Make Your Hotel More Profitable | Tip #4 from HospitalityEducators.com = “Shoulder Seasons” are Sleeping Giants!

 4. Expand Shoulder Seasons

Everyone understands peak demand periods, whether it is a certain season like spring break, or prime ski season or special events. It can also be one or more days of the week, that are always stronger than others and can command higher room rates.

One best practice for many sales people and hoteliers is to monitor the high demand periods using proven revenue management strategies. This is logical and should be continued. Another tendency for those same people is to attack the off-season, spending advertising and marketing funds and efforts to attempt to draw new clients to their location. These efforts usually include major discounting and a great deal of
effort that often yields very little measurable results.

The suggestion offered here is to carefully analyze your seasons or demand periods, so you can see where the peaks and valleys really are. For example, Manhattan was experiencing very high demand six nights per week, with Sunday the off night. Broadway already had supported the effort, with Monday being their dark night. Creative marketers in hotels packaged meals either in their hotel or with nearby restaurants, offered options for tours that appealed to social travelers and business center programs for business travelers. Room rates might have a slight discount overall when it included a Sunday night but
the concept was aimed at enhancing value, rather than promoting discounts. The same pattern followed in Las Vegas, with the big name entertainers performing on Sundays.

Shoulder seasons in locations that have high demand can target clients that might have flexibility. Families with school age children must adhere to the school calendars and cannot adjust their plans, but singles or seniors that might be drawn to the location could have flexibility and enjoy the experience without a concentration of children. It is a matter of research, which includes your own and that of the area visitors’ bureaus or other centers. Adding demand in the shoulder period can make a huge difference in revenues.

Sundays, for example, represent 14% of the total week and gaining as few as a dozen additional guests can make a substantial contribution to top and bottom lines. Adding a certain demand before or after special events or activity can keep your staff working longer and allow you a much better opportunity of gaining measurable results. It is not being suggested to ignore the off-season, but prioritize potentials. Use packages and
promote as many of your services as possible

This resource began with definitions of the words “profits” and “profitability. ” Shoulder seasons can be an enormous addition to profitability – IF people take the time to think about it more!

The HospitalityEducators.com site has many segments specifically dealing with this topic and offers a range of ideas on ways to extend your markets.

Dr. John Hogan working with clients at a recent workshop

Feel free to share an idea for a column at info@hoganhospitality.com anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.

John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events.  He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today. www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them Kathleen@HospitalityEducators.com. Special introductory pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.

Dr. John Hogan, CHE CHA CMHS          United States – Phoenix, Phone: 602-799-5375
www.hoganhospitality.com/ Email: info@hoganhospitality.com.

Questions I Wish You Would Ask Me™ |Karl Ruether CHA, CFBE, International Hotelier

“Questions I Wish You Would Ask Me™” includes interviews such as those found in our HOSPITALITY CONVERSATIONS,  and and it also allows industry professional the opportunity to share their perspectives, values and opinions on additional areas and subjects that may not have been part of the planned discussion.  This segment includes a wide range of hospitality professionals from all portions of the industry. We ask participants to answer at least five of the listed nine questions.  Their responses will interest, sometimes amuse and definitely inspire you to consider how YOU might answer.

In this article, we contacted Karl Ruether CHA, CFBE , General Manager at Icicle Village Resort, located in the charming Bavarian themed village of Leavenworth, Washington State with accommodations at the Best Western Plus Icicle Inn or the Aspen Suites Condominiums and Icicle Village Resort Vacation Rentals. Karl opened the property as a single inn in the early 1990s. He has served as a Best Western Governor for more than 15 years.

Karl is an international hotelier with service in multiple countries. He shares his counsel and professionalism with many and has continued to evolve his hotel team’s and personal skills. He has always been committed to collaborating with others and during our years of interaction, he has consistently aimed at reaching excellence.

Karl Ruether, CHA CFBE

“Karl Ruether” <karl@icicleinn.com> http://www.iciclevillage.com/                                   Icicle Village Resort 800-961-0162

  1. Name your favorite hotel and why it is special to you

Sun Mountain Lodge in Washington State, the location is amazing with 360 degree views, relaxing (no TV) and the restaurant has great food and service.

3. Where do you vacation the most often?

I don’t have a regular spot but have been in Ixtapa Mexico now twice and really enjoy that area.
4. What is your favorite charity or cause?

