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  • Next Event

    HITEC EUROPE 2019

    Hospitality Industry Technology Exposition & Conference

    April 10–11, 2019
    Palau de Congressos
    Palma, Mallorca - Spain

  • Upcoming Event

    HITEC MINNEAPOLIS

    Hospitality Industry Technology Exposition & Conference

    Minneapolis Convention Center

    June 17-20, 2019

Why Hospitality Tech Startups Should Join a Pitch Competition like HFTP's Entrepreneur 20X in 2019

17 January 2019
You have brainstormed a brilliant idea to solve an existing problem in today’s complex hospitality industry. You’ve put in the work to turn that idea into a startup business. That may have included creating a team, designing a website and developing your product. Now, what you need involves securing funding, building your contacts and burgeoning your brand to go fully from a successful startup to a straight-up success.
Article by Helen Gore-Grimes

3D Floor Plans offer vital visual information for the less physically able

Visrez 18 January 2019
Throughout my life independence has been vital for me to overcome my disability and feel equal to my peers. Travel has always been a passion of mine. Travelling with a disability brings its own set of challenges. Accessibility is essential. In my determination to push boundaries in my youth I have found myself in some extreme situations - once through an embarrassing lack of research I found myself in a basket strapped to the back of a sherpa trekking up Mount Everest! This was definitely a step too far and that experience made me much more careful in my pre-travel accessibility research.Even after thorough research I have found myself many times in a situation where a property is not as accessible as it appeared (or claimed to be) on its website. It has been well known that Hotel Photography can be misleading and camera angles can be used to make be a space appear wider than it actually is which can be hugely problematic as a wheelchair user. The fact however that Hotel photography lacks the visual information included within a 3D Floor Plan.The practical ease of using 3D Visuals during the booking process is of particular personal interest to me. Photo-realistic 3D Floor Plans made to scale are so exact that guests who require accessible accommodation can book in confidence knowing that on arrival they will be able to enjoy their stay - whether travelling alone or with family and friends - and with the same level of dignity and independence that everyone else can take for granted. One 3D floor plan provides a wheelchair users more visual information than might be contained in twenty or thirty photographs. This aids the decision making process when it comes to booking a room or suite. Our goal at Visrez to make the process of generating photo-realistic 3D Visuals as efficient and cost effective as possible for our clients.
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[Infographic] How the right PMS can help you Upsell better

mycloud HOSPITALITY 18 January 2019
In hospitality jargon, ‘Upselling’ is the opportunity that hotels have where they can provide additional services to their guests that will enhance their stay. The right PMS should be able to empower you to maximize your chances and benefits of Upselling. How do you, then, decide on which PMS to opt for? We’ll get to that right after we discuss the features that your PMS must have to make that happen.
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5 IoT Solutions That Can Enhance Your Guest Experience

StayNTouch: Hotel Technology Trends Blog 18 January 2019
The Internet of Things, or IoT for short is said to be the “Third Wave of Innovation” following the Industrial Revolution and the Internet Revolution. And it’s not hard to see why. The number of smart devices continues to increase, and according to a Statista report, 42.62 billion IoT-enabled devices will be connected to the Internet by 2022 – that is 42.62 billion everyday enabled devices working together to ease our efforts by interacting with each other online.
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New surroundings at Net Affinity

Net Affinity | Conversion Optimisation for Savvy Hoteliers 18 January 2019
New year, new us. We love the start of a new year, not because it's an opportunity to change yourself but rather, it's an opportunity to better yourself. Improve. Grow. Build on who you already are, and what you've achieved already. Here at Net Affinity, we recognise the importance of constantly evolving, and right now, ...

The Room Key: Discovering Illegal Operations in a Guestroom

Hotel Online 18 January 2019
What should I do if I discover an illegal operation out of one of my property’s rooms? There are inherently undesirable incidents that occur at times in our industry and at our respective properties. We clearly want to do everything we can to ensure the safety of guests and staff while minimizing the impact on operations.

EyeforTravel's Analytics & AI in Travel Survey 2019

eyefortravel.com·Requires Registration 18 January 2019
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The technology cheat sheet for hotel general managers

Hotel Tech Report 18 January 2019
The buck stops with the hotel’s general manager. The GM is responsible for anything and everything to do with a property’s operation. However, a hotel that manages a stellar guest experience does not necessarily make money. It may be cliché, but it's true: a hotel is only as good as its weakest link. All parts of the operation must run well -- which is why the general manager role is often seen as the most stressful. The general manager is responsible for managing the entire team, including but not limited to: revenue, marketing, operations, sales, and finance. GMs also must manage up to ownership and down to guests. With these many moving pieces, the role of a GM can be overwhelming even during the calmest periods on property -- but it doesn’t have to be that way.
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Black Oak Casino Resort to Implement INTELITY's Guest Experience and Staff Management Platform

INTELITY 18 January 2019
The property will be incorporating the INTELITY platform's custom-branded mobile app and in-room tablets at its hotel, giving guests the opportunity to better manage their experience by placing them in control of their reservations, check-in and check-out, restaurant bookings, and the ability to directly communicate with staff. Black Oak Casino Resort will also use INTELITY's integrated back office dashboard to streamline their operations. The back office dashboard will allow staff to connect directly and efficiently with guests. With it, they can share specials and promotions with more accuracy and frequency, while also gaining real-time visibility into service and delivery activity."We're thrilled to be implementing the INTELITY platform at our resort," says Amanda Silacci, Black Oak Casino Resort's Guest Service Manager. "In our 'always on' business, it is really important that our technology provides a frictionless connection between guest and staff. We believe the INTELITY platform is incredibly valuable and look forward to using it to completely overhaul the way we manage the guest experience. We also plan to use the content management portion of the back office dashboard to concentrate our marketing efforts and create personalized offerings for our guests."INTELITY's in-room tablets will replace the resort's printed, in-room compendium and allow guests to order room service and make other service requests. Both the mobile guest app and in-room tablets will provide direct messaging between guests and hotel staff, allowing for better communication at any point during their stay.On the operations side, Black Oak Casino Resort will use INTELITY's back office platform via desktop and mobile devices to manage all staff activity on the property, from the front desk to maintenance. Service will be enhanced as staff will be able to manage work orders, delivery times, and monitor all activity on property, while keeping the management team informed at all times. The back office platform will also allow the staff to communicate directly with the guests and give them updates on the status of their service requests and orders.INTELITY's back office platform also provides robust business intelligence and data analytics, which will giving resort leaders deeper insights into their guest behaviors and preferences. The resort can use this information to further maximize efficiency, deliver exceptional guest experiences, and make better business decisions."We are proud to add Black Oak Casino Resort to INTELITY's growing casino portfolio and look forward to working with them on using our platform to great success," said INTELITY Senior Vice President of Sales, Benjamin Keller. "With all of their offerings, I know every team - from operations to housekeeping, to marketing - will see a positive impact in their day-to-day tasks by using the INTELITY platform. Black Oak Casino Resort is already doing great things, and we know that implementing the INTELITY platform will help them continue to scale".The INTELITY platform is scheduled to deploy at The Hotel at Black Oak Casino Resort in the third quarter of 2019.
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Travel Tripper Named #1 CRS and Top-Rated Booking Engine and Digital Agency by Hotel Tech Report

