Meeting Rooms: Sometimes you meet; sometimes you learn

meeting rooms
September 10, 2019

Hotel meeting rooms are becoming obsolete.  So why do we keep building them, renovating them, and hiring people to go out and find companies and organizations to use them? I recently read an article that suggested that hotel designers and hotel sales people need to be more creative, both in construction and in their sales approach,  to compete with the art museums, speak easy’s, sports parks, recreation halls, and botanical…


Is the Best Price the Right Price?

March 31, 2019

I have met some pretty terrific sales people in my life… professional, conversant, smart, savvy, good listeners, people who know what to say and how to say it in every instance, and understand the premise of sales.  These terrific sales people always know their product, believe in their product, and sell it for the right price. Not every one of these sales people started their careers (or tenure with our…


Direct Bookings = More Money In Your Hotel’s Pocket

direct bookings = more money
November 2, 2018

When you weigh the effects of direct bookings’ revenue against the cost and hassle of third party bookings, it’s easy to get frustrated.  Paying between 15-30% of our room revenues to someone other than our owners seems crazy when, with a few easy steps you can wean some of your guests off the OTA bottle and teach them to book directly with your GSRs or on your website. Putting A Go…


Prior Plan-ning Prevents (P*ss) Poor Performance

June 27, 2018

Whether you call it the 4 P’s, 5 P’s, 6 P’s, 7 P’s or 10 P’s, it all means the same thing…. you must plan in order to properly execute your strategies. I’m an Army Brat – the #1 child (birth order) – my Dad was a full colonel (career officer) and we were raised to be respectful, obedient, and honorable children.  This upbringing has been the basis of my growing…


Trends: Jump on the Bandwagon or Jump off the Cliff?

trends or gimmicks
March 9, 2018

In our industry, trends are often shared about anything and everything to try to impress the customer.  Some are great!  Some are, well, a bit over-the-top (i.e. installing sensory deprivation tank for wellness treatments…1,000 pounds of Epsom salt, free of sound, free of gravity, total darkness, just you and your thoughts, floating in the water, promising total-body rehabilitation).  Everyone wants to offer ideas on what will bring in the most…


You’ve Quoted Too High. Now What Do You Do?

High price
March 7, 2018

You went for the moon and priced high.  You wanted to show the market who’s the boss.  You made your stand, but the customer hasn’t called you back and won’t return your call.  You are frantic because you want and need their business.  What do you do now? Oh boy.  What does a salesperson do when they have overpriced their product in a competitive market? In order to address the problem…


Is Selling Just Marketing, or is Marketing Just Selling?

January 22, 2018

There is often confusion as to whether a good salesperson is actually selling or whether they are just wandering around the community marketing their hotel and hoping a sales contract drops in their laps. In order to try to specifically define the difference, I called on my old friend Wikipedia to help me with the definition: Sales:  The activity of selling, or the number of goods or services sold in…


Happy New Year! Set Your Goals High!

New Year - New Focus
January 2, 2018

Happy New Year! We all have great intentions, a renewed vigor for our work, and the desire to be ultra-successful in 2018, right?  I know I do and am very busy today making sure my stars are aligned, my focus is razor sharp, and I am poised and ready for a successful New Year! What better way to start 2018 than to make sure your roadmap is in place and you…


Direct Bookings: Why Anything Else Is Like Flushing Money Down The Toilet

Direct bookings: Don't Flush
April 26, 2017

Every hotel manager wants every guest to make direct bookings on either their hotel/brand website or by calling the hotel/brand.  So why do we consistently shoot ourselves in the foot by making it too easy for them to book on indirect websites…. primarily third party websites? Yes, we want all the supermarket shelves to be open and our hotel to be visible everywhere – but we also want our best…


The Cruel, Cruel Summer Is Over

September 1, 2016

It’s been a cruel, cruel summer.  It’s been too hot, business was a bit down at most of our hotels, I sold my house and moved, and I didn’t get a beach vacation.  The last one listed is indeed the most cruel – LOL. Even though I am a beach girl at heart, Fall is my favorite season.  I like the warm Indian Summer days and the cool, sleep-with-the-windows-open nights.  As…


Lettuce Turnip the Beet and Sell!

