Feeds:
Posts
Comments

It’s easy to get scared and a bit apprehensive about travel when you are inundated and overwhelmed by the media.  This little incident in Detroit could have turned into something horrific, causing all of us to question whether or not to get on a plane again soon.

I look at it this way. Tomorrow you could get hit by a bus, or an errant meteor that lands on your head.  The bottom line is that when your number is called, that’s it.

Life is short as it is.  Hit the road without fear.  Meet face to face with your client, your group, your family, your friends.  Meetings in person are so much more meaningful because you can shake a real hand, share a real meal and look straight into the eyes of a real person in front of you.  You also might get to experience a new destination experience that you will remember for the rest of your life.

Happy New Year 2010.  Hit the road, get on a plane, see something new. Travel is part of the human spirit that enlivens everything about us.

The village had always done well to sustain itself with the rich resources that the region around it provided.  Over many generations, the villagers had established a societal system of village workers and leadership that promoted opportunity for villagers of all levels of strength, intellect and opinion.

Over time, word spread to other areas that did not have the rich resources that the village provided, and more people came.  All that was asked was that they work to support the ideals in place.  The village grew and prospered as a larger numbers of workers tended to the rich resources that the region provided.  Smart villagers developed new methods for tending to the rich resources, implementing and inventing ways for the village to prosper even more.  Everyone was happy, and the village was teeming with workers of all kinds, and all levels, happy to provide to making the village a better place.

Then one day the wind started blowing.  The clouds darkened and the sky erupted with a storm like no one had ever seen.  Villagers huddled in their homes as the storm whipped about outside.  The winds crashed and howled, the rain teemed.  Unsure of what to behold of the storm, the villagers remained steadfast in their belief that this would pass.  Their leaders stood tall, calming the villagers in their pronouncements that this storm would pass and everyone would be safe.   Raging through the night and into the early hours of the morning, the storm ravaged the region before passing.

In the morning, the leaders gathered on the outskirts of the village, looking over the damage that had been caused by the storm.  As they stood, the villagers began to gather near them, assessing the damage as well.

“We are all safe, we made it through the night,” proclaimed the village leader.

“Yes, that is good, but look at what this storm has done to our village,” said one of the villagers.  “Our resources have been damaged with flood and destruction.  The valley which gives us our best resources is covered in water and all that remains is now on the other side of a round moat of a lake that surrounds us.”

“In time, the waters will dry up.  Our resources will return.  I promise you that,” said the leader.  “Go home and spend time with your family and prepare to go back to work.  Our village will be fine.  We have enough resources to survive”

“We believe you”, said the villager.  “You have never lied to us, and we will do as you say”

After a couple of days it became apparent to a growing group of leaders that the lake that surrounded them like a band was not going away.  The earth had changed and left them on an island.  The leaders ordered the villagers to start building boats from the resources that they had left.  The villagers were confused.  They were using up their last resources and many became worried that the leaders had lied to them.

With boats carrying the village workers to the other side, the village was able to provide resources back and forth for only a portion of the village.  The waters were difficult to navigate and deliver the resources in time to a village teeming with hungry families.  The abundant quality of life in the village had been reduced and the villagers became angry.

Many villagers decided that it was not worth staying in the village and packed up their families and their belongings and boarded the boats, over the lake to the other side.  They were tired of not having access to the resources that were in great supply on the other side of the water.  Families were suffering.  Older villagers were not afforded the care that they needed.  Family leaders felt helpless and had no choice.  Without warning, they began lining up, family by family to board the boats and not return.

The leader stood at the dock leading off the village that now had become isolated and pleaded, “Do not go!  We can keep our village thriving if we find a way to reach the resources that are not on this island in a faster way.”

One of the villagers that was boarding a boat with his family proclaimed, “But how is that leader?  You promised us that the lake would dry up and that did not happen.  You promised us that we would be sustained by the resources brought to us by boat, and that did not happen.  What should we do, build a bridge?”

With that, the multitude of villagers waiting in line to board the few boats leading off of the island chuckled, howled and hooted at the leader.  The villager added, “You don’t have the stomach for such a task anyway, as its use would outlast your leadership!  You will be one of us, wallowing in your misery before it can be completed because we will expel you for someone else with a better idea.  On top of that, we don’t have the resources to construct such a thing, and most of the able craftspeople have already fled to the other side.”