Travel Tripper 18 January 2019
(NEW YORK)-- Travel Tripper, the industry's leading provider of hotel booking and marketing solutions, this week received four awards from Hotel Tech Report, the top source for online ratings and reviews on hotel technology. The 2019 HotelTechAwards, known as the "Oscars of Hotel Tech," honored Travel Tripper with the following:#1 Central Reservation System for RezTrip CRSTop Rated Booking Engine Finalist for RezTrip Booking EngineTop Rated Digital Marketing Agency Finalist for Travel Tripper Digital AgencyGlobal People's Choice Awards, as one of the top 10 most customer-centric companies helping hoteliers grow their bottom linesThe HotelTechAwards are chosen based on honest reviews gathered from thousands of hoteliers across more than 120 countries. Hotel Tech Report uses the ratings and survey data to rank hotel technology and marketing solutions across various product categories in the areas of customer service, ease of use, ROI, and implementation.Jordan Hollander, Co-Founder of Hotel Tech Report, congratulated Travel Tripper on its multiple wins. "There is a group of companies in our industry that make great tech and there's another group that provides best-in-class service," said Hollander. "Travel Tripper is one of the few companies that excel in both arenas. Travel Tripper's clients enjoy state-of-the-art design and engineering while receiving top-notch services that feel like an extension of their own team.""We're honored and delighted to receive this recognition from our clients and peers in the industry," said Joan Evelyn Lee, VP of Operations at Travel Tripper. "Receiving awards for all of our booking and marketing solutions is especially exciting because it is a testament to the depth of our product innovations and strength in customer support."The awards come after a year of exciting innovations from RezTrip CRS & Booking Engine and the Travel Tripper Digital Agency, including the launch of Rate Match and Real Time Ads, two industry-first solutions that are changing the way hotels win direct bookings."Since day one, we have had a relentless focus on innovation and service," said Steffan Berelowitz, VP of Digital Platforms at Travel Tripper. "In 2019, we expect to delight our customers with even more groundbreaking developments and product launches. Stay tuned!"To read real customer reviews and ratings on Travel Tripper solutions and services, visit their profile on Hotel Tech Report or learn more at www.traveltripper.com.###About Hotel Tech ReportHotelTechReport (www.hoteltechreport.com) is the premiere research platform for hotel technology globally. The platform helps buyers save time identifying the best technology products to run their hotel properties by easily comparing vendors based on unbiased reviews from verified users. HotelTechReport's global community connects hoteliers spanning 120+ countries with hundreds of the world's top hotel technology suppliers with billions of dollars in market capitalization.
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Whistle Ranked #1 Guest Messaging Platform

Whistle 18 January 2019
Whistle is the leading Guest Messaging Platform in the hospitality industry, powering real-time guest communications via SMS, Mobile Messaging applications, Email, and Website Live Chat. Whistle helps tens-of-thousands of hoteliers by effectively increasing guest satisfaction and streamlining internal operations. Millions of hotel guests around the globe have already experienced the service, and the company is working hard to continuously help hotels expand this reach.With Whistle's cloud-based solution, hotels can integrate their Property Management System, setup automated messages, and deploy opt-in functionality in minutes, creating a consistent and effortless experience. Powerful Analytics and Reporting give managers operational insight, and team messaging means no more radio nuisances!"Our hoteliers are increasingly gaining back control of their own guests," says Whistle CEO, Christopher Hovanessian. "We are able to provide the necessary tools to boost guest engagement first, and drive up guest satisfaction thereafter. The significant improvement in the guest's experience makes hotels more competitive in their own market and in the broader sense, taking into account the growing threats from third-party technology companies. We want hotels to continue to have the upper-hand, and will explore new offerings this coming year to continuously deliver this advantage."Read what our hotels are saying on HotelTechReport, and try Whistle today!About the HotelTechAwardsThe HotelTechAwards recognize companies that have proven to add immense value for hoteliers by helping them compete in the digital age. Technology is the key to improving the guest experience, creating a better staff culture on property and ultimately growing profits. Winners of the HotelTechAwards are determined based on verified client feedback and highlight best of breed companies across key categories of the hotel tech stack.

The Economic$ of Smoke Alarm Replacement

National Association of Hotel & Lodging Engineers (NAHLE) 17 January 2019
The Hospitality Security Consulting Group, LLC Starting in 2020 hundreds of millions of smoke alarms in commercial buildings including hotels, motels, lodges and inns along with time-shares, apartments, condos, dormitories, board and care facilities, assisted living facilities and similar residential and institutional buildings will require replacement under a ...

Creating the paperless hotel

By Terence Ronson
Have you ever thought about how much paper is still in use - mostly needlessly - in your hotel? Terence Ronson has. For The Hotel Yearbook, he makes the rounds and tallies up all the forms, reports, work orders, requests, lists, folios, CVs, POs, menus, forecasts.... The results are not pretty - and certainly not sustainable.

