Back to Basics: Taking a Step Back to Move Forward
Against a backdrop of rising input costs, tax pressure and uncertainty caused by the conflicts in Ukraine and the Middle East, many hoteliers have realised that we have lost the art of selling. Years of favourable trading conditions made us reliant on intermediaries, but now we need to return to the essentials: understand the guest, optimise direct sales and regain control of distribution. Only then can we succeed in a price-sensitive market with increasingly tight margins. It is time to get back to basics: selling well has never been more necessary.
For days, I have been turning something over in my mind, and I have decided to share it, trusting that it will be understood from the constructive perspective in which I am presenting it.
In conversations with various hotel industry colleagues—some with distinguished careers—they agree on a diagnosis that many of us probably share in silence.
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