes this industry work, and if one PC had a great experience at a hotel, they’re going to tell two friends, and so on.

Starring: Your Hotel
Your rooms are clean, comfortable, and quiet. That’s a great start. Have you given the best possible rate? The PC’s biggest concerns are the happiness of the cast and crew and adhering to budget. Be prepared to respond to budget needs at all levels. The Laurel Point, for example, has the ability to house the stars and executives at its luxurious oceanfront property while the crew can be kept together at Paul’s Motor Inn at a more affordable rate. If you can provide separate entrances so the stars can come and go without being noticed, this is very much appreciated.


Don’t just sell rooms; sell production space too. At Paul’s Motor Inn, the production office team can move right into existing office space complete with telephones, Internet hook-ups, and even furniture. PCs and PMs (Production Managers) love working in production space that offers a locked office for the accountant, a safe, a conference room, and even room service. Become a one-stop shopping centre for the production team and you’ll get even more money out of this billion dollar industry.

Supporting Cast: Your Staff
Having celebrities staying at your hotel can be very exciting for the staff. Constantly hounded by photographers and fans, the last thing stars want is to be bothered in their home away from home. Staff should be instructed not to ask for autographs and definitely not to disclose to the public who is staying at the hotel until after that guest has left. Housekeeping staff should be kept in the loop with specific requests. They must know when to not enter a room if an actor is sleeping or when to have important papers delivered. They should work quickly and quietly.


Allocating specific people who have the knowledge and authority to trouble shoot will go a long way to impressing the PCs and the PMs. If they build relationships with your contact people and know they can count on them to get the job done, they’ll be back. Remember, making movies is an extremely high-stress business. Anything you can do to alleviate that stress, such as an after-hours cell phone number and a manager on duty at all times, will win awards from these folks.

Extras: Your Parking Lot
At the end of the workday, there are vehicles that need to be tended to. If your parking lot has plenty of secure space, is well lit, and even has a plug for the craft services trailer, the PC and the TC (Transportation Coordinator) will love you.
Another extra that has become increasingly popular is the addition of private accommodations. Self-contained suites or cottages are preferred for longer shoots and for families accompanying their child actor.

Special Effects: Expect The Unexpected
Special requests will come in often, and the hotels that will get the repeat film business are the ones with a “can do” attitude. Be prepared with after-hour services such as room service, massage or spa treatments, and even distributing call sheets to all film guests. You might get asked to provide a DVD player, walk a dog, or purchase a gift. And speaking of gifts, every actor loves a gift. Line up a good supplier for gift baskets and use them often. The office dwellers love gifts too, especially chocolate. When people are away from home for long periods of time, they appreciate any effort to make their home-away-from-home more like home. Find out what their favourite tea or soap is, and have it in the room upon arrival.

The Final Scene 
While the film industry in BC does have longevity, each production ends its business when it leaves town. They usually like to pay cash and wrap up all their business as promptly as the last scene is shot. While film offices may advise hotels to treat production companies as they would any other customer, when it comes to contracts and deposits, the Laurel Point takes a slightly different approach. “Everything changes from minute to minute [in the film industry]. We can run with that kind of flexibility,” explains Wendy. “Sometime you get burned and sometimes you don’t. It’s a factor of playing the game.” Over time, she says, you will get a gut feeling and know when it’s a winner. And does this kind of gamble pay off? “Oh yes, we always have a production in the house. Every month, some of our business is devoted to film.”

The End