Sales

Sales and revenue should be hospitality’s strongest partnership - but too often, they’re out of sync. In this episode, Adrienne Hanna talks with Michelle Rex of Cameron Ventures about breaking silos, building trust,…

We all know BOB or to give him his full title... 'Business on the Books...' We all love him, rely on him even... but should we trust him? This week, I was sat around a coffee table talking to two hotel Managers about…

Forget star rating… we now have 3 types of customers… With the potential of another strong Staycation year, what do our customers really want, and how do we meet those needs in what is quite frankly, yet another…

RFP season is almost upon us, so what are the new threats for our Corporate business? The traditional RFP season is almost upon us and whilst contracting can happen at any time, we are all used to the manic few weeks…

Loyalty… what exactly does that mean? Loyalty... it's a funny word that has different meanings to different people and definitely has all of us hoteliers scratching our heads at how we 'get it', how we 'keep it' and…

Are you ready for what might be our next big disruptor - SCA? Just when you thought you had gotten your head around GDPR, along comes Strong Customer Authentication (SCA)! Are you ready? Do you understand how this…

How Revenue Management Affects… Sales This is the first in a series on how revenue management affects every part of your business. If I am lucky enough to have you as a regular reader, you will know my belief that…

How to win friends and influence people… Or in hotelier speak - How to gain bookings and set yourself out from the crowd... In today's world of ever-increasing competition, how on earth do you set yourself out from…

What do you need to consider in 2019? It's all about 'your people'… In our wonderful hotel world, we have two types of people - our guests and our team. In 2019 I believe that understanding and meeting the needs of…

As an industry, all of us in hospitality like to complain about OTA's; high commission levels and of course the impact that new aggregators such as AirBnB are having on our bottom line.But rather than sitting back,…