Fruits and Veggies
June 15, 2016

Selling is a very broad-based activity.  Everyone’s style is different – kinda like listening to the different music genres. Because June is National Fresh Fruit and Vegetables Month, tomorrow (June 16) is Fresh Veggies Day, and Friday (June 17) is Eat Your Vegetables Day, wouldn’t you stand out from the crowd visiting a client with a basket of tomatoes? “Lettuce Turnip The Beet”! It’s very simple: you come up with…


“Darn Good Advice” If I Do Say So Myself

May 20, 2016

I got a notification today that someone had “liked” one of my blog posts.  Just for giggles and to stroke my own ego because someone outside my company read my stuff, I went back and reread the blog.  It was originally published in 2013.  As I was reading I decided that even after 3 years it was worthy of republishing given the fact that there was just so much darn good advice…


Sales Is Scary

October 27, 2015

Holidays are fast approaching and unless your hotel is located in a tropical, warm weather or snow-covered, mountain resort destination, you are probably looking at the onset of a lackluster sales season.  So what’s a hotel and sales team to do?  How do you make your hotel and your destination desirable? How about stirring up a magical potion and “creating” a reason to visit your hotel? The gateway to the holiday…


Because You Know I’m All About That Base….

workers building a base
December 18, 2014

“Because you know I’m all about that bass ’bout that bass, no treble, I’m all about that bass ’bout that bass, no treble, I’m all about that bass ’bout that bass, no treble, I’m all about that bass ‘Bout that bass Base business is the key to every sales strategy for every one of our hotels.  Without a base of consistent, and consistently priced business you will always be scurrying…


Are You Wallowing In The Grass Or In The Mud?

February 5, 2014

Regardless if you are happily wallowing in the grass, or happily wallowing in the mud – there is a lesson to the story. What a great article written by Bonnie Knutson (excerpted below) with a great message. Customers like to be rewarded! What struck me as the valuable premise from the article, was that we should think about and develop our sales and marketing strategies based on the reward! Now…


“This Is My Generation… Baby!”

November 6, 2013

“I’m not trying to cause a big s-s-sensation (Talkin’ ’bout my generation) I’m just talkin’ ’bout my g-g-g-generation (Talkin’ ’bout my generation)” Every time I read an article about selling and marketing across the generations, I think of The Who and “My Generation”. While I am not a huge Who fan (although who didn’t love the rock opera Tommy), I think that we all need to consider the wants and…


Quit Being A Giver

September 27, 2013

Ever feel like all you do is give, give, give….. and when you are finally at the end of the negotiations you feel like you have been run over. You might have won the business, but at what rate? Was it worth it or do you feel like you might have left money on the table? Here are a few ideas that can be used DURING negotiations – things you…


Ready? Fire! Aim. Do You Have A Well Thought Out Plan Of Attack?

September 26, 2013

“Putting all your eggs in one basket, ” “By failing to prepare, you are preparing to fail,” “If you don’t know where you are going, you will end up somewhere else,” “You can’t make a silk purse out of a sow’s ear,” “The early bird catches the worm,” “Money doesn’t grow on trees,” “The road to hell is paved with good intentions” ….. every time I hear one of these…


Beating The Sunday Blues

August 3, 2012

Most of our hotels have struggles building occupancies on Sunday and Thursday nights.  I read an interesting article today (of course), and it offered a few ideas on how one could incorporate savvy sales and marketing strategies to develop soft nights. What if one of our sales strategies was to offer meeting planners lower rates if they started their meetings/conferences at 8 am on Monday morning instead of 1 pm…


Asking For The Sale = Increased Bookings

August 1, 2012

I read an article today entitled “Ask for the Sale to Increase Bookings by 440%” so of course I was intrigued.  The article did not disappoint…. in fact it reminded me of a memo I sent many moons ago to my front desk staff at the Holiday Inn & Suites/Vero Beach. At that time in my career, I was a relatively new GM taking over a hotel that was producing…