When I speak with hotel sales leaders at my training workshops and conference presentations, and when I read interviews with them in hotel trade publications such as this one, it seems that most are buying-in to these three myths about hotel sales in the current era: - The most important factor in closing more leads is to be the first to respond. - The second key to success is having the coolest PDF or online brochure, with more pictures than everyone else. - Planners who send digital inquiries do not want to talk or correspond; they only want to get the proposal they asked for. continue reading →
For decades now, some hoteliers and many hotel tech providers have been pushing hotel guests to embrace self check-in procedures. I first heard of this concept as a budding young entrepreneur floating my business plan for a hotel industry training company to the top minds in lodging. The year was 1989 and my proposed company name was Check-Inn Training. I remember one industry icon in particular who, upon seeing the name on my binder, said 'Bad idea young man.' He proceeded to hand me a copy of an article from what was then called Hotel & Motel Management, in which a headline read 'Front Desk Staffs To Be Replaced By Kiosk Check-in Machine.' continue reading →