With increased competition for business in the Middle East hotel supply market, Hotelier Middle East asked hoteliers and experienced supply companies to reveal their top 10 tips for getting noticed:
1. Be creative in your approach and the solutions you offer.
2. Be proactive in visiting the hotel and noting where existing, inefficient solutions can be improved.
3. Budget cuts mean hoteliers are under pressure to find value for money; pitch your products highlighting exactly how much properties will save in the long-term.
4. If you are an international supplier that is new to the region, pitch unique products that have not yet been introduced to the Middle East. Five-star hotels strive to be unique.
5. First impressions are everything. Samples need to be delivered on time and manage hoteliers’ expectations by giving realistic delivery dates.
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6. If the hotel’s requested product is unavailable, suggest a new alternative they cannot refuse.
7. Hotels that have had existing contracts for many years may not be aware of solutions designed to tackle current issues challenging their day-to-day operations — open their eyes to anti-viral cleaning products to combat swine flu and new security technology.
8. Delivery times to the Middle East can take up to six months. Having a regional base with a stockhold of popular items will set your company apart.
9. Choose one product line and become an expert in it. Busy hoteliers appreciate a genuine and knowledgeable consultation process from suppliers.
10. Ensure you are approaching the right person. If it is the head office that negotiates contracts, the property representative may not be able to help.
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