NEW YORK— Aisles were empty and seats were vacant at the second day of the 86th annual IH/M&RS conference here. However, appearances from top level hotel executives have remained steady, which could keep the show’s networking and deal-making opportunities alive. The show has been a hit so far, for first-time attendee Alberto Perez, CEO of Solara Entryways, which specializes in fine art/ornamental windows, doors, lanterns and marble. The head of the Texas-based company said after seven years of doing residential work he was making a foray into the commercial side. Thus far at the show, business has been positive for his company, which goes after a niche market. “We didn’t expect that many people, but we didn’t bring that many people,” said Perez. “But what I’m liking about the show is that most of the buyers are qualified buyers. They are really looking to build a project and that’s all we need. We’re not expecting to sell anything here at the show, but we’re creating the leads to sustain ourselves next year.” The CEO added he “was really pleased. We already have, between yesterday and today, more [business]than we expected. I don’t know how the other people are doing but we’ve achieved the goals we set for being here.” Panasonic, also reported that traffic at the show is light so far, but serving up qualified buyers. David Goldstone, national sales manager for Panasonic Hospitality, said his company has the largest booth it’s ever designed for the IH/M&RS, bringing together products from its hospitality, food service and building groups. Some of the products on display at “Hotel Panasonic” include a new television line for the hospitality industry, based on the company’s PanaBlack picture tube product. On display also is a new 27” flat-tube television, as well as an 11-inch LCD television with a built-in DVD, which will be installed on treadmills at the new Grand America hotel in Salt Lake City. Panasonic is also installing plasma televisions at the new Mohegan Sun hotel which will open in Connecticut this spring. The price of plasma televisions has come down dramatically in the retail market, said Goldstone, noting that over the past 18 months the price has fallen by 60%. Meanwhile, coming off the heels of a recently inked deal with Starwood Hotels & Resorts, Unisys Corp. was showcasing the company’s high-speed Internet services at this year’s show. Though the attendance of high-tech, dot.com vendors has decreased signifcantly at this year’s IH/M&RS when compared to last year, Michael DiLeva, program director/Unisys, noted that the existing class of technology vendors represent “the second wave, consisting of larger, more stable, credible companies.” “Previous high-speed Internet models failed because they didn’t have ownership from the hotels. Now employees are well trained and the service is value added,” said DiLeva. He noted that going forward, the most successful business model for hotels supplying high-speed, in-room Internet access will be including the service fee in the room rate as opposed to charging an addition usage fee. “If there’s a separate charge, employees have a hard time getting compensated for it, which leads to low usage,” he said. “If a hotel includes it in the room rate, it’s a guaranteed ROI. There’s a proven track record there with Wingate.” Wingate Inns, which includes its high-speed Internet fee in its room rate, recently announced usage rates exceeding 20%, at a time when most hotels are seeing a 3-5% rates. Other vendors— including Harden Furniture Contract Division; Paragon Mills; Newport Furniture; Andis Co.; Dallas Drapery Contract; TOTO USA; Sealy; and Kimball Lodging Group— reported slower business this year than at last year’s show as well. However, their company representatives said they are getting “more quality leads” in lieu of a large quantity of leads. Most of those coming to the show this year, they said, are more serious buyers than last year. In related news, H
Foot traffic was lighter than usual at the IH/M&RS this year.