How to sell your products (or services) to the Hotel industry

The hotel industry is a cog in the larger travel and tourism and hospitality industry which includes leisure and food and beverage. 

In the UK there are over 45,000 hotels, run by nearly 11,000 businesses, employing over 250,000 people. It’s an industry worth over £6Bnⁱ and you might just have a product or service that can take a slice of this pie. 

It's an appealing market for many suppliers across everything from property services, interior design, hygiene and cleaning services, food and beverage, spa products and many other related industries.

Did you know that on average, hotels update their interior and room designs every 5-7 years? Hotels are regularly reviewing all of their products and service offerings to stay competitive and ahead of rivals. Below we detail our top tips for targeting the hotel industry. 

5 TOP TIPS to sell a product to the Hotel Industry

1. Product Fit

Curate a wish list of hotels whose brand compliments your own products and services. Is it national or local, part of a chain or independent? By defining this approach up front you can be more targeted and efficient with you marketing plan and sales pitch. 

2. Target audience

Find out who your best point of contact is. You could simply call round and ask, or you can search through Google or LinkedIn to narrow this down. Combining phone, email and mail can maximise your success. Think professional introduction, sample product follow ups, and deliver against a thought out timing and messaging plan to come across professional and get on the radar of the right decision maker or buying team. You can also search out relevant industry events, tradeshows and networking events to build up your knowledge and strategy. 

3. Features and Benefits 

Know your stuff, have you distilled your product pitch? What are the key FABs (features and benefits) that make your product or service standout? Below are some elements to consider:

• Price and margin available
• Quality
• Range
• Exclusivity
• Compatibility
• Service Levels
• How do you stack up against the competition?

4. Review your own brand

When they research you after you've prompted action make sure your marketing assets are up to date. Can they find your website, reviews, and an up-to-date social media presence?



5. Source quality prospect data 

To maximise your success you can use marketing database lists curated by specialists providers like Leisure Lists. Our list of hotels details all premises in the UK with twenty or more bedrooms.

You can target different decision maker such as General Manager, Fitness Manager and Aromatherapist, as well as by star rating, and facilities such as swimming pool, fitness, and spa facilities. Chains can also be excluded from your hotels database lists if required.

Find out more here