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June 5, 2012
On the Lookout for Leadership

CHICAGO — Do you move your staff to action through consistent motivation?

CHICAGO — As this is my 54th monthly column for this website, this also is my 54th attempt to get folks out there in front of that magical mirror. Mirror, mirror on the wall … is there a leader in there?

In any environment, leadership is a compelling intellectual force that moves people to action through consistent motivation. Leadership is, quite simply, effective or ineffective. There’s not much room for the middle of the road. In other words, you’re either a leader or someone who thinks they are a leader.

My premise is that most leadership is usually ineffective. There is certainly evidence to support the thought that some aspects of individual leadership are ineffective and perhaps lacking, but there is also a great deal to get excited about. But is anyone really up to the task these days?

Leadership takes real leaders, such as tennis legend Andre Agassi. His passion is to educate kids, both in areas of academic excellence and personal development. He is an incredible inspiration and was featured in former President Bill Clinton’s book, Giving: How Each of Us Can Change the World.

Agassi has a proven formula for transforming the public education system into a successful, functioning operation that can be transposed. He has provided stunning leadership in this area, making a real difference in the lives of countless children and their families. He carefully used his resources and status to springboard his efforts.

Another example of superior leadership comes from Gen. George S. Patton, who stated, “I am sure that if every leader who goes into battle will promise himself that he will come out either a conqueror or a corpse, he is sure to win. There is no doubt of that. Defeat is not due to losses but to the destruction of the soul of the leaders.” This obviously means either lead or get out of the way so a true leader can come forward. Organizations usually cannot function without true leadership.

This same kind of leadership is necessary in sales. Leaders, or those in a position that requires leadership, must take charge and lead the selling conversation. We must demonstrate for our customer base that we seek what is best, as we work with others to provide a solution for their needs. How do we accomplish that?

There are 13 important rules:

  1. Take responsibility for the process.
  2. Desire to be of service.
  3. Ask probing questions, then listen and comprehend carefully.
  4. Take action and drive progress.
  5. Demonstrate commitment.
  6. Follow through and follow up.
  7. Communicate effectively through each selling stage.
  8. Represent your customer’s best interests to others.
  9. Lead by example and understand the challenges facing your sales teams.
  10. Lead your leaders and honestly communicate challenges to the leaders above you.
  11. Before you add on responsibility, make sure the tools and process are in place. Avoid overload and sales burnout syndromes.
  12. Avoid temptations to micromanage; use your time to lead and drive execution.
  13. Push for honesty and debate. Avoid the team members that just shake their heads. Never push your ideas as final resolution.

Customers are looking for leadership traits from your sales force. They want and need solutions. They want to feel confident that once they expose their needs to you, the solution process commences under your watchful care and leadership.

Titles have little to do with leadership; leadership requires true leaders.

October 31, 2011
NYC Set to Host IHMRS

NEW YORK — North America’s leading hospitality industry event returns to the Jacob K. Javits Convention Center Nov. 12-15, presenting more than 700 exhibitors and drawing some 30,000 professionals to discover the latest products, make purchasing decisions, and conduct business.

Highlights of the 96th annual International Hotel, Motel + Restaurant Show® (IHMRS) include the Hospitality Leadership Forum, return of Boutique Design New York (BDNY), debut of the Hotel F&B Zone, and launch of an iPad application area.

Products to Discover

Product discovery will prevail next month as suppliers representing every hospitality product category convene to showcase their latest innovations and services, including food and beverage, furnishings, equipment, linens, amenities, cleaning and more.

Supporting new products, resources and innovation, the IHMRS will roll out two new special focus areas this year. Attendees will discover new attention to food-and-beverage operations through the Hotel F&B Zone, and insight into the world of “apps” within a tech-savvy iPad application section.

“IHMRS 2011 is all about cultivating new business and offering inspiration, as industry professionals get their footing in a new economy and look to make smart purchasing decisions that will impact the bottom line,” says Lynn White, show manager. “There’s a new way of doing business, and IHMRS offers the products, resources and education to succeed.”

Hotel F&B Zone

The Hotel F&B Zone is an edited division of statement-making products for hotel, resort and casino food-and-beverage operations. Exhibitors within this area will feature such products as bar equipment; breakfast foods; cooking equipment; menus; software and technology; specialty food and beverages; and table linens and uniforms.

iPad Application Area

With new applications launching at a rapid pace, the IHMRS will offer an iPad application area for the first time this year.

Sponsored by Hospitality Upgrade magazine, visitors will experience a first-hand look at apps to assist both front-of-the-house and back-of-the-house operations, such as concierge, engineering, housekeeping, check-in, security and more.

Education

Technology Issues that Keep a GM Up at Night, Bells & Whistles for Your Marketing Mix, Hotel Green Pro-grams with Return on Investment, and Boutique Brands…Global Plans are among the topics to be addressed during the 2011 Hospitality Leadership Forum (HLF) on Saturday, Nov. 12.

A full-day conference for senior-level hospitality managers, the event also will feature the highly anticipated CEO Leadership Panel and U.S. Lodging Industry Summit Panel.

