In this article we explore the traits that make group sales hunters special from others in the sales arena. Hunter tend to be self-driven and arguably possess certain innate traits that can't be taught even if the skills they exhibit can be acquired. The key is to recognize these traits when seeking hunters and then translate them into skills. Once you have identified hunters in the recruiting process you need to hold on to them and create an environment to allow them to flourish. By the same token it's usually a good idea to let the farmers farm and service your existing base of customers. Read on...
Architecture & Design: Biophilic Design
The hospitality industry is constantly evolving to meet and exceed guest expectations. As a result, hotels are always on the lookout for new ways to improve the guest experience, and architecture and design is an essential part of this equation. Bold design is often the most effective way to make an exceptional first impression - an impression guests use to distinguish between brands. One design trend that is being embraced worldwide has become known as “Biophilic Design.” Biophilic design is based on the concept of biophilia, which is the theory that human beings have an innate tendency to seek out nature, natural elements, and natural forms. Biophilic design is more than hotels simply adding a surplus of plants; it involves incorporating specific design elements into a hotel in order to imbue it with a sense of wellness and well-being. Some of those elements include exposure to natural lighting; views of nature and rooms with a view; natural architectural patterns; salvaged or reclaimed woods of all types; reclaimed metals; sustainably sourced stone; living green walls and vertical gardens; and direct and indirect exposure to nature. Hotels that have incorporated biophilic design into their properties are reaping the benefits associated with this trend including reduced stress responses, better air quality, lower energy costs, and more positive guest reviews. Biophilic design has also been shown to improve guest moods and to satisfy consumer demand for environmental responsibility. Savvy hotel owners and managers are aware that nature-inspired elements enhance their guests' comfort and well-being, which is why this trend is becoming so prevalent. Biophilic design is just one topic in the fields of hotel architecture and design that will be examined in the November issue of the Hotel Business Review. 
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Library Archives
When it comes to hospitality design experiences, we know that the best hotels support the business traveler, the leisure traveler, and the growing blur between them. The business traveler, specifically, is the most active and engaged guest when it comes to hotel amenities and usage. This is largely due to the fact that they are often spending the bulk of their time in hotel meeting spaces, business centers and conference rooms. So what can be done to make these typically enclosed spaces a source of task, social, entertainment, discovery and aspiration? The answer is likely beyond the walls. READ MORE
As global discussions around climate change become more prevalent, so do conversations around human connection to nature. Incorporating nature and its elements by way of biophilic design is occurring everywhere – throughout our cities, workplaces, hospitals, academic institution and more. Exploring where the hospitality industry fits into these discussions is not only timely, but extremely relevant for hotel operators. Through their decades of industry knowledge and research, HKS Principals Mary Alice Palmer and Sergio Saenz, will discuss how biophilia can influence the psychographics of the guest, transform their hotel experience and guide them to making better decisions for the natural environment. READ MORE
- Revenue Management
- Revenue Management: Why You Should Be Making Friends with Artificial Intelligence
Artificial intelligence and its role in the practice of hotel revenue management is front and center in the minds of most industry professionals today. Is my hotel using it? Should my hotel be using it? How would my hotel use it and what would this mean for my role? In this article, we will discuss how hotel technology is evolving, how any revenue manager looking for continued growth in the field should approach these changes, and why the best revenue management strategy will combine artificial intelligence with human intelligence. READ MORE
What do these new and still-evolving revenue management strategies look like? How is this profit-focused mindset influencing both the day-to-day details and the big-picture thinking of revenue management professionals? Cassie Bond, Regional Vice President of Revenue Management for Chesapeake Hospitality discusses the emerging practice of revenue management and the emphasis on profit over revenue that is leading to sophisticated revenue management strategies, intriguing perspectives, and exciting possibilities in the hospitality industry. She outlines how successful hotels are utilizing the information and enhanced techniques of margin prophets, not just today, but in the months and years ahead. READ MORE
From where we sit in the hospitality space, we are seeing the industry suffer from an over-reliance on inbound as the primary source of group business. This dependence is leading us to a commoditization within group, where rates are becoming the only differentiator between properties. But what if we could change that? What if there was another source of business that would allow hotels to reclaim their control of group sales, allow them to build stronger repeat business and ultimately a more profitable property? In this article we will explore why hotels are struggling today to meet group targets and propose alternative ways to sell group that are more profitable. READ MORE
The management of groups, especially small groups and meetings, is at an inflection point in the industry. The industry has long relied on antiquated methods, such as room lists, as a core component of that management process. However, room lists are just symptomatic of a non-guest, non-planner centric approach to the process. The industry is not only poised for change, but must change to meet the demands of the digital age. READ MORE
