• ‘Tis The Season For Thanks And Giving
  • Direct Bookings = More Money In Your Hotel’s Pocket
  • What Defines Quality?
  • Prior Plan-ning Prevents (P*ss) Poor Performance
  • What’s The Temperature In Your Back Office?

Be Unique. Color Outside The Lines.

Every day we ask our property leaders to take the reigns in hand and guide our hotels to be successful, profitable, and efficient. In this fast-moving world we needed to not only use our historical knowledge, but adapt to the ever changing world. You need to be flexible, tolerant and think outside the box to establish uniqueness. There are many new tools in the leadership toolbox and we need to…

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Black Friday Packages

Are you located near a shopping venue, outlet mall, or downtown boutique corridor? If so, you should consider adding a Black Friday shopping package to your website. Make sure that you promote these shopping packages on your social media platforms, or via an email campaign to repeat guests. Lastly, make sure all of your promotions and packages flyers are tucked in your sales kits! Corporate customers have employee break rooms…

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“This Is My Generation… Baby!”

“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…

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Sleeping…. Add It To Your Job Description Please!

While I do not think that we will really ever add “sleeping” as part of your job descriptions, I do think that considering our guest’s sleep experiences certainly should make the list! I found the article written by Mr. Cruz (pasted below) to be of interest and wonder how we could incorporate this idea into a “sales” strategy. I love the part about, “there is still a tendency to pay…

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Facebook: Easy as 1-10

Social Media is an integral part of your sales and marketing strategies. The important thing is not to be consumed or bogged down with the daily/weekly rigors of posting, checking, and responding. The business/hotel Facebook page should be nothing like your personal page. I found the list in an article today and thought it really summarized what (I think) your strategy should be on your hotel page: 10 Tips to…

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Packages and Promotions – They Just Aren’t For The Holidays

My third blog ever written was about Packages/Promotions. (You can go back to the snapshot page of The Roomer Mill and scroll all the way to the bottom and re-read it if you want…..) Since then, I have touched on ideas for promotions, and as the holidays are approaching, I will yet again remind you that we should be offering specials to attract our non-corporate customer to stay in our…

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How Do You Rank?

Do you know your hotel’s ranking on Trip Advisor and/or the OTA’s? If you are in a small community, your hotel probably is on page one by default. But if you are in a larger city with multiple options for lodging you may be relegated to pages that no one takes the time to review. So why? You say you have good rates, you have a good product, and have…

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Scare Tactics

Halloween is one of those holidays that you either love or you hate. Regardless, it is coming up and if you plan to have some sort of a property celebration, then you need to start planning NOW! If your hotel is located near any special Halloween events (spook houses, haunted hayrides, ghost walks, etc.) make sure you have a list available at the front desk with directions, pricing, etc. If…

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Quit Being A Giver

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…

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

“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…

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Do Your Customers Appreciate You? Why?

Curiosity might have killed the cat, but curiosity will make you a much better sales person! How many times have I asked you to engage your customers and get to know them? Are you asking probing questions (without interrogating them)? Do you have a pre-call sheet and have you done your pre-call research? In setting up these key pieces of information, make sure you ask questions about the person and…

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The Importance of “Making Time For Sales” – A GM’s Role In The Sales Process

Many of our hotels are rooms only, bank owned, limited service, and have small management staff’s. I get it. I have worn your shoes, managed hotels of similar calibre and been responsible for everything from soup to nuts. You have a lot on your plate and your time management skills must be stellar in order to keep everything on track, running smoothly, all while maintaining your sanity. No, you do…

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Fourth Quarter Strategy: What’s Your Plan?

While baseball season is almost over (sad face), football season is just beginning – and so it’s time to change my sports analogies. Thus, the title of this blog. Are you ready for some football? The fourth quarter – October, November and December – brings a few of the most important revenue generating months together under one umbrella. It is now September – time to get our game plans finalized,…

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Are You Laboring On Labor Day?

Are you “laboring” on Labor Day? If you are a summer or resort destination, this is typically the last hurrah of the season and you are indeed nose to the grindstone! Patience and fortitude, September is that light at the end of the tunnel. If you are a suburban or city destination, then you are about to get ready to get out of the summer doldrums and enter normalcy. On…

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Going Organic When Writing Your Sales & Marketing Plan

“….Yearly marketing plans should be all about strategy — where you see your department or the whole property in one, two, five and 10 years. The focus should be branding and the very essence of what currently makes your hotel great and what you aspire to be. An annual marketing plan is brief and broad, leaving the day-to-day tactics to the manager’s discretion and best judgment — organic, as they…

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Keeping Your Customers Happy And Spending

Finding new customers costs more than retaining the ones you have. Keep your customers in your hotel, happy, and spending. Did you know that a sale to an existing customer costs between one-sixth and one-seventh the price of a sale to a new customer? And yet, three times as many companies cited customer acquisition as their primary marketing goal as those who cited customer retention. We all need new customers….

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Scrapping The Idea Of A “Go Direct” Policy, Or Not?

Many months ago I wrote a blog about the value of a “Go Direct” strategy for your hotel, and specifically your Guest Service/Reservation Agents. I do not know how many of you actually have put this type of procedure into place, but my hope is that every property has at least conducted some sort of training with GSRs on this topic. If you want to reread the previously written blog,…

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Search And Ye Shall Find

This week I sent out your templates for creation of 2014 Sales & Marketing Plans.  In support of your research, I’d like everyone to read the article below and incorporate (at least some parts) into your SEO and social media strategies.  This article, coupled with the article I sent out earlier today about “Increasing Conversion Rates” will (and should) become a very important part of your strategies.  Why not work…

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