As the first 2018 HSMAI Curate event approaches in April, insights from the more than 50 senior hospitality executives who met for the beta test of Curate last fall summarize the findings of an industry sentiment survey conducted by HSMAI that will serve as groundwork for this year’s first Curate. The survey was designed to identify the emerging trends and key strategic issues impacting hospitality companies and the implications for their associates and themselves.
The survey identified a variety of issues and challenges though the different lens of sales, marketing and revenue management executives – and how each discipline saw the issues of the other disciplines. The cross pollination of the various views were analyzed by HSMAI’s leadership to further discussion the evolution and integration of the three disciplines that represent HSMAI’s core mission.
Strategic Industry Challenges
Three dominant industry challenges were identified – and they were different based upon the executive role of the survey respondents:
Executives surveyed | Dominant Strategic Industry Challenge Identified |
Marketing | Cost of guest acquisition |
Revenue Management | Disruption by outside forces which are the fastest growing forces impacting host cost structures, guest relationships and diminishing value for owners |
Sales | Changing dynamics caused by disruptors which create rising distribution costs and impact profitability |
Challenges of the disciplines as viewed by the discipline AND the other disciplines
The findings of each discipline about themselves and the other disciplines confirmed congruency in how the disciplines understand each other and are working in an integrated fashion to innovate and identify unique strategies to combat the challenge identified. It also identified the gaps in alignment that generally exist between the disciplines as they sometime compete for internal resources to tackle the same issue.
Challenge identified through the lens of each executive | Marketing challenges | Revenue Management challenges | Sales challenges |
Marketing executives lens | Cost of guest acquisition and connecting to and understanding the customer | Controlling and leveraging data to advance strategic decisions while avoiding analysis paralysis | Need increased proficiency to utilize digital and technology resources to connect to and relate to influencers and decision makers; deploy resources to reflect the changing buyer journey |
Revenue Management executives lens | Proving the value of marketing and return on investment and identifying where to spend resources vs. what is costs to secure customers | Inadequacy of systems to process date and enable total profit optimization | Need to advance thinking on staffing models and processes. Lead generation, incentive programs, total hotel revenue optimization and establishing connections with customers |
Sales executives lens | Measuring spend success and allocating resources to reach customers with a differentiation strategy | Securing integrated revenue management systems and strategy | Constant change in prospecting, procurement and Request for Proposal processes inhibit ability to connect with customer. |
One additional theme that surfaced in the results of each of the executive audiences was the issue of talent. The survey surfaced issues related to recruiting entry level and managerial talent for all of the disciplines, cultivating innovation and retaining talent in an industry with many legacy systems and cultures.
The Curate delegates selected three issues to review in depth and for each issues brainstorming what specifically is keeping the industry up at night about this issue, what would make it better for you or your company who else is doing a good job of managing this issue and why and what specifically could HSMAI do about it.
Strategic Issue | Summary of the primary reasons this issue is giving the industry heartburn |
Customer Acquisition Costs |
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Damning the Sea of Sameness |
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Measuring Return on Investment |
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The recommendations about what HSMAI could do to address this issue or better educate the industry about it are under review by the HSMAI Board and their Advisory Boards for the disciplines of sales, marketing and revenue management.
In 2018 the HSMAI Americas Region will host two Curate events, April 18-19 and September 5-6, with senior industry leadership representing the disciplines of sales, marketing and revenue management. This events are specifically designed to identify issues and trends that are the most critical issues for hospitality companies. Attendance at Curate is limited to delegates from companies who are Organizational Members of HSMAI. For more information, visit www.hsmai.org/curate2018.