I am a member of Rotary International and I belief in what they do worldwide, as well as their 4 way test which works really well in any situation.

Here it is

  1. Is it the truth?
  2. Is it Fair to all concerned?
  3. Will it build Goodwill and Better Friendships?
  4. Will it be beneficial to all concerned?

Often times when faced with a difficult situation, I refer to this test and it has helped me make better decisions personally and professionally.

  1. Name your pet service peeve, why and any ideas you may have to address it

That is pretty easy – I do not like when employees and their personal affairs are more important than serving the customer right in front of them. The only way this can be addressed is by constant training and close supervision.

  1. Who was the most important mentor in your life and why?

This is very difficult to answer because I was lucky enough to have more then one, but the one thing that stood out was “Leading by example”

  1. In the last five years, what has been your most memorable meeting or convention experience and why?

For several years I was working with others to affect a change by making training a very important aspect of the companies’ business plan for success and now I can this coming to fruition.

  1. What is the one piece of advice you would offer to a graduating student with a hospitality degree?

I actually have two:

  1.  Seek out a respected Mentor and learn as much as possible from this person.
  2.   Always practice what you preach.

9. What is the one question do you wish someone would ask you in an interview today?

How are you and your family? Show a genuine interest in the prospective employee.

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We have asked dozens of people involved in hospitality businesses around the world to answer up to nine questions in this special section of HospitalityEducators.com.  If you would like to participate, please contact   John.Hogan@HospitalityEducators.com 

 Feel free to share an idea for a column at info@hoganhospitality.com anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.

Dr. John Hogan, MeetingsQuest November 2010 Working with clients - Crowne Plaza O'Hare, Chicago

John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events.  He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today. www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them Kathleen@HospitalityEducators.com. Special pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.

Dr. John Hogan, CHE CHA CMHS          United States – Phoenix, Phone: 602-799-5375
www.hoganhospitality.com/ Email: info@hoganhospitality.com.

 

From A Baker’s Dozen of Strategies to Make Your Hotel More Profitable Now| Tip #5 Monitor and Control Operational Costs -Focus on Your Top 5.

Monitor and Control Operational Costs -Focus on Your Top 5.

Payroll and utilities are almost always the highest single areas and they are addressed in Strategies #6, 7 and 11.

There are a number of ways to address costs, but it first requires identifying the largest categories and suppliers.

  1. Using your income statement and the detail work accompanying it, find the top 5 operational costs you spend the most money on each month. It could vary over time and you need to analyze at least three months to understand the overall situation.
  2. Operational costs include paper goods, certain amenities, food items (even if you are a rooms only hotel offering complimentary breakfast), a certain line item in linens, office or department supplies, etc.
  3. Once you have identified them, the assignment is to research ways to reduce costs on each one of them.
  4. Contact your suppliers to find out if there is a similar or better product that is available at a lower cost.
  5. Consider other suppliers if need be, or consider using fewer suppliers if there are guaranteed savings and quality assurances.
  6. Review your buying patterns with suppliers and order certain items (such as linens) on an annual basis with drop shipments several times over the year. This guarantees a volume to the supplier and a better purchase price.
  7.  Create and use a detailed inventory system on at least the top 5 to 10 cost items so you can carefully track usage and to use your buying power to find the best values.

These actions will very likely save a minimum of several percentage points in discounts over the years that will translate into measurable savings.

This resource began with definitions of the words “profits” and “profitability. ” Those words and sentiments are not for hotel owners and managers alone.  The HospitalityEducators.com site has segments specifically dealing with this topic and all 13 strategies.

The full list of tips is available @   HospitalityEducators.com

Dr. John Hogan, CHE CHA working with attendees at the award winning TH&LA Short Course

Feel free to share an idea for a column at info@hoganhospitality.com anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.

John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events.  He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today. www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them Kathleen@HospitalityEducators.com. Special introductory pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.

Dr. John Hogan, CHE CHA CMHS          United States – Phoenix, Phone: 602-799-5375
www.hoganhospitality.com/ Email: info@hoganhospitality.com.

