Jane: It depends on who you are in contact with. While the hotel contractor might look for the best price, the consultant or hotel owner pays most attention on quality. It is important to offer reliable quality at competitive prices. There is a huge payoff if the hotel operators get involved at an early phase of the construction and design.

Karen: It is hard to say there is any sweet spot when it comes to hoteliers’ decision making process. Kohler will not sacrifice its reputation of good quality just to fulfil the ideal price point.

Sophay: Above all hoteliers want quality products that are durable and create a comfortable experience for guests, while being cost-effective. It really is a case of manufacturers being able to offer them the best of both worlds.

Story continues below
Advertisement

Adnan: As the market is competitive, most hoteliers, while choosing marble or natural stone products for their bathroom surfacing, tubs or washbasin, look into the price point. But then again it all depends on the choice of the marble as there are more than 600 varieties with different prices for each shade of stone which includes marble, granite, sandstones, and slates.

Q. What after sales service do you offer to hoteliers?

Louise: One of the many benefits of having Geberit installed in a hotel’s bathroom is the availability of spare parts for all products, and the 25-year spare part availability for all working parts within Geberit concealed cisterns and flush plates. Geberit prides itself on its support network in the region. Our after sales service engineers work closely with hotel engineering teams for any after sales issues and are available for any technical queries.

Toni: Each bathroom design is individual and depends on specific needs and demands, which must be considered in a good planning, without sustainable solutions being ignored. Our design products require high-end consultation. To avoid an unjust increase in costs, Duravit is pursuing a professional, three-step sales strategy via retailers, installers and end-consumers. This combination is proving to be extremely effective — including in the project business.

Jane: Beside extensive market and segment research, Aliaxis has hired dedicated local staff to provide hoteliers with specification- and hotel-related support. This goes from technical support, to providing solutions to hoteliers’ key problems while operating hotels. It is important to realise that majority of costs are related to operational costs, 80% to be precise. Working with a manufacturer that has vast experience in problem solving and offers local after-sales service is therefore essential.

Karen: It varies from categories; for instance, we offer lifetime warranty for cast iron bathtubs and one- to three-year warranty programmes for our other categories. We have dedicated distributors to offer front line aftersales services and Kohler’s local team also makes sure it offers its support and aftersales service.

Sophay: As well as offering an unrivalled portfolio of quality bathroom solutions, hoteliers choosing to work with Sanipex also have peace of mind that their project is in safe hands, from ordering and delivery right through to installation and aftersales support. Sanipex customer services and our in-house technical team provide a dedicated point of contact at all times to deal with queries, process orders, help with any installation and training, and provide an on-site team to support any maintenance issues after project completion.

Adnan: We offer contract for maintenance and free training for operation and maintenance manual.