In tough times, maintain or bolster your sales staff

When managing a hotel in a down economy, you can only make so many cuts to your operating expenses. And while most line items are fair game, there’s one area in particular that stands as an exception: sales and marketing. Maintaining a strong sales front is more important than ever before—a necessity whether hanging on to your existing customer base or attempting to gain market share, according to panelists earlier this month at Perkins Coie’s...