Hotel Marketing Coach

Neil L. Salerno, CHME, CHA

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Will the Real Hotel Sales Director, Please Stand Up? The General Manager’s Role in Hotel Sales                                                                                                                             Oct 2006 - Wise sales directors welcome the leadership and involvement of the general manager in their sales effort.

Taming the Beast…What Hotel Managers Need to Know To Reduce Turnover     August 2006 - Dale Carnegie once said “When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion”.

Gobble-Up Your Competition: Start with the Basics, Add A Pinch of Research, And a Dash of Common Sense                                                                                                     July 2006 - One of the best ways to measure the sales success of your hotel is to compare your hotel’s results with that of your competition.

Some People Welcome It, Some dread it...Many Effective Hotel People Thrive on Change                                                                                                                                           July 2006 -  Truly effective people continually seek opportunities to improve their lot in business, and in life, through change.

Good Ideas are a Dime a Dozen…But, Success or Failure is in the Execution          June 2006 - Knowing that the hotel business is often sensitive to nickels and dimes, not just dollars, it really pains me to see people throw money away without thinking things through.

The Best Hotel Sales Director I Ever Met  What Do The Good Ones Have in Common?

Nov 2005 - Hotels delegate a wide variety of duties and responsibilities to the position of sales director.
 

You Just Gotta Love The Hotel Business!  In Spite of its Self-inflicted Roadblocks and Blunders
Oct 2005 - I really love this business, but lately it seems to be saturated with gamesmanship, innuendo, and unusual interpretation of data.
 

The Best Hotel General Manager I Ever Met
Oct 2005 - Management styles, experience, and talent are as varied as their numbers, but they all had something to offer if one paid attention.
 

When Times Get Tough...Get Tougher! Sell Harder Before You Cave-in on Rates

Oct 2005 - When times get tough, natural human tendency tempts hoteliers to reduce rates in order to drive more business.
 

Running Dry on Good Hotel Ideas? It's not What You Know - It's Who You Know
July 2005 - Is there a better way to think outside the corporate or hotel box than to consult with someone who resides outside it?
 

New Hotel Technology Surround Us; Yet Face-to-face Selling is Still Most Productive

June 2005 - Automated sales and catering systems have grown in popularity and are weaving their way into ever smaller independent and franchised hotels
 

Changing Your Rate Strategy to Improve Your ADR; Today's "Guaranteed Lowest Rate" on the Internet Now Viewed as the Hotel's Published Rack Rate
June 2005 - From the time when I was still a young hotel sales pup, the only rates published to the consumer were our highest rack rates.

Are You Being Out-Hustled By Your Competition? How to Dominate Your Hotel's Market Set
Dec 2004 - The hotel industry lost a lot more than just some room business in the years since 2001; we lost some of the many fundamentals which made us successful in the past.

Why Are Some Hotel Companies Plagued By Management Turnover? Is this Symptomatic of Poor Performance?

Dec 2004 - One owner asked it best, “Why do our good managers leave and weaker managers stay?” “We just can’t seem to find good managers that stay with us.”

Don't Compromise Your Goals in 2004; Five New Years Goals You Will Want To Keep

Jan 2004 - These are all good resolutions, but it’s also a perfect time to re-commit to exceeding those budget numbers you submitted a few months ago. 

Six 'Maxi’s' Guaranteed To Boost Hotel Sales

Nov 2003 - Creativity comes in many shapes and forms. As with good inventions, the best creative ideas come from necessity.

Hotel Budgets and Marketing Plans; Oh No, Is It That Time Again?

Sept 2003 -The common question is which comes first, the financial budget or the marketing plan

Before You Begin that Marketing Plan, Challenge Your Sales Team; Expect More and Get More

July 2003 - We would be hard-pressed to find a manager or hotel owner that is not lamenting over their current average rates as compared to what they were in 2000.

Is It Time For A Sales Tune-up? How Healthy Was Your Last Forecast?

May 2003 - When a professional golfer hits a slump in his game, he usually consults another professional to help determine the problem

If You Always Do What You Have Always Done.... You’ll Always Get What You Always Got! Hotelier’s Mantra... Thinking Outside The Box

April 2003 - It seems the hotelier’s mantra today is “think outside the box”. But, how do you break away from years of successful sales and marketing tactics into new and innovative ones?

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