The village leader stood for a moment, looking over the family villagers that waited, with their ruddy faces, threadbare clothing and crying hungry children.  He thought to himself that this preposterous idea, proposed by a villager might just be the only choice that the village had to survive, but how?  The other leaders gathered with great concern on their faces.

“We cannot impose the will of our people and the last resources that we have left to construct a bridge.  We are not even sure that it is possible in the first place,” chimed one leader.

“Our people, my family included, are suffering.  Wouldn’t it be better for all of us to abandon this island and make our lives on the other side, where the resources are bountiful?  We could leave this desolate place forever and start anew,” added another leader.

“You would be a fool to ask your people to support such a thing,” said another.  “You have been put in a position of leadership to take care of these villagers, not impose great pain and suffering further upon what they already have.  They depend on you, and you are asking too much.”

The last leader approached, and whispered simply, “They will never re-elect you.  There is no way around it.  You will be exiled and left on this island when everyone else is gone.”

Away from the crowd of villagers, the leader gathered the others in charge of caring for each portion of the village.  In a distance, more and more villagers boarded the boats to leave, while the ones not willing yet to concede to the challenges that confronted them continued to toil.

The leader stood still for a moment and look over the others.  He looked up and down the panorama of a village that was once ripe with happy families, and now lay in disrepair if something was not done immediately.

“We must build a bridge,” he said.  “I will tell you why, and some of you will find what I say to be too much for you to handle.  Some of you will think that I am crazy, but needless to say, those of you that don’t, stand with me and help me convince those that are left that this is the right, just, and only thing left for us to do.”

Several of the other leaders walked out, scoffing and laughing at the suggestion that a bridge could be constructed to save the village.  “So be it,” said the leader, “God speed and good luck to you.”

With that, the leader turned to the ones remaining, steadied himself and told them what they were going to do.  “We are going to use every last resource on this island that was once a village surrounded by bountiful things to build a bridge to the other side of the lake that is around us.  We are going to rely on the human strength and will of the people that remain to finish this project.  Some will leave, some may stay and starve in the creation of this bridge to the other side, but we are going to get it done.  I will risk my leadership, and I ask you to do the same.  This will cost all of us dearly, but when the bridge is completed, we will once again be able to provide the sustenance to our people that they depend upon.”

“And,” he said.  “And what?” responded one of the other leaders.

“We are going to do this without the will of the people behind us,” the leader stated.  “There are times when we need to realize why we have been put into this place that we stand as leaders.  There are times that we need to act.  Many have fled already.  Many remain out of loyalty to our village.  Some remain to see us fail, and it is our duty to act.  If we have any chance of making this village great again, we have to act as leaders for our people and act now!”

The resounding sound of the leader’s voice carried throughout what was left of the village.  “We must build this bridge, and build it now!” he said, echoing over the treetops toward the lake that now surrounded them.

“We stand here watching our people suffer, having to depend on slow boats that deliver inadequate goods that we do not produce to sustain us.  We stand here watching our families leave by the hundreds, clamoring to reach a place they can call home again.  That place is here, and we cannot let them down.  The bridge is the only way, but it will cost us all very dearly.”

Several more leaders departed without saying a word.  Several stood in denial.  Several stood in dispute of the leader’s comments.  “Are you crazy?  There is not way this can be done.  My people have suffered enough.  There are no jobs for them, and they are reduced to waiting for handouts.  How can this make matters any better?” one of the other leaders cried.

“This will give them a job; this will give them a task to look forward to completing for their own benefit.  This bridge will provide a beginning to building this village to what we all remember it to be, not long ago when things were good and hard work was rewarded with prosperity.”

“How can you ask us to support this, when we have such little left?” said another leader.

“Because it is our only choice,” said the leader, “We have nothing left.  Stand with me now or leave forever.”

Of the village leaders left, several stood to the side, huddled in hushed discussion.  After a few moments, one of the leaders from the group spoke to the others, “We cannot continue to wallow in the misery that has been set upon us by factors that our citizens cannot control.  We cannot continue to extol the virtues of hard work, when there is no work to be had.  We cannot walk through or village streets without seeing the despair.  Our own futures as leaders of this village have neither merit nor meaning if we stand aside and watch this village die.”  We stand with you and are ready to pronounce to the citizens that remain that we will all work to build a bridge.”