How Are Facilities Teams Using Technology Today, And In 2019?

mycloud HOSPITALITY 17 January 2019
Survey data in a newly released “Facilities Technology Trends & Buying Best Practices” report shows a nearly unanimous (99%) belief of facilities decision-makers that the importance and use of technology will only continue to grow. Released by ARC Document Solutions, the industry research reports insights into the evaluation and acquisition of technology that facilities teams use to meet operating objectives.
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3 Ways Beekeeper Can Facilitate Better Operations Management

Beekeeper Blog 17 January 2019
The organizational strategy of Kaizen combines two words that represent concepts to describe a process of continual improvement. Kai (“change”) and zen (“for the better”). Developed by Masaaki Imai, Founder of Kaizen Institute, the idea of Kaizen is that everyday presents a new challenge and opportunity to improve upon every aspect of a business.
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Beekeeper Continues to Dominate in the Hotel Technology Arena; Named 'Top Operational Product' for Employee Engagement by HotelTechReport

Beekeeper USA, Inc. 17 January 2019
San Francisco -- Beekeeper is on a roll! This week the company earned its fifth hotel technology award as a "2019 Top Rated Operations Product" by HotelTechReport for its Employee Engagement app that helps hotel teams "save time, improve efficiencies and collaborate better." Winners were selected from more than 180 of the top technology products around the world. The HotelTechAwards are the industry's only data driven awards platform with winners determined not by a handful of judges but by a global community comprised from thousands of verified hotel technology users across more than 120 countries.Over the last eight months, Beekeeper has become widely recognized and earned hospitality's top technology honors for its operational communication platform that digitizes the non-desk workforce by connecting operational systems and communication channels within one secure, intuitive interface. The platform was named "Most Innovative Technology of 2018" by Hospitality Technology Next Generation (HTNG); voted "People's Choice" at HITEC Houston 2018 as part of the Entrepreneur 20X Competition hosted by Hospitality Financial & Technology Professionals (HFTP); and earned the "Most Innovative Hotel Technology" 2018 designation during the Tech Pitch at HX: The Hotel Experience. It was also named the 59th Fastest Growing Company in 2018 by SaaS 1000. Last week, HotelTechReport named Beekeeper among the "Top 10 Best Places to Work in Hotel Tech 2019.""The accolades keep on coming and we couldn't be prouder," said Connie Rheams, Beekeeper Vice President, Hospitality. "Being a HotelTechAwards recipient and being chosen the best Staff Learning & Communication Software in the Operations Technology category is especially gratifying because our ranking was based on verified client feedback. HotelTechReport took the time to poll our customers and ask them how they use Beekeeper and why they rely on us to connect colleagues across locations and departments in real time via mobile or desktop devices. Their responses were unscripted and impactful."Here's what just a few reviewers had to say about Beekeeper and its employee engagement capabilities. To read the full list of assessments, click here:"Beekeeper gives us the ability to effectively communicate with our employees. This is a great feature since 70 percent of our employees do not have a work email address. We live in a society of constant communication and instant gratification, and Beekeeper puts us in the position as an employer to meet and exceed these two needs. All in all, Beekeeper is a vital part of our employee engagement and success our of organization!"[Beekeeper gives us] the ability to have sight throughout multiple levels of the organization at multiple properties throughout the country and share inspiration, ideas and teamwork. It has been an amazing tool to elevate our company culture.""Recently our neighboring town of Paradise, Calif., lost over 14,000 homes in the most destructive fire in our nation's history. We had 29 employees lose everything. Cell towers were down, creating many rumors, but our staff used Beekeeper to effectively communicate and direct all effected to the proper agencies and lines of support we were providing.""My favorite thing about Beekeeper is the ability to keep open communication between different departments that I don't often see, and employees on other shifts. It helps keep me up to date on what's going on business wide! I also enjoy the fact that Beekeeper allows my employees to be able to contact me anywhere I am if there is an issue that arises.""[Beekeeper is] functional and user friendly. All employees can stay informed with the [happenings] around the hotel and easily adapt to using the mobile app or desktop version. As the model is like social media, the staff enjoy staying engaged.""Today's labor market is extremely competitive, and hotels must now retain talent from gig economy jobs that provide unlimited flexibility to workers," said Jordan Hollander, CEO of HotelTechReport. "Beekeeper clients consistently write on HotelTechReport about the product's ability to increase employee engagement and communication while building a better culture on property. Beekeeper gives on property staff a way to stay connected during the busy workday which makes for a more engaged and better- informed team."About BeekeeperBeekeeper is an award-winning operational communication platform that digitizes the non-desk workforce by connecting operational systems and communication channels within one secure, intuitive interface. Beekeeper connects colleagues across locations and departments in real time via mobile or desktop devices and includes an intelligent dashboard to help companies improve internal communication and streamline business processes. The company is based in Zurich and San Francisco and supports users in more than 130 countries. Clients include Heathrow Airport, Seaboard Foods, and Marriott.
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Right Product, Right Customer, Right Price, Right Channel, Right Time: Revenue Management Decision Making

The Rainmaker Hospitality and Gaming Blog 17 January 2019
Now that we’re a couple weeks into 2019, are the revenue management plans you have in place going to maximize your profits this year? Are you taking all the factors affecting your pricing strategy into consideration? Are you offering the right room to the right customer? What does your channel mix look like? In a recent webinar we discussed “The 5 Rights of Revenue Management.” Every situation is different, and sometimes you may only need to focus on one of the below categories – but all five should have a place at the table when making the tough revenue management decisions.
Article by Raj Singh