Recommended Reading from HospitalityEducators.com |Have a Little Faith: A True Story

Recommended
This is a bit different from my normal recommendations, in that it is a novel that I feel can be really appreciated and enjoyed by everyone.
Comments: Mitch Alborn has written a number of interesting books that could actually be considered short stories. His best known may be TUESDAYS WITH MORRIE, which is a biographical recount of his relationship with a favorite University professor who is enjoying every minute of his life despite an illness that will soon claim it.
  • HAVE A LITTLE FAITH has some of this same personal insights, as the now 80 year old religious leader of Alborn’s childhood asks if Alborn will conduct his eulogy at the appropriate time. Alborn is puzzled, as they have had little interaction in more than 25 years since Alborn moved from NY to Detroit, but the story evolves into one the reader will appreciate and ponder.
  • There are some very different aspects in this story when compared to MORRIE, but the ability of the author to move the reader to contrast some of their own personal insights make this well worth the time to read.

There are some puzzling segments in the book, but I strongly recommend this to anyone over the age of forty. Life moves at different speeds for each of us and the interaction of the three major characters in this story makes one consider personal values, commitments and life assessments.

As always, comments are always appreciated and valued.

John Hogan
HospitalityEducators com
HoganHospitality com

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Feel free to share an idea for a column at info@hoganhospitality.com anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.

John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events.  He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today. www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them Kathleen@HospitalityEducators.com. Special value pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.

Dr. John Hogan, CHE CHA CMHS          United States – Phoenix, Phone: 602-799-5375
www.hoganhospitality.com/ Email: info@hoganhospitality.com.

Understanding the Value of Qualified Cross-Links in the World of Social Media and Online Awareness

Cross links catch the attention of the online search engines via search engine optimization (SEO), but it also requires thoughtful planning and analysis.  Not every cross link makes sense, nor does simply a large number of cross-links add value

Because the hospitality community has so much to offer, we believe we have a perfect spot to include a link to your website for many hospitality entities

For the right match, we offer to cross link our sites @ HospitalityEducators.com and HoganHospitality.com., as well as a direct a hot link  to and from your website

Please go to the “Contact Us” page on our site, click on LINK EXCHANGE in the subject box, complete the basic information and submit. You will be contacted directly.

Our industry links include:

  • Education
  • Employment
  • Finance
  • Franchise Associations
  • Government
  • Hospitality Associations
  •  Hospitality Law
  • Insurance
  • Professional Services
  • Publications
  • Training

______________________________________________________________

Feel free to share an idea for a column at info@hoganhospitality.com anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.

John Hogan and Kathleen Hogan of HospitalityEducators.com on the Value of Cross Marketing on Phoenix Talk Radio

John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events.  He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today. www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them Kathleen@HospitalityEducators.com. Special introductory pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.

Dr. John Hogan, CHE CHA CMHS          United States – Phoenix, Phone: 602-799-5375
www.hoganhospitality.com/ Email: info@hoganhospitality.com.

“Questions I Wish You Would Ask Me™” | Professor Jennifer Calhoun, MBA CHE | Director, Prince George’s Community College’s Hospitality and Tourism Institute

Questions I Wish You Would Ask Me™” includes interviews such as those found in our HOSPITALITY CONVERSATIONS,  and and it also allows industry professional the opportunity to share their perspectives, values and opinions on additional areas and subjects that may not have been part of the planned discussion.  This segment includes a wide range of hospitality professionals from all portions of the industry. We ask participants to answer at least five of the listed nine questions.  Their responses will interest, sometimes amuse and definitely inspire you to consider how YOU might answer.

In this article, we contacted Jennifer Calhoun, MBA CHE a Founding Associate of HospitalityEducators.com, and  former Director of Seminar Programs leader at the Educational Institute of the American Hotel and Lodging Association.

Professor Jennifer Calhoun, MBA CHE | Prince George’s Community College’s Hospitality and Tourism Institute

Professor Calhoun was honored for her work as director of the Prince George’s Community College’s Hospitality and Tourism Institute.  She received the 2010 American Hotel & Lodging Educational Institute’s Lamp of Knowledge Award for Outstanding US Educator at the American Hotel & Lodging Educational Institute’s Summer Summit in June 2010.      

She is responsible for leadership, program planning, marketing, recruiting, and determining the Institute’s goals and curriculum development priorities.  She is the primary liaison between businesses, government agencies, and professional associations.

