Editorial Board   Guest Author

Mr. Cerrone

Bob Cerrone

Director of National Accounts - Hospitality, Ferguson

Bob Cerrone, Ferguson's Director of National Accounts - Hospitality, is responsible for leading Ferguson's Hospitality strategy and discovering and implementing new opportunities within the segment.

Mr. Cerrone, a nearly 40-year veteran of the plumbing industry, launched Ferguson's Hospitality division in 2006. Under his leadership, Ferguson Hospitality has grown into a talented group of more than 100 associates comprised of national account managers and the Hospitality Renovations Team.

Ferguson's Hospitality Renovations Team understands the needs of the specialty contractors that operate in the Hospitality Renovations market and how they do business. They provide product expertise to contractors, owners, hotel brands and purchasing groups on a large bundle of products and facilitate on-time delivery for renovation projects, typically working on compressed schedules.

Ferguson's Hospitality division serves many different customer segments: ownership groups, management companies, renovation contractors, purchasing companies, and independent and branded hotels throughout the U.S. Their product inventory addresses a broad range of hospitality needs: plumbing, lighting, appliances, HVAC, janitorial and sanitation supplies.

Additional support services include: a National Sales Center which is staffed by a highly experienced team of associates with deep knowledge of Ferguson's hospitality products and a 24/7 Express Response Commercial Water Heater Program which delivers hot water heaters onsite, directly to the location of installation within about two hours of a service call.

Mr. Cerrone can be contacted at 954-520-5965 or bob.cerrone@ferguson.com

Coming up in June 2018...

Sales & Marketing: Opinions Matter

Hotel Sales and Marketing Directors manage a complex mix of strategies to attract and convert customers into guests. Part of their expertise includes an awareness of customer behavior during the reservation process, so they can make sure their hotel is favorably positioned. One such trend is the growing popularity of travel review sites. According to one recent survey, 61% of prospective customers consult online reviews in order to validate information about the hotel before making a purchasing decision. Another survey found that the average hotel customer reads between 6-12 reviews across 4-10 properties before making a final decision on where to stay. Similarly, other studies have shown that consumer reviews are a more trusted source of information for prospective customers than other kinds of marketing messaging. In fact, reviews are often considered to be as influential as price regarding whether a customer decides to complete a purchase or not. Plus, travel sites with the most reviews - including recent reviews from satisfied customers and thoughtful responses from staff - were also found to be the most appealing. So having positive reviews on a travel website is essential and can help to increase a hotel's conversion rates dramatically. Of course, there are all kinds of additional marketing strategies for sales and marketing directors to consider - the importance of video and the emergence of live streaming; the implementation of voice search; the proliferation of travel bots; and the development of Instagram as an e-commerce platform. The June Hotel Business Review will report on some of these issues and strategies, and examine how some sales and marketing professionals are integrating them into their operations.