Major Trends to Watch for at HSMAI NY Conference

Go Moment 17 January 2019
As I think about what to get excited about at HSMAI's Digital Marketing Strategy Conference 2019 taking place later this month in New York, the fast-evolving guest experience comes to mind. And, of course, hotel guest experience in 2019 will be enabled by more and better technologies. Here's what I see trending:The Impact of Voice-Enabled Intelligent AssistantsSmartphones already come with voice-activated assistance built-in. Amazon recently revealed it had sold over 100 million Alexa-enabled devices. Google announced that 1 Billion devices support its Assistant product. This news validates that people are not only getting used to giving voice commands to their phones but that they want to control everything with their voice. "By 2022, Juniper Research predicts that Americans will be using nearly 900 million voice-assistant-enabled devices across smartphones, tablets, PCs, speakers, TVs and cars, a 95% increase over today," writes NPR's CMO Meg Goldthwaite in Ad Age.Think about the implications of this. Consumer adoption of AI has finally reached a tipping point. People's behaviors and expectations of technology-enablement are changing once again, especially when the technology - voice-activation -- is so easy to use that it doesn't feel "techie" at all. Google's data shows that 70% of Google Assistant requests are expressed in natural language and that one in three people globally will use digital assistants to search for and book travel. In fact, just this week, Google announced that it had added hotel booking and flight check-in for U.S. users of Google Assistant. According to Phocuswright, as many as 35% of those age 18 - 34 and 28% of 35 - 54-year-olds are already using smartphone digital assistants to book their hotels.What guests are already doing with their smartphones and in-home devices, they also want to do in their hotel rooms. As early as 2016, Aloft hotels started integrating Siri voice-activation into their rooms. By May 2018, Microsoft's voice assistant Cortana had a working integration with Alexa-enabled devices, and in June 2018, Amazon launched Alexa for Hospitality with Marriott onboard -- guests can use their in-room Alexa to personalize their experiences and request hotel services. Hyatt and Google also just teamed up to bring Assistant to more hotel rooms. And at this month's massive CES (Consumer Electronics Show) in Las Vegas, voice tech was everywhere: from trash disposals and other household appliances to cars, televisions, and shower systems to name a few. Voice is where it's at: when a trend proliferates at CES, we all better pay attention.Innovative Technologies Will Continue to Disrupt HospitalityWhen I think of hospitality disruption, my Top Three are artificial intelligence/machine learning (AI/ML), the Internet of Things, and voice. I just covered voice, so let's discuss the other two. I recently wrote a piece, "A Guest-Centric Future Powered by AI," in which I described how AI works and how it can be used to automate and simplify many of the rote volume tasks that hotels have to contend with every day. These days, guests value their experience above all else. AI can also be used to improve guest experiences by anticipating and delivering useful content, extracting useful guest feedback, and drastically expediting service.Because the programs informed by AI are capable of improving over time, they can continue to improve the speed, quality, and relevancy of guest communications. This learning power makes AI an incredible tool for accelerating predictive analysis and decision-making. Think of all the various decisions hotel management contends with on a routine basis. Decisions about pricing and revenue optimization, inventory management, marketing, staffing, guest services and more. Then imagine having the hard, predictive work already done. Management can make decisions faster, or, in some cases, have decisions fully automated and already put into action. AI even learns from and avoids the repeating of bad decisions, something that's sometimes hard to teach to its human counterparts.When it comes to the Internet of Things (IoT) and its application in hospitality, I've already referenced the emerging appearance of intelligent assistants in hotels. Connected devices guests already use at home and in their own lives -- smart thermostats and room lighting, smartwatches and fitness monitors, mobile-activated keyless entry, wireless headsets, smart TVs, even medical and safety alert devices - are also beginning to be offered at hotels. Hotels are also concepting useful IoT that guests might want but which they do not find at home -- things that will further surprise and delight them: A wall-length smart mirror in front of which they can do their morning core-toning regime and on which their vital signs appear. A projected keyboard that turns the in-room smart TV into a fully-functioning work station without the guest having to lug a laptop on vacation. A smart wine dispenser that pours a perfect glass of wine that's ready by the time the guest merely opens the door. This is the kind of enhanced hotel stay future we can expect with IoT.Advancing personalization while managing consumer trust and GDPR Personalization has been an elusive holy grail for the travel industry. What guest wouldn't want an experience that wasn't completely and perfectly customized for them, right? The problem is that this kind of perfect personalization is still nearly impossible to pull off. There are too many disparate data sources, too many duplicative guest records, and guests are not yet ready to willingly part with all of their data in order to get the kind of personalization that we all imagine they want. Layer on top of this the new European Union General Data Protection Regulation (GDPR) and very public data breaches like the one Marriott revealed late last year and delivering this kind of optimized personalization becomes even more of a challenge. The industry has to contend with both technical and consumer trust issues. Look for this to be a hot topic for both marketing and hotel operations.As we look at the year ahead, it's clear to see that the mounting pressure to provide extraordinary guest experiences will continue to force hospitality marketing and operations closer and closer together. As hoteliers continue to adopt and adapt to new technologies, they'll be challenged to do so at an ever-faster pace. It makes for an interesting landscape, with a select few players having actually elevated the guest experience for tens of millions of guests. The interesting question to ponder at HSMAI may be, who will deliver a fully-connected and seamless guest experience to one billion guests first?
Article by David Millili

The Modern Guest Experience & How Hotels Can Achieve It in 2019

runtriz 17 January 2019
Websites and apps were once supplementary to the experience. They gave a guest more information than she would get over the phone and via brochure (remember those?), but the digital pieces of the pathway weren't considered a part of the guest experience. The tech experience was a precursor, a conduit, to the actual hotel experience. As such, it didn't have to "wow" the guest; it just had to be attractive enough and, hopefully, representative of reality in as much as it could be. Technology was mostly at the service of marketing, and it quickly evolved into a way to drive direct bookings in the fierce competition with OTAs. This is still true. But what is different is that the guest expects the tech experience to be a part of the overall experience. The digital presentation can't be separated from the property; it is, instead, an extension of the guest experience. The website and app and social media form the pre-trip. The technology during the stay--mobile access, texting, social media, again--make the stay more convenient and fluid. And, we all know, everything goes up on Instagram and Facebook afterward. Post-stay surveys can be served via app or email or text. And guests follow up on the trip via all manner of feedback platforms, telling the world what they did or did not like, perhaps airing the latter most loudly.What hotels need to know in order to appeal to the modern guest is this: the digital experience is the experience. Ironically, the more it stays in the background, the better the guest experience is. What travelers are looking for is "experiences." Every single survey about what guests want will tell you this. They want to dig in, get local, and create singular memories that are hard to replicate. Nothing cookie cutter. When the technology doesn't deliver at any stage, it interrupts the depth of the guest experience.An honest representation of your property is critical--and this applies to not just imagery and content, but also to how you convey your property through technology. The digital piece should be in line with what you can offer once they've arrived. Further, if the technology doesn't deliver, this is a signal to the guest. A problem with booking, either via website or app and as simple as a slow loading speed, and you might as well give them the phone number to your competitor down the street because they aren't going to stay. We live in a world where no one has time to waste on inconveniences in the process, and a hotel's booking engine capabilities, the ability to book with ease on a user-friendly system that gives guests' choices that they feel confident will be delivered upon, is now a deciding factor. The proof? The travel industry has one of the highest cart abandonment rates of any industry at 81.8% (Statista). Problems with mobile check-in and checkout interfere with those golden memories, and standing in line to do one or the other is a death knell. Google will deliver groceries in two hours and services like Instacart will shop at virtually any big store and bring it to your door--and every step of the consumer path is completed online. However, we continue to ask guests to look at a menu in a book and walk across the room to use a landline to place an order from a restaurant that's a few floors down. The point is that guests should be able given the tools to do everything at their fingertips so that the nuts and bolts of decisions and processes fade away into the background and the trip itself, the memories the guest came to create, rise to the surface.There is a thin veil between the experienced world and the digital world; they seep into one another so that the two sometimes cannot be separated readily. Unless your hotel is in the country that intentionally does not have Internet access or televisions in the rooms, it is not your role to have an opinion on this modern condition but, instead, to lean into it, budget as much as possible for it, and deliver on the parts that you can control, which is quite a bit.The words seamless guest experience have been jammed together so much they hardly have meaning anymore. So let's just say that we're looking for harmony. Flawlessness. A lack of interruption. To deliver on this, hotels must think in terms of this thin veil, specifically the mobile device in the hands of the guest, that conduit between the digital and the tactile world. Instead of trying to "wow" the guest with bells and whistles, consider what capabilities will create the kind of fluidity that allows the "must-dos" to slip into the background of the guest's experience and the "want-tos" to move to the foreground.Two-way chat, for instance. Guests really should never have to pick up the hotel phone again when they already have a device in their hands most of the time. All manner of guest's requests can and should work through an app, whether on an in-room device or the guest's own. This includes mobile concierge, housekeeping, in-room dining, and front desk. Multiple languages should be no sweat. Some of these things may seem like givens. However, a 2017 survey of hotel apps showed that only 34% of the apps had been updated in 2016 and 20% hadn't been updated since 2015 (Skift). A strategist at L2 Inc., which conducted the survey, called the latter of these "left for dead." Leaving any part of the digital path behind, at this point, has dire consequences. The hotel that does will go the way of the outdated app--left for dead.An ideal tech experience allows guests to focus only on the travel experiences they are hoping to take home, the moments they want to treasure unburdened from inconveniences and problems in the hotel stay. Much of a hotel's ability to deliver on the modern guest experiences lies in technology that puts the humdrum in their hands and executes in a way that they hardly have to think about the process of getting whatever it is they want.It's surprising where our capabilities are as we start in 2019. It's been almost a quarter of a century since the first hotel websites, and now a guest can walk into a hotel and check-in to a room without ever speaking with a human. Other times, I believe we could be further along in adoption. But it's all part of the messy process of creating something new. Part of this thing we're building is a new way of living--one that allows us to do so much in such a short period. Hotels are tasked with helping guests live their best moments, giving them the backdrop for trips they can talk about for years to come. As such, hotels must also extend their experience flawlessly to the digital world, because this is how we live.
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Rainmaker Closes a Record Year with An Increased Global Footprint, New Customer Growth, and Innovation in New Segments