3. Where do you vacation the most often?

  •  We love Bermuda with it British charm and great beaches

5. Name your pet service peeve, why and any ideas you may have to address it

  • Indifference by service providers; I pay a personal compliment to them and their attitude usually will change. 

6. Who was the most important mentor in your life and why?

  •  My mom, her faith in God that made the impossible, possible.  

8. What is the one piece of advice you would offer to a graduating student with a hospitality degree?

  • Develop a plan of action for employment that includes research about the organization(s) where you would like to work

9. What is the one question do you wish someone would ask you in an interview today?

  • How would you define success for yourself?

Professor Calhoun’s full bio is available at Founding Associates at HospitalityEducators.com

Contact information:Ph: 301-386-7596        www.jjcalhoun.comcalmor@aol


We have asked dozens of people involved in hospitality businesses around the world to answer up to nine questions in this special section of HospitalityEducators.com.  If you would like to participate, please contact   John.Hogan@HospitalityEducators.com 

  ______________________________________________________________

Feel free to share an idea for a column at info@hoganhospitality.com anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.

Dr. John Hogan Crowne Plaza Chicago, MeetingsQuest Oct 2010

John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events.  He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today. www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them Kathleen@HospitalityEducators.com. Special introductory pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.

Dr. John Hogan, CHE CHA CMHS          United States – Phoenix, Phone: 602-799-5375
www.hoganhospitality.com/ Email: info@hoganhospitality.com.

Recommended Reading from HospitalityEducators.com – Effective Listening: Your Key to Career Success

 Effective Listening: Your Key to Career Success  by Kevin J. Murphy

Your Key to Career Success

Effective Listening: Your Key to Career Success
A very different approach to searching for success – and one that can work

I have been looking at books that have been around for awhile, as a number of them have very solid information. This book by Kevin Murphy takes an unusual approach to career success and I like its’ simplicity.

The 18 chapters of the book are divided into 4 main sections:
1. An overview of what “listening” really is
2. Learning to listen
3. Listening needs in staff selection and training
4. The function and need for listening in effective management

The book contains a number of mini-quizzes that focus on select topics and they are excellent for creating self assessments. Finally, this short book includes a number of conclusions and teaching points that are also thought provoking, such as:

“What we hear is not always what is being communicated.”
“The better you listen, the more you learn how little you know.”
” We can’t – our excuse to stop thinking.”
“Too many meetings are a clear signal a company is in trouble.”

Recommended 
4.0 out of 5 stars

As always, feedback is welcome

Dr. John Hogan CHE CHA CMHS
HospitalityEducators
HoganHospitality

Feel free to share an idea for a column at info@hoganhospitality.com anytime or contact me regarding consulting, customized workshops, speaking engagements … And remember – we all need a regular dose of common sense.

John Hogan is a successful hospitality executive, educator, author and consultant and is a frequent keynote speaker and seminar leader at many hospitality industry events.  He is Co-Founder of a consortium (www.HospitalityEducators.com) of successful corporate and academic professionals delivering focused and affordable counsel in solving specific challenges facing hospitality today.

www.HospitalityEducators.com is a membership site offering a wide range of information, forms, best practices and ideas designed to help individual hoteliers and hospitality businesses improve their market penetration, deliver service excellence and increase their profitability. Individuals wishing to contribute materials may send them to  Kathleen@HospitalityEducators.com. Special pricing is in effect for a limited time that also includes a complimentary copy of LESSONS FROM THE FIELD- A COMMON SENSE APPROACH TO EFFECTIVE HOTEL SALES.

Consulting Expertise and Research Interest

  1. Sales Management and training
  2. Turn-around and revenue management
  3. Professional Development for the Organization and the Individual
  4. Customer Service
  5. Making Cultural Diversity Real
  6. Developing Academic Hospitality programs
  7. Medical Lodging Consulting

If you need assistance in any of these areas or simply an independent review or opinion on a hospitality challenge, contact me directly for a prompt response and very personalized attention.

www.HoganHospitality.com

Your Hospitality Resource for the Hotel Owner, Innkeeper, Manager and Hospitality Industry Associations

http://www.linkedin.com/in/drjohnhoganchache

CONTACT   Dr. John Hogan, CHE CHA CMHS     United States – Phoenix,

602-799-5375     www.hoganhospitality.com/ Email: info@hoganhospitality.com