If I have learned anything after twenty years of managing engineering departments it’s this: the most successful engineers thrive in an environment where their leadership has a thorough understanding and appreciation for what the hotel’s maintenance team does, and how its efforts contribute to the overall success of the property. Sounds obvious, right? But how […]

 Click here to download a PDF version of this case study, complete with graphic analyses. PROJECT SUMMARY The Ritz-Carlton Hotel Company embarked on a three year program centered on reducing energy consumption. The purpose of the program was not only to reduce the portfolio’s energy consumption and cost, but also to raise the awareness of […]

‘Book direct’ is the war cry of hotel owners, management company executives, chain CEOs and many marketing consulting groups. Like real war, the costs and benefits must be evaluated, particularly by those who will be paying for it – hotel owners. This is even more critical for a war that is unwinnable. “Wars are won […]

Having represented management companies and owner/developers in projects ranging from five-star mixed-use luxury branded resorts to limited-service highway franchised hotels, I have had the opportunity to work on many branded management agreements, third-party management agreements (non-branded) and franchise agreements. From my years of experience, I’ve compiled a list of key terms and tips for you […]

On a daily basis, I have the opportunity to interact with dozens of salespeople in a wide variety of locations. Over the years we have somehow gravitated from partnering with customers in building long-term relationships and account understanding to now taking orders in a more clinical, impersonal and highly transactional environment. However, customers still require […]

Recently I was asked to address a group of hospitality school students on the topic of career success. My career started as an assistant coffee shop manager in a hotel restaurant and ended as an Executive Vice President. My task was to explain how I made this happen. Admittedly my success was a lot about […]

In hotel brand conversions, two factors seem to drive the financial results for converted hotels—the relative strength of the brand and the fit between the brand and the property.

Dealing with Hotel Management Agreement key provisions at the LOI stage is essential to knowing whether or not you have a deal. It is better to know this prior to all the sturm and drang among the lawyers over the definitive agreements. No point in kicking the can down the road only to find out that in addition to the loss of time and incurring of legal fees from the negotiation of the definitive agreements, there is no deal.

For a great hotel sales effort, hoteliers need to be reminded of basic principles. They also need to be reminded that sales is a ‘group’ process that requires the engagement of the broader hotel team.

With years of experience helping owners and operators with their hotel energy savings goals, I’ve developed a list of ten observations on various products and services that together form a broad guideline to follow when getting planning underway.