The Rainmaker Group 17 January 2019
The Rainmaker Group (Rainmaker), a leading provider of cloud-based hospitality revenue and profit optimization software, today announced that the company is starting 2019 with strong-than-ever numbers, a full implementation pipeline, and continued growth in new regions."We saw a lot of growth in 2018," explained Mike Cowles, CEO of Rainmaker. "We added many new countries to our global footprint and continued to innovate and make our mark on the all-inclusive market. We have a great team, a strong roadmap, and an amazing group of customers behind us. We're excited to see our continued success in 2019."Rainmaker's 2018 ended with a number of new customers joining Rainmaker's global hotel, resort, and casino client base. Among those noteworthy 2018 implementations are: Horseshoe Bay Resort, Five Palm, Hotel Boulderado, and Queen Kapiolani Hotel."Rainmaker's systems are leading and innovating the industry, said Nathan Choy, Director of Revenue Management at the Queen Kapiolani Hotel in Honolulu, HI. "Rainmaker's team is on top of everything as they kept me updated throughout the process. We had an amazing implementation experience and are excited to reap the benefits of Rainmaker's full platform solution."
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Leveraging Technology to Deliver Connected Guest Experiences

mycloud HOSPITALITY 17 January 2019
The Hospitality Industry is rapidly evolving and keeping up with changes in technology can be a challenge for hoteliers. Buzz words like artificial intelligence, biometrics, robotics and virtual reality can be confusing to even the most seasoned hotelier as disruptive technologies engulf the industry today, and some undoubtedly will transform it.For hotel leaders, it's essential to understand how these innovations align with guests' changing needs - as well as allay the fears, real and imagined, associated with them. The interaction and relationship hotels have with their guests no longer lasts solely for the duration of their stay. Instead the relationship begins from the moment the guest starts searching for somewhere to stay right through the booking process, pre-stay interaction, arrival, stay, departure and post-stay.
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Ryanair and SiteMinder partnership takes off for European hotels

SiteMinder 17 January 2019
Ryanair, Europe's No.1 airline, and SiteMinder, the global hotel industry's leading guest acquisition platform, today announce a partnership to provide European hotels direct access to sell their properties on Ryanair Rooms.Ryanair Rooms is the only hotel booking website that gives hotel guests 10% of the hotel booking price back in flight credit, to use against Ryanair flights. The website is now available as a distribution channel to SiteMinder's 30,000 hotel customers across Europe and around the world, which can now offer their guests a new incentive to 'Go Direct'.Matt Sherlock, Ryanair's Head of Hotel Supply, says: "Ryanair Rooms has experienced rapid growth since its launch and we are delighted with the volume of bookings on the system. We are taking our hotel booking platform to the next level, and SiteMinder's deep footprint across Europe offers us an incredible opportunity to further expand our inventory throughout the region."Adds Dai Williams, Global SVP Partnerships at SiteMinder: "We are thrilled to partner with Ryanair, a long-time disruptor in travel. The limitless array of booking options that are now available to consumers has borne a rising trend of travellers who are looking to their preferred travel suppliers, such as Ryanair, not only for flights, but accommodation, to complete their itineraries and escape browsing fatigue. Through this partnership, Europe's hotels can now be more visible to this growing subset of travellers and convert them into guests."Ryanair Rooms gives hotels access to 140 million customers on Europe's No.1 travel platform,Ryanair.com, attracting 1 billion visits per annum and offering over 10 million rooms at more than 400,000 properties, from 2 to 5 stars.About SiteMinderIn an age of rising choice and accessibility for curious travellers, SiteMinder is the name synonymous with the belief that technology can empower any hotel to win in a consumer-led world and unleash their potential. SiteMinder is the global hotel industry's leading guest acquisition platform, ranked among technology pioneers for its smart and simple solutions that put hotels everywhere their guests are, at every stage of their journey. It's this central role that has earned SiteMinder the trust of more than 30,000 hotels, across 160 countries, to generate in excess of 80 million reservations worth over $35 billion in revenue for hotels each year. For more information, visit www.siteminder.com.About Ryanair RoomsRyanair Rooms is the latest initiative under Ryanair's Always Getting Better strategy. Great value doesn't stop with your flight and now Ryanair's 140M passenger are guaranteed the best properties at the lowest rates, without the need to trawl through hotel booking sites. Getting the hotel experience right is top of the agenda for Ryanair Rooms and that's why we work with industry leading providers like Siteminder to deliver over 10M rooms, across 400,000 global 3 to 5 star properties and include free cancellation and amendment options. For more information, visitwww.ryanairrooms.com.
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IDeaS Revenue Solutions Honored as 2019 HotelTechAwards People's Choice Winner