While it is undeniable that there is a tremendous amount of data generated throughout the guest journey, for the vast majority of Hoteliers data analytics still remains an unexplored and overlooked domain. Most of the time they will find themselves trying to find the right balance between improving guest satisfaction and increasing profits. With both competition and customer requirements growing, they would generally rather focus on guest satisfaction than crunching numbers and data. The aim of this article is not to provide a review of current data analytics and technologies associated with them, but it rather focuses on what data & data analytics is all about, what makes incorporating them so important. READ MORE
In the hotel business, there are few topics hotter than revenue management. Here is a helpful guide to position your people and your properties for success in an increasingly bottom-line-driven industry that actually demands looking beyond the bottom line. With powerful and sophisticated new tools comes new techniques, new possibilities, and new ways of looking at old challenges. Doll Rice, Vice President of Revenue Optimization at Prism Hotels & Resorts references shifting ownership perspective, technology and dependence, culture clashing and today's trends to go beyond the bottom line. READ MORE
Hotel owners and operators, exploring newer and better ways to improve guest experiences and profitability, are turning to an exciting new design approach, Biophilic Design. Based on the idea that humans crave connections with nature, biophilic hospitality design seeks to create hotel ecosystems that mimic the positive effects that nature has on humans. In nature-rich locations, biophilia harnesses the natural elements. In urban locations, however, where tech-centric lifestyles are common, architects and designers must harness both the natural elements and technology to create integrated and functional biophilic habitats that support the human desire to connect with the earth. In this article, MKDA Executive Managing Director Amanda Hertzler examines how to strike the perfect balance with technology in biophilic hotel design. READ MORE
The wellness industry is projected to be worth nearly $919 billion by 2022, according to a 2018 report from the Global Wellness Institute. The travel and hospitality sectors are beginning to catch on to these trends consumers are craving. To keep up with competitors, it's critical for hoteliers to evolve their environments to accommodate well-being needs and wants. Being in tune with wellness trends and reflecting that in the environments where people sleep, eat, work, and lounge will keep guests coming back and create a special feeling of ultimate relaxation, reflection, and peacefulness. READ MORE
Since their emergence in the early 2000's revenue management roles have become a critical component of the hospitality industry. Training and development resources for revenue managers have grown considerably in response to this change. Given the likelihood of turbulent times in 2020 – the result of an abundance of new supply, trade wars, the continued proliferation of brands, and other social and economic factors – as a general manager or asset manager the need for a skilled revenue manager is becoming more and more essential. This article provides an overview of the ideal revenue manager, including their most needed attributes as well as how best to measure performance. READ MORE
Business events are more than just meetings, trade shows or conferences at hotels and convention centers. The $1.05 trillion industry is a platform for economic and social transformation in addition to driving organizational success. There's a powerful community legacy created by business events through social impact and job creation. And, there's a knowledge exchange that benefits us all. Discover how global business events with different purposes contribute to the greater good and how business events can tackle complex issues in our society. READ MORE
Hotel chains are using mergers and acquisitions to expand their portfolios and increase revenue, but many don't consider the impact on Revenue Management. For many, the acquisition results in disparate Revenue Management systems that don't integrate with the different brands or create efficiencies of scale. Additionally, some go with an off-the-shelf solution that doesn't take into account the needs of the different mix of economy vs. luxury brands. This article provides an insight into the most common problems hotel revenue managers encounter with mergers and acquisitions, plus some solutions on how to address them. READ MORE
Reaching maximum profitability is an obvious goal. Reaching that goal can be a challenge. Marcela Trujillo, an experienced revenue consultant, explores going beyond RevPAR into market segmentation and how to develop better strategies for attracting the right customer through the right pipeline. Are direct bookings really the least costly? Sometimes, but the source of the direct booking affects net profitability. Will GDS bookings yield a higher ADR than other channels? Sorting out the details of the world of OTAs will help find the true costs and their affect on the bottom line, providing an understanding of optimal business mix. READ MORE
Revenue management as a discipline has evolved over the last 10 to 12 years. The revenue cycle at hotels is no longer just rate changes online, on direct booking channels or the OTA extranets anymore. With the incorporation of ecommerce into the selling strategy revenue managers are encouraged to be more dynamic and forced to think outside the box. Having dynamic pricing strategies driven by the brand and a stronger global presence in the overall accommodation space through partners like Air B & B, Vacation rental hotels have numerous options when it comes to partnerships. READ MORE
Hotel Newswire Headlines Feed 
- RobertDouglas Advises Braemar Hotels & Resorts on the $80-Million Refinancing of Pier House Resort & Spa in Key West, Florida
- Wendy Stevens Joins Maverick Hotels and Restaurants as Chief Operating Officer
- McNeill Hotel Company Completes Major Exterior Renovations of Homewood Suites by Hilton in Carmel, Indiana
