articles - fuel sales
MayClose the Knowledge Gap for Hotel Sales Effectiveness
HSMAI’s Sales Advisory Board recently surveyed unit-level sales managers and directors at branded and independent properties on how to close the strategic knowledge gap that exists between the executive level and members of the sales force. The results of that survey are eye-opening.
AprilZika, Forest Fires, & Travel Bans…Oh My!
These are unpredictable times with plenty of unpredictable impacts on hotels and the hotel industry. HSMAI’s Marketing Advisory Board recently discussed what you can do before, during, and after disruptive events – whether it is disease, natural disaster, or political upheaval – that are beyond their control, and return to normal levels of business as soon as possible.
MarchWhy are your star performers so successful?
As a sales leader, do you know why your star performers are so successful? If you don’t, but want to, then consider these recommendations from HSMAI’s Sales Advisory Board.
The Outlook is Promising - 2017 Top Ten Meeting Trends
Benchmark Resorts & Hotels, a signature portfolio of BENCHMARK®, a global hospitality company, announces the "Top Meeting Trends for 2017" as observed by its properties.
Convene’s 26th Annual Meetings Market Survey
Still trending upward, but at a slower pace than last year.
FebruaryFinding the future: Mobility, metrics, and merging skillsets
The average person and Big Data are inexorably and permanently intertwined. Big Data is us, because we are now Big Data. There’s no escaping it, writes LodgIQ’s Ravneet Bhandari. Each one of us is leaving an ever- growing digital footprint as technology and consumer behavior merge. We both consume information and produce it, highlighted by the new buzzword: prosumers. Oddly, while we’ve mashed up how we work, play and live, because of significant technology changes, in many instances hospitality professionals are still entertaining 1997, not 2017. It’s a strange dichotomy revealing an opportunity to rethink and reinvent how hoteliers connect with consumers.
What Does The Executive Order on Immigration and Refugees Mean For the Meetings Industry?
Meetings Means Business Update on Executive Order
JanuaryCES 2017: Beyond the realm of possibility
What just keeps getting bigger, creates electronic envy on an unfathomable scale, and overwhelms your senses 5 seconds after you walk on the floor? The answer is the Consumer Electronics Show (CES). Insight from Dr. Lalia Rach on HSMAI's guided tour of CES 2017.
The Power of Positive Surveying
Nudging customers to reflect on good experiences gooses sales.
How Hoteliers and Planners Can Build Better Relationships
A new report from the Incentive Research Foundation offers insights on how meeting planners can better work with hotel salespeople—and vice versa. The relationships are generally collaborative but are not always based on trust or friendship.
Is Your 2017 Business Plan Already Out of Date?
What has changed since you wrote your business plan for 2017…and what do you do about it now? Consider the following ways that members of HSMAI’s Sales Advisory Board are working to update their own sales strategies for the new year
DecemberBuild a Better Mousetrap…21 Ideas for Innovating Direct Hotel Sales
If your hotel(s) is looking to reduce the cost of sales, improve profitability, and fight commoditization in the minds of your guests, innovation is a must.
AugustThe Misconceptions of Millennials and Meetings | By Robert A Rauch
There are a number of misconceptions floating around the hotel industry about our largest growing demographic, the Millennials. This stems from an overgeneralization of the key trends that they have brought to the forefront of our industry. The Millennials, generally categorized as those born between 1980 1995, are a maturing group that prizes the use of technology for efficiency and ease of doing business. This is why it comes to the surprise of many that they actually prefer face-to-face meetings and events just as much if not more than previous generations. Often characterized as having their eyes glued to a mobile device, Millennials need to not be pigeon-holed so quickly in the minds of meeting and events planners.
AugustAsk For The Sale To Increase Bookings By 440% | By Doug Kennedy
After more than 20 years in the business of front desk and reservations sales training, I'm extremely excited that a new white paper study has confirmed what we trainers have known all along: training our staff to ask for the sale will increase the likelihood of getting the business.