Recommended Reference from HospitalityEducators.com | Hospitality Law by Stephen Barth

A University textbook is not normally considered light reading, yet a number of them can offer us valuable information and resources.

This is a law book used in university classes. It is very detailed, includes many solid examples and case studies. The Q&A sections at the end reinforce the highlights made throughout each chapter.  The headings of the 15 chapters are self explanatory and offer insights and potential direction.

Hospitality Law

 

  1.  Prevention Philosophy
  2. Government Agencies Affecting Hospitality
  3. Business Structures
  4. Business Contracts
  5. Significant Hospitality Contracts
  6. Legally Managing Property
  7. Legally Selecting Employees
  8. Legally Managing Employees
  9. Your Responsibilities as a Hospitality Operator
  10. Your Responsibilities as a Hospitality Operator to Guests
  11. Your Responsibilities for Guest Property
  12. Your Responsibilities when Serving Food & Beverage
  13. Legal Responsibilities in Travel and Tourism
  14. Safety and Security Issues
  15. Managing Insurance

In addition to this reference book, I would also recommend The 2015 Hospitality Law Conference    http://hospitalitylawconference.com/ , which is not just for lawyers.

From development deals to management agreements, from food and beverage liability to labor and employment, and from claims management to anti-trust issues, the latest cases, trends and challenges in compliance, finance, law, risk, safety, and security are up for exploration at the 13th Annual Hospitality Law Conference, February 9-11, 2015.

The Owner Management Summit, co-located with the Hospitality Law Conference, intersects legal, finance and technology and includes sessions on: who owns the data, who is responsible for the data, development and unwinding management contracts.

I will write a separate column on this next week.

John Hogan       Kathleen Hogan

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013John Hogan Sept 2013DSCN0215Dr. John Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of  HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.  The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offering consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Keynotes: 

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90 Days to Success in Sales| Recommended Reading by HospitalityEducators.com

90 days to sales success

When I review and read a business book, I tend to compartmentalize it for content, approach, flow and conclusion. In this book, the author has generally done a solid job of planning, relating and summarizing the intent and value to be found in the work.

Overall, I believe this is a solid reference for someone who is new to selling, regardless of age. It has substance for those in career change situations, as well as those just entering the field from college. Hoxie asserts throughout the book that being a professional and successful sales professional is an ongoing commitment to building rapport, honest customer relationships and follow through.

The book is broken into 15 main topics areas
1. Sales basics
2. Initial prospecting
3. Initial sales meetings
4. Presentations, solutions
5. Closing
6. Objections
7. Goal setting
8. Continual prospecting
9. Industry specifics
10. The life of a salesperson
11. Sales management
12. Retail sales
13. Your 90 day plan
14. Beyond 90 days
15. Thirty three AST (I will not give the abbreviations away, but they are right on)

Hoxie properly opines that not all sales jobs are worth taking and that are clear benefits and downsides in selling. Each chapter covers a particular topic and offers suggestions and ideas. I do not totally understand the sequence of certain chapters, but that is the author’s perspective. It did seem the title of the book (90 day plan) would be introduced before the next to last chapter, but it does share some good concepts.

This book is very detailed and structured and I believe most readers will appreciate the easy to follow case studies and the pros and cons that are included along the way. The action steps offered are also a positive addition to this kind of book, as they could help guide readers in a week by week channel of activities.

The chapter on objection handling with specific phrases (“I’m on a budget,” “I need to ask….,” or “Can’t you do better on price” etc.) is an excellent practice field for almost anyone , with are scripted answers that could help the novice or uncertain person.

There are industry specific Q&A’s on selling advertising, real estate, services and different kinds of products. Hoxie highlights the common error in sales and marketing of focusing too much time and money on new potential clients, rather than appreciating the existing base.

I recommend this as A Solid Work for Those New to Sales

John J. Hogan CHA CMHS CHE CHO
HoganHospitality
HospitalityEducators

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013

John J Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.

 

The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offeringJohn Hogan Sept 2013DSCN0215 consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

 

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Workshops Available: 

 Lessons From the Field:   A Common Sense Approach to Effective Hotel Sales 

A to Z Steps to Profits

45 Proven Ways to Succeed in Hospitality in Any Economy

Hotel Sales Action Steps to Succeed – Anytime, Anywhere 

10 Hotel Mistakes to Avoid in Selling