Are we in another economic cycle that fosters more meetings for companies that want to train the employees they still have?  Are we seeing the return of quality and efficiency checkpoints in a downtime?   Check out the responses here:

http://www.linkedin.com/answers/business-travel/hotels/BTV_HOT/596010-6691463

http://on-the-road-with-odi.blogspot.com/2009/11/twitter-and-trade-show.html

If you have a chance, check out the ramblings of a colleague of mine, Ryan McKay.  He has a very serious profile shot on his blog, but he knows his business better than most.

Ryan believes that Twitter is here to stay, and a great tradeshow tool!  I reluctantly agree.

I took  a long term opportunity to become part of the future for a great resort and conference center along the Lake Erie shore.  It affects me as an out-of-body experience right now because it has been a long time since I worked day-to-day in a resort.  But I realized after a very short time…that I missed the bang and clatter and make-it-happen aspects of a focused sales effort at the property level.

Like other hotels and resorts all over the place, my new property has suffered through the worst year in recent history.  Certain markets (the usual suspects) have “dried up”.  A once stable return on repeat business is no more.  Competitors have come in and taken business away.

After a couple of days, I sat down with my new sales team and told them some of the things that I have mentioned frequently in the past while giving presentations or in some of my writing.  I mentioned how having a passion for your product shows in the way you sell it and several other things that I like to talk about to young sales people.  I talked about goals and strategic plans as well.

It is hard for some people to foresee a positive future in today’s economy, but I among others think that is changing and following similar course to some of the trends of the last thirty years.  I see a bright future for aggressive sales of value, and the ones that figure out how to bottle value and sell and market it properly will be successful.

After talking some more and maybe too long, I finally took a deep breath and looked around the room and told them that we should all be thankful for what we have.  It may not be everything that we want, because we always want more, but today we should just be thankful for having an opportunity to do good work together in an environment that is supported by a superior product, great service and very nice people.  Everyday we get to sell should serve as a reminder of that.

We all have our own set of issues.  We all deal with stress from bills, health issues, and many other things.  Life is not perfect, but in most cases it could be worse.  On my first day, I said hello to one of the painters.  It was a beautiful November day with the temperature in the 60s, geese were heading south overhead, the resort was putting up Christmas lights.  I asked him how he was doing, and he said, “Any day above ground is certainly better than one below it. Look around, this is a pretty nice place.” We laughed and I agreed and took it to heart.

As I start each day in my new place, I am going to try and remember that and go from there before anything else.  I am thankful for the things that I have and the opportunity before me.  I hope to instill that in the nice people around me, but I don’t think I will have to work very hard because many of them already understand.

I don’t know Tim Morrissey, but I like his post…

http://timmorrissey.blogspot.com/2009/11/modern-economics-internet-tale.html

I’ve got four kids.  Most of my adult friends in my community are parents of my two older children.  I’ve also got lots of friends that I work with.  I’ve got buddies from my softball team, friends I ride bikes with and friends from college that I still see around town.

One time as a soccer game for my youngest, another dad about 10 years younger than me and I were having a conversation and he said, “Hey man, we should go get a beer sometime.”  Accordingly I responded that this would be cool.  Then he said, “Are you on Facebook?”  I said,  “No, but let me give you my cell number and you can give me a call sometime.”

Never heard from him, and after he said Facebook, I am kind of glad I didn’t.

I’ve got nothing against social media such as Facebook and Linkedin.  I think their place in sales and marketing has yet to fully be established, but it is getting there. I use Linkedin all the time and find it invaluable for my business, but I just can’t seem to pull the trigger on the others.  Linkedin just seems more business appropriate to me.

I don’t understand the “friending” of someone when it comes to business.  I do understand wanting to join someone’s business network or vice versa, but I just don’t want my clients jumbled in with all the cheerleaders I dated in high school.

There are business etiquette guidelines that I’m sure are upheld for the most part on someone’s company Facebook page that are adhered to for work, but I think the easier way is just to not use Facebook for business.  A lot of you are saying, “What a minute?  You don’t know what you are talking about!”  Maybe I don’t, but from what I have seen, I don’t want to.

Legal experts believe that “friending” between bosses and subordinates open a wide door toward sexual harassment in the work place.  A woman in Denver put her entire company in jeopardy when she decided to criticize her boss at two in the morning after drinking heavily.  A female customer of a window salesman who had been chatting with him on Facebook claimed that he made an inappropriate remark to her and sued his company and settled.  He claimed that it was after work hours and didn’t think it had anything to do with work.

Facebooking creates too much opportunity for trouble to occur in and out of the workplace, not to mention that it blurs the lines of productivity.  There was a time when people in the workplace weren’t allowed to surf the internet or check their own email.  Some places still have these rules in place, but more and more do not.

