Strategies for Market Entry in the Pet-Friendly Hotel Industry
Starting a startup to market a product to pet-friendly hotels is an exciting venture. However, effectively penetrating this market requires a strategic approach that aligns with the interests of the hotels themselves. This article will guide you through the best ways to gain access to hotel distributor companies and appeal directly to marketing managers at franchise pet-friendly hotels.
Understanding Your Market
To ensure that your product is well-received, it’s crucial to understand the values and needs of pet-friendly hotels. Instead of just trying to sell your product, focus on enhancing their value proposition and customer experience. This can be achieved through cross-promotion and positioning their brand as even more valuable. For instance, you could offer pet-friendly hotels a co-branded loyalty program where customers can earn points for both their stay and purchases from your product.
Connecting with Major Chains and Trade Associations
Start by targeting the purchasing directors of major hotel chains. Professional organizations like the American Hotel Lodging Association provide valuable resources and opportunities to connect with industry leaders. Additionally, collaborating with hotel trade associations can bring recognition and credibility to your product.
Once you’ve established a relationship with these organizations, you can gain endorsements for your product, which will be more effective in convincing individual hotels to adopt your solution.
Attending Industry Trade Shows
Attending trade shows is one of the best ways to meet hotel distributors and marketing managers. If you have already produced enough products for distributors, you can focus on industry trade shows such as National Hospitality Supply. Major chains often require suppliers to go through corporate purchasing departments, so cultivating relationships at the local level can help you build connections that might eventually lead to corporate recognition.
Even if you haven’t yet produced enough for large-scale distribution, attending hospitality association meetings and networking events can provide valuable insights and connections. These events often have representatives from various hotel chains. The key is to be persistent and show a genuine interest in their success.
Local Marketing and Franchise Onboarding
Before reaching out to larger chains, it’s essential to establish a foothold in the local market. Start by offering your product to small, local motels and hotels for trial. In return, ask for testimonials and reviews. These testimonials can then be used to demonstrate the value of your product to larger chains and distributors.
Making a list of these hotels and their reviews can help you identify potential connections within franchise groups. You can reach out to these franchises via phone, email, or in person. Sometimes, all you need is one positive experience to open the doors to larger chains.
Perseverance and Persistence
In sales, every no brings you closer to a yes. Keep pushing through rejections and keep showing the product to potential buyers. Make appointments, and don’t give up. Large hotel chains and distributors receive countless emails and phone calls daily, but your product is unique, and you have a passionate story to tell. With persistence, you can make a difference.
To summarize, the key to successfully entering the pet-friendly hotel market is to focus on value enhancement, build strong relationships with industry leaders, and be persistent in your pursuit. Through these strategies, you can turn rejections into opportunities and secure a place in this growing market.