sales
Marketing: From Brand Multiplicity to Brand Authenticity
Dr Elisa Chan | October 26, 2021
By Dr. Elisa Chan Before the pandemic, hotel brands were at a crossroads with increasingly brand agnostic consumers and ever-expanding brand portfolios. But there is evidence that the pandemic may have led to consumers’ renewed appreciation for a well-recognized brand name that assures quality and instills trust. This change in consumer behavior will impact brand management strategies in several significant ways. De-emphasizing brand-proliferation strategies In 2010, room demand jumped 6.5% as the industry emerged from a recession. This marked the beginning of a decade-long, demand-fueled brand proliferation that now provides...
Four Quick Training Tips for Hotel Sales Prospecting Success
Doug Kennedy | November 16, 2020
By Doug Kennedy Now that 2020 is winding down and the preliminary vaccine results are favorable, it is time for hotel salespeople to recommit to put on their orange vests and embrace their role as sales hunters. In previous articles for this publication I have spoken about the transition from Sales Fishing to Sales Hunting, the Habitudes of Sales Success, and how salespeople can master their Remote Sales Skills. Here are four additional specific sales tips. Is Your Hotel Sales Team Ready For The Transition From "Fishing For Inbound Leads" To "Sales Hunting”? Hotel Sales Habitudes For The Long Ride To A Slow Recovery - By Doug Kennedy ...
Midas Hospitality Promotes Nora Harris to Director of Sales at Courtyard by Marriott St. Peters
November 11, 2020
(St. Louis, Mo., Nov. 11, 2020) Leading hotel development, management and investment firm Midas Hospitality recently promoted Nora Harris to Director of Sales at its Courtyard by Marriott St. Peters located in St. Peters, Mo. She will focus on maximizing profits while ensuring customer satisfaction for new and existing clientele. Her responsibilities include pursuing corporate and individual consumer bookings, as well as maintaining ongoing communication with both the property’s team and guests. Harris previously served as the hotel’s Senior Sales Manager. Prior to that she was the Central Group Sales Manager for four of Midas Ho...
COVID Impacts Expected to Force Hotel Sales in 2021
HAMA | November 3, 2020
3 November 2020, Singapore – HAMA’s (Hospitality Asset Managers Association) member survey of the region’s hotel Ownership was just completed, and results confirm what many industry watchers have been whispering for months. Eric Levy, MD of Tourism Solutions International viewed the results of this survey and commented “In my 30 years in the region, we have had many crises, this one is different. We will see more forced sales of hotels, some by owners freeing up cash to reduce debt, some pressured by lenders and some perhaps even pushed into foreclosure/receivership by impatient lenders…something that lenders i...
Hotel Sales Skills for Selling Remotely: Mastering Virtual Meetings, Screen Sharing, & Personalized Video Emails
Doug Kennedy | September 22, 2020
By Doug Kennedy As hotels bring their sales teams online, sales managers have plenty of work to keep them busy with managing date changes for previously booked groups and events, yet the most vital task is to bring in new business. Meanwhile, the previously reliable flood of inbound RFP’s has slowed to a trickle, so the hotel sales culture needs to make a major pivot from “sales fishing” to “sales hunting.” During the last 10+ years of growth in demand, most hotel sales teams could drop their digital “bait” into a river filled with hungry “fish” and then reel-in new business. Now it is time to strap-on orange vests and go...
The Most Important Hotel “Salesperson” Right Now Is Working Behind Your Front Desk
Doug Kennedy | July 22, 2020
By Doug Kennedy As my frequent readers know, I have long advocated for hoteliers to view the front desk as a revenue- generating position, not an operational expense. In previous posts I have provided training tips for upselling at registration, converting “property-direct” voice inquiries, converting those who booked via third parties to booking directly next time, and perhaps most importantly, sourcing leads that can be passed along for follow-up by the hotel sales team. In recent years so many hotel salespeople have forgotten about this “channel,” as there was always a steady stream of leads flowing in from digital sources su...
Jared Mintz Promoted to Director of Global Sales at Rosewood Hotel Group
Rosewood Hotel Group | July 8, 2020
Rosewood Hotel Group is pleased to announce the promotion of Jared Mintz from director of group sales at Rosewood Miramar Beach, Rosewood Hotels & Resorts’® ultra-luxury property in Southern California, to director of global sales for the group. In his new role, Mintz will be responsible for identifying innovative partnership opportunities, increasing brand awareness, driving sales and developing strategies for long-term success with group customers. His primary focus will be on West Coast group and corporate client acquisition, as well as entertainment accounts across the United States. Mintz boasts nearly twenty years of comprehen...
Now Is the Worst Time for Hoteliers to Stop Selling
Greg Johnson | March 24, 2020
By Greg Johnson We are all dealing with a crisis that is unprecedented, causing us to rethink the way we tackle our everyday jobs and how people are traveling. This is causing our hotels to run with a skeleton crew, all sharing in the responsibilities of the various tasks needing to be done. Hotel sales leaders have, in general, been protected from jumping into the daily operations of the hotel so that they can devote most of their energies towards keeping the future funnel of business coming into the hotel. That is not our current reality, though. With our past designated job descriptions being discarded in an effort to continue to ...
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