Now showing items 1-10 of 15
Lessons learned from 30 years of hotel sales processes
(Hotel News Now, 2018-07-11)
Today’s sales manager could learn a lot by being transported back in time to when hotel sales were fairly simple and good people skills were all you really needed to be successful.
Airbnb’s eﬀect on hotel sales growth [Summary]
(Virginia Tech, 2018-07)
Disruption of existing industries by peer-to-peer sharing economy platforms, like Airbnb, has received extensive media attention primarily regarding the regulatory and the social aspects of the sharing economy. In this ...
A quantile regression analysis of tourism market growth effect on the hotel industry [Summary]
(Virginia Tech, 2016-01)
This study investigates how inbound tourism market growth proxied by the growth rate of total foreign tourist arrivals (GTA) affects the growth rate of sales (GS) and financial performance of hotel firms in Taiwan. The ...
Info Gathering for Sales Reps: 7 Tools You Should Be Using & When
While most sales processes account for one step or phase of information gathering, you should start looking at it as an ongoing process, where you are continuously gaining new information to help build more meaningful ...
Managing the Cost of Sales
HSMAI’s Sales Advisory Board recently discussed the HSMAI Foundation published Demystifying the Digital Marketplace, (available at no cost to HSMAI members, code "HSMAI2016"), and were joined in their discussion by Cindy ...
Hotel Overbooking and Cooperation with Third-Party Websites
Hotels cooperate with third-party websites to enhance their competitive position and attain sustainable development in the era of e-commerce. Furthermore, hotel managers overbook to hedge against last-minute cancellations ...
The mentor to many: Howard Feiertag
(Hotel News Now, 2017-11)
When it comes to icons in the hotel industry, fewer stand taller than my dear friend Howard Feiertag, especially in the field of hotel sales. I am sure a few thousand people know him as a former co-worker from his many ...
Pricing does not equal revenue management for hotels
A Decision Model for Hotel Revenue Management Displacement Analysis for Transient Room Demand vs. Group Room Demand
(Journal of Hotel & Business Management, 2016)
Revenue management in the hotel industry involves measuring the trade-off of revenue of one type of business over another type of business. One of the major decisions involves choosing revenues generated by transient ...
Why is a change of company pricing policy so hard to implement? [Summary]
(Virginia Tech, 2018-01)
This paper analyzes the process of changing a competition-oriented room rate pricing approach into a company-wide value-based pricing process from the perspective of the resource-based view. From a sample of 33 hotels in ...