News for the Hospitality Executive
Principles of Success:
by Dr. John Hogan, CHE CHA CMHS
March 11, 2011
In my consulting practice and work with individual hotels and smaller brands, I regularly discover that too many individuals and groups tend to look elsewhere when they are trying to gain market share and to serve a larger number of clients. The real solution in becoming and remaining a market leader means offering measurable competitive advantages over your competition, and not relying on others to carry your hotel forward.
a handful of ideas for your consideration:
When was the last time
managers and owners
seriously looked at the budget? I do not
mean as compared to the income statement for last month, but rather how
numbers were created and how realistic they are. Are
they still reasonable? Has the market
shown tremendous growth or has
a major client relocated? Ignoring the
facts do not mean they will be addressed.
When was the last time
managers and owners
seriously looked at the marketing plan?
I recently wrote a column on sales blitzes and the range
of feedback I
heard from readers told me that many marketing plans seem to be created
third party. If there was staff turnover or if business conditions
many properties seem to abandon the plan and either discount or try to
business not in their target markets.
How many owners of smaller
hotels even share
operational financial results with their managers? Too many managers
in the dark and owners wonder why things do not change.
Hospitality businesses and
hotels are always
looking for a way to stand apart from the masses and that no longer
with a particular brand. It means
something that means the needs for a specific target audience and there
(secret) answer. It should be obvious – to excel and lead the field
better than the rest of the field.
5. Offering and providing a competitive advantage requires identifying a specific target audience with distinctly defined requirements. It means developing and delivering high-quality and suitably priced accommodations, meetings and/or other services that you provide better than anyone else in your competitive set and market.
In the past six months, I have had the privilege of interacting with a large number of meeting planners across the United States in a series of programs that defined what they were looking for. In an upcoming column, I will share their observations (and frustrations) as they try to work with hotels in these times of continuing uncertainty in the economy, global unrest, rising costs related to energy and other items that affect us all.
In the meantime, what are you doing to be the BEST in your market?
“What are you doing at your hotel, restaurant or hospitality business?
Feel free to share an idea for a column at [email protected] anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.
John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events. He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today.
www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them [email protected]. Special pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.
Dr. John Hogan, CHA MHS CHE
Blitzes: A Look At the Benefits of Team Efforts / Dr. John Hogan /
for Success: No Nonsense Benchmarking for Hotels and Hospitality
Businesses / Dr. John Hogan / March 2011
for Success: What we have here is a FAILURE to COMMUNICATE! / Dr.
John Hogan / February 2011
This New Year's Hospitality Resolutions Last - Part 3; Real and
Practical Action Steps #13-28 / Dr. John Hogan / February 2011
This New Year's Hospitality Resolutions: Real and Practical - Sales
Action Steps #1-12 / Dr. John Hogan / January 2011
New Year's Hospitality Resolutions Real and Practical; A “Fresh Air-
New Ideas” Perspective / Dr. John Hogan / January 2011
to Success: Be Aware of and Work with the Law; Do Not be Afraid of it
/ Dr. John Hogan / December 2010
to Success: Make Your Hotel More Profitable and Successful – 2011 is
the critical time to invest in Your Talent and Your Team / Dr. John
Hogan / December 2010
to Success: A Common Sense Approach to Success in the Hospitality
Industry; 13 Best Practices for Hospitality Training Managers &
Directors / Dr. John Hogan / December 2010
Conversations – Looking Ahead! / Dr. John Hogan / November 2010
from The Greatest Business Leaders of the Twentieth Century / Dr.
John Hogan / November 2010
Considerations in Hiring a Hospitality Consultant; Understanding the
Qualifications for Effective Hospitality Consultants / Dr. John
Hogan / November 2010
Reasons Using A Qualified Consultant Could Make a Huge Difference in
Your Hospitality Business / Dr John Hogan / October 2010
|Half Luck and Half Brains - Kemmons Wilson's 20 Steps for Success / Dr John Hogan / October 2010|
|Ten Quotes Addressing the Topic of SERVICE / Dr John Hogan / October 2010|
|Hospitality Conversations - Understanding the Developing Perspectives in Quality Assurance (Part 2 of 2) / Dr John Hogan / October 2010|
|Hospitality Conversations – Understanding the Developing Perspectives in Quality Assurance Part 1 of 2 / Dr John Hogan|
|Hospitality Conversations: Examining the Learning Options Available in the Hospitality Field / Dr John Hogan / July 2010|