Education continues on Sunday, Nov. 13, and Monday, Nov. 14, with such programs as Upgrading After the Downturn: Maximizing Hotel F&B Renovations, Tiered Purchasing Strategies, and Missed Opportunities in Hotel Food-and-Beverage Operations. These programs are free with IHMRS registration.

A complete listing of educational programs is available at ihmrs.com.

Boutique Design New York

The event that brought hospitality design back to New York returns alongside the IHMRS Nov. 13-14, at Javits Center North.

BDNY will present 50% more exhibitors over its 2010 debut, with a carefully-edited selection of suppliers. Some 5,000 designers, architects, purchasers and developers, along with crossover attendance from the IHMRS, are expected.

Registration

Registration fees are $50, and registration for either show offers admission to both markets.

HLF registration is a separate fee of $139, which also includes admission to the IHMRS and BDNY.

Lodging, foodservice and design professionals can register at ihmrs.com or bdny.com, where they can also review participating exhibitors, travel information and more.

August 5, 2011
TRSA/CSC Webinar: Effectively Managing a Unionized Workforce in a Volatile Economy

To be held at 12:00 p.m. Eastern on Sept. 13.  This TRSA-endorsed webinar series by CSC Network will feature attorney Scott Kamins, principal of Offit Kurman’s Baltimore-Washington practice.

Current economic conditions provide unique opportunities to negotiate new collective bargaining agreements and take advantage of terms you already have in place to save money and improve efficiencies now and in the future, when the economy improves. This is the first installment of a 4-part series that will help unionized employers:

  • Pursue new strategies for negotiating collective bargaining agreements to save money and improve efficiencies
  • Implement their collective bargaining agreements while taking full advantage of employer rights, developing favorable past practices and avoiding union interference in the workplace
  • Win grievances and arbitrations
  • Lawfully eliminate unions from the workplace

To register, visit https://www2.gotomeeting.com/register/782152386.

January 4, 2011
Want to Be the Leader? You’ve Got to Earn It

CHICAGO — As we enter the new year, I first want to thank all of you who read my columns on AmericanLaundryNews.com. I appreciate your comments and suggestions. Let’s continue our discussion about leadership. We all must have an honest understanding of who we are, what we know, and what we can do

An AmericanLaundryNews.com Exclusive

CHICAGO — As we enter the new year, I first want to thank all of you who read my columns on AmericanLaundryNews.com. I appreciate your comments and suggestions.

Let’s continue our discussion about leadership. We all must have an honest understanding of who we are, what we know, and what we can do to add leadership value to our organizations. Keep in mind that it is the followers, not the leader or someone else, who determine if the leader is successful.

November 1, 2010
Workplace Romance Carries Great Personal, Professional Risk

CHICAGO — A generation or two ago, relationships and dating in the workplace were frowned upon. In the wake of sexual-harassment lawsuits, most companies put specific policies in place. Anyone choosing to date someone from their workplace would be advised to follow such policies if they want to keep their job.

An AmericanLaundryNews.com Exclusive

CHICAGO — A generation or two ago, relationships and dating in the workplace were frowned upon. In the wake of sexual-harassment lawsuits, most companies put specific policies in place. Anyone choosing to date someone from their workplace would be advised to follow such policies if they want to keep their job.

But people have become more accepting of the fact that co-workers sometimes date, fall in love and even end up getting married.

September 27, 2010
Annual Hospitality Exhibition Aims to Help Attendees Prep for Business in New Economy

NEW YORK — As the economy and hospitality industry shows steady signs of progress, this year’s edition of the International Hotel/Motel + Restaurant Show® (IHMRS) will serve the important role of informing and educating as the industry prepares for business in a new economy, says GLM, the show’s longtime management firm.

August 3, 2009
Where Has Leadership Gone?

CHICAGO — Where has true leadership gone, and can it be recaptured? Quite frankly, no one knows, as the definition of leadership seems to change as often as the wind changes direction. It’s amazing — when you look at those who call themselves leaders in our industry, many are self-proclaimed, many earned their stripes by coming up through the ranks, some think leadership is inherited, some just fell i

An AmericanLaundryNews.com Exclusive

March 3, 2008
Step Out of Your Communication Comfort Zone

CHICAGO — No matter how you may wish to rationalize the behavior of our industry, if you would, sit back for a minute and observe any large industry reception sponsored by a reputable professional organization. You’ll see that, in most cases, industry components are unable to communicate with anyone but the customer. Sales are, of course, important, but so is knowledge of process.

An AmericanLaundryNews.com Exclusive

October 26, 2007
Premier Hospitality Trade Show Turns Green

NEW YORK — The International Hotel/Motel & Restaurant Show® (IH/M&RS) has solidified relationships with the Green Restaurant Association and industry publication Green Lodging News to provide a full offering of “green” resources and education to attendees of next month’s event.

November 2, 2006
Six States to Weigh Minimum-Wage Increases on Tuesday

CHICAGO — Voters in six states - Arizona, Colorado, Missouri, Montana, Nevada and Ohio - will vote on ballot initiatives on Tuesday that would raise the minimum wage from $1 to $1.70 per hour above their current levels.

If the increases are approved, these states will join eight others that recently raised their minimums - including Pennsylvania, which voted this summer to boost the state's minimum wage by $2 to $7.15 beginning next year.