One of the largest software companies in the United States does not allow employees at any level to check personal email.  They have no internet access and don’t allow the use of smartphones during work hours.  Can you imagine that…the technology whiz kids of today without access to their Facebook pages?  I wonder why?  Social media is just that…social.  Until it evolves into the next generation of proper interaction between customers and sales people, I am going to stay away.

If anyone wants to comment, you can join my network on Linkedin at: http://www.linkedin.com/in/mkellybrewer or just subscribe to my blog.  Ha!

 

 

Early reports…question still open.

http://www.linkedin.com/answers/conferences-event-planning/conference-venues/CEP_VEN/585041-6691463

As the leaves are all but gone, and the days turn gray, every now and then it is good to remember a great journey with no particular destination in mind.  Meatloaf the ugly, dependable workhorse of a bike led me on several summertime adventures throughout Ohio and beyond.  After a rainy day of not knowing where I was going through middle Ohio, these may have been the best chicken wings I have ever had.  Those that know me know that I am pretty picky about my wings.

Bike touring has truly taught me that the journey is as valued as the destination, and in many cases, much more rewarding.

corn

Corn is everywhere

best wings

rally capI don’t claim to be any more of an expert on topics that refer to the state of the industry than anyone else.  Most of the time, I draw any conclusions from three areas: research, what other experts are saying, and from my own experiences as a bellman, hotel sales manager, and as a CVB sales director.  So far (I’m dating myself) I’ve come through what I consider three major declines in the hospitality industry (1991-92, 2001-2003 and 2009).

Perhaps 2009 is a lasting residual from the affects of 9/11, and it very well may be that other global factors from that time period helped to cause the “perfect storm” that others refer to when they talk about the steep decline in occupancy in this calendar year.  The magic numbers for decline in both occupancy and average daily rate seem to hover around 8-10% for most cities that I have reviewed in the rust belt region of the U.S.

It is easy to place blame on challenging times when you aren’t hitting your numbers, but true sales professionals don’t rely on excuses when the chips are down, they look for other ways to capture group business, many times adapting to a different approach that really isn’t much different after all.  Here are a couple of ideas for hotels, resorts, and destinations that might help:

  1. Slide under the radar: If words and phrases like luxury, decadence and “fit for a king or queen” are in your marketing pitch to group meetings customers, you might want to rethink your strategies if you have not already.  Many corporations and trade associations are shying away from anything that will draw a whiff of opulent spending to their meeting.  Chances are very good that a high-end resort may need to fall in line with less than luxurious competitors in order to even have a chance to compete, and even with that will still have to convince the customer to sell it to key decision makers.  If prices are comparative, convince them that your four or five diamonds have more to do with quality service than anything else.
  2. Become a training destination or property: Lean times call for lean efficiencies.  Lean efficiencies need to be taught, and companies all over the country have already begun to look at ways to quickly educate entire groups of corporate leaders spread across the country on how to be more efficient.  Look into your own destination or hotel’s ability to become known as a training center for technology, Six Sigma, quality or sustainability (big buzz word).  Destinations and properties that have a better understanding of what this entails and know how to market and sell to it will come out ahead.
  3. Mimic the markets in your town: Your destination is evolving right before your eyes, in some cases from a manufacturing leader providing goods to one that is more service-oriented.  Look closely to the industries in your own community that are emerging and chase that business.  (buzzwords – health-care, technology)
  4. Take good care of the guests and visitors you have now – The old 80/20 rule has never been talked about more than in these changing times.  This is particularly important as it relates to corporate groups that may have had a good experience with you in the past.  If you haven’t called them in awhile, dust off the file and remind them of their great meeting at your property or destination.  It will be much easier to convince them to book again with an entity that they are comfortable with.
  5. Quit being a baby/Carpe´ Diem! – Destination sales people are a dime a dozen.  Even a poor sales person at strong property or popular destination can have some career longevity in prosperous times.  It is in times like these that the weak are busy wringing their hands in the sales director’s office with lots of excuses crying like a little baby.  You have to ask yourself if you are one of those people or if you are ready to seize the day while everyone around you is bellyaching about the fact that there isn’t any business out there.

There is business out there.  These are the times when truly the strongest survive.  Put on your sales “rally cap”, find some new markets, refine your approach and take care of your current customers and work harder than you ever have before.  It will work.

Older Posts »

Follow

Get every new post delivered to your Inbox.