IDeaS 17 January 2019
Hotel Tech Report has named IDeaS Revenue Solutions as the 2019 People's Choice Award winner in its annual HotelTechAwards.Recognized as last year's top-rated revenue management software provider, IDeaS continues to dominate the revenue technology category with far more satisfactory client reviews than any other vendor. Based on data from thousands of hoteliers in more than 120 countries, IDeaS was recognized as the most esteemed hotel technology provider, across all categories.Unbiased and verified reviews speak volumes: The award leverages real customer data to determine best-of-breed hotel technology offerings. It uses key factors of total verified customer reviews, geographic reach of reviews and overall review sentiment and ratings.Outstanding client satisfaction gives IDeaS the leading edge: Over 200 verified IDeaS clients dedicated more than 25 hours to supporting the company by contributing reviews. With nearly six times the reviews of any other revenue management software provider, IDeaS maintains its undisputed position as the world leader for revenue management technology.IDeaS balances rapid growth with client-first service ethic: More than 100 of the world's elite hotel technology companies competed for a chance to win this prestigious title. The award goes to IDeaS for maintaining the most impressive balance of strong growth with a relentless focus on customer centricity.Jordan Hollander, co-founder, Hotel Tech Report said: "The People's Choice Award goes to the single company across all categories who demonstrates the strongest customer relationships during the HotelTechAwards. Clients came out to support IDeaS in droves. We saw five-star reviews come in from Zambia to Moscow and everywhere in between. This is one of the most impressive organizations we've seen in hotel tech history. If there's one company everyone can definitely learn from about scaling a global organization with a relentless focus on customer centricity, it's IDeaS."Dr. Ravi Mehrotra, co-founder, president and chief scientist, IDeaS, said: "IDeaS' global teams are committed to ensuring our clients are completely satisfied from first engagement through the lifecycle of our relationship. Winning this award is a testament to our relentless focus on client success, and I couldn't be prouder to be recognized by those that matter most, our clients."
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Crave Interactive Named Top-Rated Guest Room Tablet Provider in the 2019 HotelTechAwards

Crave Interactive 17 January 2019
London - Crave Interactive, the world leading developer of cloud-based digital guest service solutions for hotels, today announced it has been named 2019's top-rated Guest Room Tablet provider by Hotel Tech Report, marking the second consecutive win for the technology company in the HotelTechAwards.The HotelTechAwards recognize companies that have proven to add immense value for hoteliers by helping them compete in the digital age. Over 100 of the world's top hospitality technology companies competed for this recognition, and winners are determined based on input from unbiased and verified client feedback. Crave achieved the highest score in the Guest Room Tablets Category."We are extremely honored receive this award for the second year in a row!" remarked Crave CEO Gareth Hughes, "We work extremely hard to exceed the expectations of our clients and lead innovation in the guest tech space. Our clients consistently report higher revenues and lowered costs, and we look forward to providing both world-class products, and incredibly strong relationships with our customers."Crave received many great review comments from its clients"Smart looking, intelligent. Saves significant amount on collateral, ability to change text frequently to ensure always up to date. Ping messages to guest rooms.""This is a great product, stable and well managed. It gives the guest an easy to use product that is comprehensive in its versatility, although we did not use it to the full extent.""Simple but great functionality. looks good in the room and the software functionality is great.""Good reliability. Friendly and practical for users. The new features related to turning the tablet into a remote control for TV gives another extra option to add convenience for clients. Customer service from support is excellent, quick and efficient."All of Crave's reviews as well as the full company profile can be viewed on the Hotel Tech Report website."In 2019 one of the best strategies for hotels is to focus on improving the experience and monetizing guests that are on property," said Jordan Hollander, Co-Founder, Hotel Tech Report, "Guest room tablets make the purchase of on property ancillaries seamless to increase tRevPaR while streamlining operations and Crave clients came out in droves to say that it is the best in the game."Crave grew its client base significantly in 2018, with tablet installations contracted in more than 25,000 rooms, across 19 countries on 5 continents by year's end. The company is well-positioned for accelerated growth in 2019 and this award serves as a shining example of its ability to deliver great ROI and service to its clients world-wide.About Hotel Tech ReportHotel Tech Report is the premier global research platform for hotel technology, having helped more than 130,000 hoteliers and investors research technology solutions for their properties. The site helps buyers save time identifying the best technology products for their properties by easily comparing vendors based on unbiased reviews from verified users. The Hotel Tech Report global community spans 50+ countries, includes employees from every major hotel brand and thousands of independents.Website: https://hoteltechreport.com

Part II: Google centre stage as hotels draw direct swords

Hotel Online 17 January 2019
Sally White continues her look at hotel industry developments and finds that in the race to build brand kudos, new tech alone may not cut it. New-fangled technologies like AI, robots and facial recognition grabbed headlines for hotels in 2018, and will continue to do so. But this is not the only area where hotels could be gaining ground.
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Driving Guest Personalization to Set Your Hotel Apart from the Competition

Amadeus Hospitality Insight 17 January 2019
As hotels increasingly look for new ways to connect with guests and learn their preferences, Amadeus IDPMS customers are finding value in our latest integration with MyStay. MyStay is an experience and offering tool that engages guests throughout the travel lifecycle from booking to check out. The software pulls data from IDPMS to allow hotels to interact with guests in a variety of ways, including chat, push notifications, online check-in, directions, destination details, and guest feedback. At each touch point, the property has opportunities to promote amenities and upsell the guest while providing them proactive and attentive service.
Article by Jeremiah Magone

Is this mistake hurting your hotel tech sales?

