Hotel Spas as the Next Wave of Marketing

By Melinda Minton Executive Director, SPAA | October 28, 2008

Theme

More than ever the theme standing behind your spa is important. Particularly for a destination or hotel spa much of the draw of interest among consumers seeking a property is the spa. Moreover, with spas becoming such a part of American culture consumers are growing tired of the average facial and massage. More than ever consumers want exotic, international, ritual-based, interesting services, products and accessories. When deciding on your theme become creative but understand the requirements of the type of theme you will invest in. For instance, if you would like to create a Turkish hammam your facility will need an authentic build out with a great deal of water therapies, appropriate products and sundries that accommodate the treatments offered. More importantly the services offered will need to be given to guests in a way that is authentic and appropriate. The degree of difficulty in training staff to perform these services thoughtfully and consistently with attention to detail could be all consuming. So while a strong brand and unique theme is crucial to the success of the spa a cost analysis is necessary to determine if the concept is possible and profitable.

Treatment Packages

Treatments are best offered at destination spas in "complete thoughts." In other words studying the needs of the guests and then translating that into pre-made packages makes for an easier up-sell. According to The Spa Association (SPAA) based in Fort Collins, Colorado female business travelers who opt for room service for evening meals would much rather have a more social and pampering experience at the spa. What an opportunity! Offering a package for the weary executive with a healthful meal would be an easy sale and an instant hit. Likewise, creating a mini vacation for those travelers who require a one or two day spa experience along with site seeing and recreational activities is a natural fit where packages are concerned. So an experiential package could be a trip around the world while at the spa like a Swedish dry brushing and sauna, a Russian body wrap, a Tuscan facial and a Thai massage. Results oriented packages are also a good idea such as a slimming weekend or a detox day. Creating opportunities for personal development at your property is yet another option. Why not offer a personal power seminar along with a detox day or a new you new year or a goddess renewal weekend? When you begin to think about it the options are endless and the opportunities are huge.

Experience Essentials

A spa day is just like a wedding. If everything isn't perfectly executed the entire experience is dead. Moreover, many consumers complain that resort spas are expensive with much worse everything. Everything being customer care, quality of treatment execution, lack of personal service; the list really goes on and on. The why of this dilemma is really another article but destination spas must offer an experience par none. So, this means consistency of delivery with a personalized touch. This also means that management needs to manage the details while handing off some power to employees to enhance the guest's experience and fix problems as they arise. Most of all many destination properties are seasonal and this is a problem. Staffing is difficult and there is a definite disconnect in many areas of spa operations because the culture sometimes is not a family. Think about it when you are being touched can't you feel that person's mood, state of mind and attitude? Your spa is not your restaurant!

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Sales & Marketing: Selling Experiences

There are innumerable strategies that Hotel Sales and Marketing Directors employ to find, engage and entice guests to their property, and those strategies are constantly evolving. A breakthrough technology, pioneering platform, or even a simple algorithm update can cause new trends to emerge and upend the best laid plans. Sales and marketing departments must remain agile so they can adapt to the ever changing digital landscape. As an example, the popularity of virtual reality is on the rise, as 360 interactive technologies become more mainstream. Chatbots and artificial intelligence are also poised to become the next big things, as they take guest personalization to a whole new level. But one sales and marketing trend that is currently resulting in major benefits for hotels is experiential marketing - the effort to deliver an experience to potential guests. Mainly this is accomplished through the creative use of video and images, and by utilizing what has become known as User Generated Content. By sharing actual personal content (videos and pictures) from satisfied guests who have experienced the delights of a property, prospective guests can more easily imagine themselves having the same experience. Similarly, Hotel Generated Content is equally important. Hotels are more than beds and effective video presentations can tell a compelling story - a story about what makes the hotel appealing and unique. A video walk-through of rooms is essential, as are video tours in different areas of a hotel. The goal is to highlight what makes the property exceptional, but also to show real people having real fun - an experience that prospective guests can have too. 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.