The hospitality industry is part of the service industry. That makes it challenging since it’s an intangible service, and it isn’t easy to know what to expect beforehand. Also, if you don’t sell the room, the seat, or the berth on a cruise ship before it departs—it’s gone.

These are companies that have a high fixed cost. To make money, you must first establish a specific level of use and demand. For airlines, it may be that to make money, 85% of seats on a given customer flight or a particular type of plane must sell at specific prices. The occupancy rate for cruise ships is 105%. That means there are more than two people in every berth and cabin.

New York City’s hotels are in high demand. The occupancy rate is now hovering around 90%. In the United States, the average occupancy—the percentage of occupied rooms each night—is roughly 65%.

Another variable is the average daily rate. For example, New York City hotel rooms can range from $300 to $500, depending on the market. It could cost around $300 for select service or lifestyle hotels. The average daily charge for a luxury hotel room might be $1,000.

The same is true for airlines and cruise ships. The cruise ship’s average charge per seat determines the average cost of a five-day cruise. All of these businesses are in the business of managing yield. It’s referred to as “yield management.” You want to maximize revenue from a purchase made by a hotel guest, airline passenger, or cruise passenger.

Some of these companies have revenue-generating opportunities when customers use their services. For instance, hotels may sell guests food and beverages, wifi, and spa treatments. Cruise lines sell additional services like retail, restaurants, excursions, and various other onboard activities. Airlines have some limitations. Food is available for purchase onboard, but the selection is minimal. Tax-free purchasing is sometimes available on international flights.

To summarize, when a customer buys a ticket, you want to maximize the yield per ticket. Once they’re on board, you’ll want to maximize the revenue. This is called ticket net yield, or yield, followed by an onboard spending yield.

In terms of hospitality services — hotels, airlines, cruises — Google is a significant power, simply because so many people start their planning at the search engine. As a result, you need to have Google Ads.

In other words, you need to pay to get your brand in front of searching customers.

For example, search “Times Square hotel” in Google and see what comes up. First off, search engine optimization (SEO) plays a part in which brands appear in the first few pages of results. But there are hotel companies that have paid to have their name at the very top. You have to pay for Google Ads to get your name out there.

Say you’re a Moxy Hotel, a Marriott brand targeted at Millennials. You want to make sure that when a consumer in this demographic searches for ‘Moxy Hotel New York City,’ you’re at the top of the first Google page.

The advantage of sites like TripAdvisor, Expedia, and Booking.com is that they can compare rates for several hotels.

If you go directly to the website for a Moxy location, you’re not comparing rates with other properties. There’s more information comparison — and maybe transparency — happening on Expedia, Kayak, etc., than at the hotel’s specific site. But it’s more costly. For example, if the customer books on Expedia, they could pay 10-20% more.

Simply put, hotel brands want consumers to visit their sites directly. How do they do this? For starters, they offer price matching. If you find a lower price than on their site, they’ll match it.

Hotel brands also say that you won’t collect loyalty points if you book through external channels like Expedia or Booking.com. Booking directly gives you loyalty points, and you’ll also get preferred treatment at the hotel.

Finally, in some cases, inventory — not the desired rooms — shows up in search results of external booking sites. Instead of offering a garden or ocean view, these could be on a lower level, windowless, or facing a busy highway.

Ultimately, hotel brands show a preference for consumers who book directly on their site. Having your hospitality brand at the top of Google search results means you’re more likely to have direct bookings.

Suggested Image (if needed): https://unsplash.com/photos/cwr02zo0gP8

Professor Richie Karaburun is originally from Turkey and is currently a Clinical Assistant Professor at New York University’s School of Professional Studies Center of Hospitality.

Professor Karaburun has been in the hospitality industry about 25 years. He started as a management trainee in Los Angeles, then climbed up the ranks. When he left the company, he was the Vice President of Product Development and Contracting.

He was then recruited to be a president of Gulliver’s Travel, which was one of the largest wholesale travel business at the time. After they sold the company, Professor Karaburun joined The Radius, which was one of the largest corporate travel companies at the time.

Here, says Professor Karaburun, “I had my entrepreneurial ideas come up and we founded a company called Roomer Travel. And we raised money. Roomer was an online travel agency similar to Stop Hub.”

Currently, Karaburun is studying marketing and consumer behavior. His research interest is all about social connectedness and its impact on consumer behavior.

He is considered to be a hospitality guru. After 25 years in different aspects of hospitality, he is now proud to teach at NYU Tisch Center of Hospitality, predominantly business development, entrepreneurship, and hospitality marketing.

In this course, you will learn about entrepreneurship and innovation: what does it take to be an entrepreneur? You will also learn whether you are a true entrepreneur.