Hospitality Copywriting 17 January 2019
If sales haven't been as strong as you'd hoped in 2018, there are probably as many reasons for that as there are ads on the Internet...But over the past 6 years, as a copywriter and marketing strategist for hospitality tech companies, I've found that a lack in sales generally comes down to one key problem: sending the right message, but at the wrong time.The big problem with this is - if you don't address that issue first, you're going to keep struggling.Because even if you have the best thing since sliced bread, if you're not getting any traction - then you don't have a chance of bringing in well-qualified leads for your sales process. And that means you're starved for sales.So, let me help you get that right.First, by demonstrating where things are most likely going wrong in your current 'market-to-message match'...And second, by helping you dial that in, with some key questions to ask hoteliers at each stage, so you can create more win-win partnerships moving forward.And I think it would help if we had a simple example to keep referring back to, so let me BORE you with a story about my little backyard paradise, to show you why you SHOULDN'T be talking about how great your technology is all the time: My backyard paradise is a little deck I built, deep inside the Tecolote Canyon. Looking south, I'm surrounded by nearly a mile of green scenery, and I have almost complete privacy. In fact, I'm the only one down here, except all birds that call this valley home; doves, sparrows... humming birds... There's even a family of hawks. And, even though I live smack dab in the middle of San Diego, for all intents and purposes... ... this little hideaway makes me feel like I'm right in the middle of the country. I'm sure you can see why this is one of my favorite places in the world.At this point, you're probably asking: Hey, Jeremiah. Why should I care about any of this?You shouldn't! And that's the point.I'm leading with what's important to me... but unless you were in the market for a new house in San Diego, this messaging is all wrong.Do you see how the timing's off?Unfortunately, this is the fundamental mistake that most companies are making every dayAnd this is why most hospitality tech salespeople aren't getting much traction.They're going on and on about how great their solutions is... thinking they're addressing a prospective client's needs...... but they're not. Because they're not meeting hoteliers where they're at, and that's why they're missing their sales targets.People aren't getting a real sense of 'What's in it for me'...... or how their lives and their businesses might be better with your solution in place...... and that's why it's hard for them to see WHY they should invest a bunch of time and effort, just to try it out.Let's dive in a little deeper for clarification on the right way to set things up.How to 'sync up' with your market'Syncing up' with your market is all about creating the right context for a productive conversation.Say I were selling my house (which I am not!)...... how do you think I should go about catching potential home-buyers' attention and developing those leads into red-hot leads?Most hotel tech companies do this sort of work by making cold calls, putting out PPC ads, buying leads, or good ol' fashioned networking... and I'm not saying any of these things are wrong...These are all proven ways of putting names on a list.Where they're falling down is in the next step; when it comes to using the right messaging, to turn those contacts into opt-in subscribers.This is why, even large, established brands are having an extremely difficult time producing high-quality leads with any consistency, these days.Let's not fall into that trapBefore spending any time... money or effort in generating a list of contacts, the first thing we need to do is sit down and map out the 3 stages that every buyer needs to go through before we can call them an actual, qualified lead.This starts by reminding ourselves that: it doesn't matter who you are, and what you're selling (it could be room nights, management services or technology), your prospects are always at some point along a spectrum of awareness; between being relatively unaware of solutions, focusing in on a few solutions, or desperately in need of any solution.And, because of that, we should never talk to these 3 different groups in the same way, right?That would be out of sync.Each one of these groups needs to know different things to make different decisions, at each stage - before they're ever going to feel comfortable moving ahead.So the real question we need to ask is: how can we make sure we're never 'out of sync' with our messaging, ever again?Sometimes you should NEVER ask for commitmentLet's answer this fundamental question by first putting ourselves in our prospect's shoes.If you're targeting someone who is relatively unaware of your solution (which is the most common situation, when it comes to selling technologies) you'll rarely ever win if you go directly for the sale.Why's that?Going back to my house example, let's say you just happen to be in the market...You'd never start your search by randomly booking flights and randomly visiting open houses all across the US, would you?The first thing you'd do would be to start figuring out which state you wanted to live in. Then you'd start narrowing it down my region, city, and then eventually pick a neighborhood and focus in from there, right?In other words, you'd go from big decisions to small decisions. It's only natural.So it would be ridiculous for me to invest in cold calling, sending you direct mail or pestering you with any other social media stalking tactic, at this stage, right?And even if I convinced you to visit my open house, what are the chances that you'd ever sign on the dotted line? One in a thousand?So it would be a complete waste of my efforts, to go for the sale at this point - because the timing's all wrong!Even if I had the best house and the best price, the sheer volume of options out there would almost always scuttle the sale.And it's the same story in selling hospitality technology.You can have the most amazing technology with stunning case studies and tremendous support, but all the other options out there are going to make it nearly impossible for people to reach a final decision.That's why your goal at this point SHOULDN'T be to sell, it should be to influence buying criteria.Creating a tactical advantageSome of my favorite media options to create that tactical advantage include; side by side comparisons, flow charts and quizzes.I like these options because each one of these media types are quick and easy to use.And as potential buyers walk through these high-level, SWAT type analysis of their options, they come away with a much better understanding of their needs - so they appreciate your efforts.And that, in turn, gives them confidence, which is key to working with you, down the road.Going back to house example, again, this where I'd like people to realize, yes, San Diego is expensive, but the weather lets you enjoy nearly every day of the year outside, so you don't really need such a big house.Because if I could just help people realize that...... and I could get them thinking, "Hey, if I don't need a big house, then I don't have to spend so much. So maybe San Diego isn't as expensive as I thought...,"... then voila! I'd have an actual chance closing a deal.So what kinds of questions could I use in my media to help buyers reach this all-important conclusion?Maybe something like this: Hey, if you can only enjoy the outdoors for one or two seasons a year, doesn't that mean you spend a lot more time doing things you DON'T like doing, like shoveling the driveway... and warming up the car every morning...etc.? Doesn't all that time, stuck indoors kind of drive you crazy, making it harder to get enough exercise, or see friends and family? And if you didn't have to spend so much time inside, wouldn't that also mean you wouldn't need such a big house? In fact, if your house WAS smaller, that be better... because you wouldn't have to clean as much... and that means you could spend even MORE time outdoors, doing more of what you love, right?These are just a few examples, but I think you get the picture.The right questions at the right time can help set critical buying criteria for your prospects and that can give YOU a big leg up over all the other options out there.The second stage of awarenessAfter transitioning away from the first stage of awareness, which is called divergent thinking, BTW... our prospects are now actively converging on a much smaller group of possibilities. That's why this stage is aptly titled: convergent thinking.Prospects at this stage are much more qualified for your sales process... so your demos have a higher chance