NEW YORK–– The International Hotel/Motel & Restaurant Show kicked off with an assortment of educational seminars. One keynote session entitled, How Lodgings Leading Vendors Take It To The Top, allowed vendors to ask an expert panel what is needed to stay competitive. On the panel were Jim Gwinn, director of purchasing, Ocean Properties Ltd.; Philip Parker, partner, The Parker Co.; Greg Wysocki, director, operating supplies and equipment, Starwood Hotels & Resorts Wordwide and Brian Yost, vp, food and beverage, Harrahs Entertainment. The four executives were in agreement that when dealing with and selecting vendors, the most important issue is communication. “Open communication is key,” said Gwinn. “If youre a new vendor trying to work with us, persistence is also important. Sometimes Im amazed at how few calls I get–– call regularly. If you have a product worth selling, promote it.” “You need to understand the demographic and the market youre selling to and how your product will help to drive revenue and increase guest satisfaction,” Wysocki added. Yost explained what he looks for when deciding on a vendor. “Theres three things I look at. Credibility first. You have to know your business and where your product fits. I like when vendors under promise and over deliver,” he said and noted that in addition to communication, he also looks for commitment from his vendors. “Its a two-way partnership. If you help me run my business, it will benefit us both in the long run.” Yost went on to discuss how vendors should handle introducing new products. “Youve got to establish a need. Coming to me with a product that doesnt make sense for the market is useless. Bring me research, background information and the anticipated payoff,” he said. When asked to report some of the major mistakes vendors can make, the number one answer from the panel was honesty. “Dont give me wrong information,” said Gwinn. “If you say something will take four weeks and it takes eight, youre pretty much done.” Parker echoed that statement. “Incorrect information pretty much equals death,” he said, noting its another issue that requires better communication. “If we know early enough, we can fix most problems but to do that we need to have all the information.”
