When presenting to a hotel here are some key components:

  1.  Show up early and request an area to set up the presentation.  Don’t waste your time with the customer setting up.
  2. Get to the decision maker (chef, f&b, banquet manager, GM, restaurant manager etc)
  3. Set the table.  Bring props…napkins, and holder, place mats etc
  4. I personally always bring additional product.  For example, this was for a new restaurant opening,  we also presented some banquet items which they will ultimately purchase because they were displayed.

These are just a few things that have worked for me.  Please feel free to make suggestions that have worked for you.