of success...But that DOES NOT mean you can rush into things with any kind of blatant, feature and functionality dump.In fact, I've very, very rarely seen a sale made at this stage by talking about how great any one solution might be, which far too many inexperienced sales people are prone to do...Because, unless you're talking with someone who has already gone through YOUR marketing...... and, because of YOUR marketing, they've gone from the divergent to the convergent mindset - then you might NOT be working with buying criteria that's favorable to your offer. i.e. they might already have 2 or 3 other 'suitors' in mind.So if you spend all your time talking about how amazing your solution is, in that context, you're probably going to get a fairly tepid response. Again, it's not you. It's not them. It's because you're not meeting them where they're at.So how should you engage prospects at this point?At this stage, meeting your audience where they're at means engaging in an open and honest problem-solving conversation. You need to provide genuine consulting here.You can do that by using special reports, articles and webinars with titles that give your prospects:Ideas to overcome known problemsExamples of cost saving strategiesOr checklists that help quantify and break problems down into manageable action stepsAs before, you're going to want to embed questions throughout your media that will help move your prospects forward in their decision-making process.For example, if I were trying to sell my home, I'd include questions such as: Would you like it if you could be 20 minutes from downtown, 20 minutes from the airport and 20 minutes from the beach, but feel like you were living in the country? Would it make your life easier if you never had to worry about parking, so it was always easy for friends to come over, and, because of a weird quirk of urban development, there was never any traffic in your neighborhood, either? And don't you think it would help you buy with confidence if you knew that houses in this area have appreciated at least $10k every year, over the last 20 years, and now that they're putting a train station at the foot of the hill, land values were projected to go up by another 10%?Yes, these are leading questions, so they're a little more-heavy handed.But that's welcome at this stage, because each one of these questions helps paint a picture of what life will be like after making a buying decision, and that helps people understand how your solution fits in with their needs.Because success is all about the win-winRemember, I'm using these examples, here, because this is where I see most hospitality technology companies striking out these days. And that's an absolute cryin' shame!Because most technology platforms deliver an enormous ROI these days...5X, 10X, even 50X are not unheard of.So fewer sales isn't just hurting your bottom line...... it also means hotels aren't earning as much as they could.And that means, when you look at economic forecasts for 2019...... with THE chief Japan rates strategist at Nomura predicting that we're in for more volatility...... "signs of a slowdown strengthen through the first half of 2019..."... and even going so far to say that we're now on "an irreversible path to an economic downturn"... as you can see in the chart, below...There's ample cause for concern.Especially since, downturns have always hit the travel industry first, just like we saw with sliding ADR and occupancy rates in 2008.So the bottom line is: if you aren't doing everything you can to meet hoteliers where they are on the strategic decision-making spectrum - right now - and helping them smoothly transition towards a place where they CAN make an informed decision, then you're putting yourself, and the industry at large, in a much weaker position.Fortunately, there's a silver lining...The good news is that human nature is nothing, if not resilient.And so it's only natural that, as the industry start to shimmy and shake... either because of volatility... or falling consumer confidence... more and more hoteliers are going to start taking bigger and bolder moves to modernize their operations.Most people remember what happened in 2008, after all.That's why I predict that hoteliers are going to be the #1 driving factor in your sales process over the next 12 months.In other words, 'the writing on the wall' will help more and more people to step out of the comfort zone and get them into the cognition stage; where a marked departure from the standard operating behaviors is finally possible... as long as you can show 'em the ROI, of course.They're going to have to.Because 'the writing's been on the wall' for some time now.In fact, way back in January 2017, Michael Dominguez, Chief Marketing Officer for MGM, raised the 'clarion call of warning', at HEDNA's digital distribution conference in San Diego, declaring, point blank, "40% of the people in this room will be irrelevant in 5 years... because you can't change."There was absolutely no way to misunderstand what Mr. Dominguez was saying here.Shape up or ship out!And while this message might signal good news for your company, because that's going to help facilitate change, and make it much easier for you to sell your solutions...If this is the only thing holding up your revenues, then you need to realize that Michael Dominguez was speaking to you, too.Because if you're only going after the 1 or 2% of the market that are in a true, do-or-die cognition state of mind, then you're always going head-to-head against every one of your competitors. That means it's incredibly easy to burn through your marketing resources trying to compete for attention. And,Where happens when times change... and prospects stop doing all the heavy lifting, for you, just like we saw in 2009-12, when quick and easy distribution solutions became the preferred methods of driving revenue. We need to remember that whenever there's a crisis, selling solutions that require any time or capital investment becomes exponentially more and more difficult...So, let me be frankYou have something incredibly valuable to offer, and you know it can generate a substantial ROI for a wide range of hotels out there...... but if your demos are always getting 'wrapped around the axel' of how you go about generating that ROI, then you're probably losing a majority of those demos. And those numbers can quickly deteriorate if Nomura's credit crunch forecast comes to bear.So why not stop going after the minority...... and turn your eyes to that 95-97% the market that still hasn't heard the warning bells...... so you can start helping them go from distracted and divergent to confident and convergent...... and develop some much needed familiarity and trust along the way?Because if you do that well... and if you're the only one that's in-sync with your target audience, just think about how much better... and how much stronger is your businesses chances are going to be in this, uncertain economy.People buy from people they know, like and trust, as the old axiom goes.The key to accomplishing that is to put your marketing system together in a way that's in the greatest alignment with where your prospects are, mentally.That's how you start relationships off, the right way.That's how you prove you deserve their business - because you've already DEMONSTRATED that you speak their language.And THAT'S how you convince people you'll continue to caring for and nurturing those relationships, long after a hotelier signs on the dotted line.And isn't this is one of the most important, and powerful marketing messages there is?So let me give you a little vignette...... to help you remember that success in selling is all about being in-step with your prospects.Imagine you only had 2 choices between equal 'suitors', and you just one dance to decide who you were going to marry...Would you rather go with the one who who's light on their feet, and knows how to dance with you cheek-to-cheek?Or the one who keeps stepping on your toes and talking about him or herself all the time?It's pretty obvious, isn't it?But we forget about these simple truths sometimes when there are so many whiz-bang features involved...So just remember, it's just the same in love and relationships... as it is in business.You have to meet your prospects where they are and build from there.Do that the right way, and you won't have to 'sell' your solutions anymore.The relationship will naturally make the sale, for you.About the author:Over the past 6 years, Jeremiah has worked as a direct response copywriter for a wide range of hospitality technology companies, helping them elevate their marketing game, from the typical transactional, race-to-the-bottom approach, to value-based selling that results in high-margin repeat sales.

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