You will explore hospitality industry disruptors such as Airbnb, and what it takes to create a company from an idea. You will learn how to draft a proper business plan, get funding, hire a team, and manage the team.

Finally, you’ll examine how to create value for the industry you are in, and how you can plan an exit strategy for your business.

Entrepreneur is a French word taken from entreprendre, which means “adventurer” or “one who undertakes.” Entrepreneurs look for and recognize opportunities. They also take an enormous amount of risk to move on to these opportunities and create value for their industries.
An entrepreneur is a risk-taker because success is rarely guaranteed. But, as Edison says: “I didn’t fall a thousand times. I learned many new things.”
Entrepreneurs try to solve problems in either the product or service industry. Products are more tangible items, whereas services are more like hotel, legal, and financial services. #
Lauren Grench details her journey into entrepreneurship, and what it means to blend all these services into a cohesive, memorable experience:
“So LLG is an event management and design firm that specializes in luxury destination weddings. We plan and design luxury destination weddings. That encompasses planning the guest experience. It also includes all the budgeting, vendor negotiations, and contract negotiations.
“Anything with destination planning means complex logistics, [which means] understanding international law, international relations, socioeconomics, understanding what’s going on within our political atmosphere with all the different countries that we’re working with.”
According to Grench, the customer experience defines the industry.
“Hospitality is at the epicenter of event management. You need phenomenal customer relations. You need to make sure that your guest experience is also just as important as your client experience and your vendor experience and your venue experience.”
Each of these areas is vital to the success of any event. Optimizing customer service, customer relations, and the guest experience is about getting them all to work together and ensure the proper execution of the event.
“A common thread for entrepreneurs is that they tend to be really creative, innovative individuals,” Grench says. “They’re always looking after something new, something that would solve an existing problem for the industry. This could be a hospitality industry, financial industry, even a regular taxi industry just like Uber did.”

Shirley Lu, Revenue Analyst for The Standard Hotel explains what makes The Standard different and how they generate their revenue.

“As a revenue analyst, what we do is optimize the revenues that come into the hotels to make sure that we are performing the best and reaping in the most revenues that we can,” explains Shirley Lu. “A lot of that has to do with research and pushing our sales team to prospect new clients or continue their relationship with their current clients.”

Some of the job is managing distribution channels, making sure that we’re restricting what segments we need, to enable the highest-producing segments to come in. Overall, Shirley explains that it’s a mix of distribution channel management, analyzing data, and researching what new business we can potentially get for the two properties.

Starting with the Standard High Line building, it’s a book shape elevated on top of the High Line. “With the book shape and the floor-to-ceiling windows, I think it is those elevated floor-to-ceiling windows that add value to our product,” explains Shirley. “When people are staying in the property itself, it feels much more spacious with those window features. And having the views of the river and the city, also lets the natural sunlight in, definitely adding to the experience of the Standard High Line.”

As part of that, we are very keen on trying to contribute back to the community. “With every reservation, we give guests the option to donate $2 to the High Line to help maintain and preserve what it gives to the community and tourism. I think that’s a great initiative that we continue to do daily,” says Shirley.

Now, moving upwards into our top of the Standard venue and our Le Bain venue, Shirley explains that they are two very different venues. Top of the Standard is an elegant space for people who enjoy cocktails in a less party scene environment. We also offer sunset service to our guests, where they can watch the sun go down across the Hudson River and enjoy a cocktail up there as well. It is a much calmer, more elevated, and elegant scene.

Then, you move over to Le Bain, and you’ll hear the pumping music, the beat of the bass from our DJs, and just a wild time. So definitely, the two venues are managed differently and we try to keep them separate. But that allows for us as a hotel company to allow different clientele to come and join us all under one roof but under different venues.

So for our Le Bain, we often have guest DJs coming in. And we like the crowd to be diverse. That’s something we strive to do, is to allow as many different people to come in as possible, explains Shirley. We have the rooftops as well, where it is, again, very much a different scene from Le Bain on the 18th floor, where you have the pool, the whirlpool, that is now open for the season. Then, on the top floor, you have the open-air rooftop and views of the city all over both venues. It’s a very unique space. It continues to be the center of attention for a lot of nightlife in the city.

Then moving down to our ground floor venues, we have the beer garden, which has a lot of different activities. I think of it as an adult playground. You have giant Connect Four, ping-pong, foosball, and you have your beer. It is a very cool space as well. And then we have our highly acclaimed restaurants like the Standard Grill. We just have our chef, Rocco Forte, spearing that and bringing us to get the recognition that we strive to have.

The Plaza is the outdoor space leading into the lobby and that venue we couple internally with our Living Room, which is the indoor area where we often have a guest DJ come in, just to liven up the scene as well. Shirley mentions those two spaces, the Living Room and the Plaza work together in terms of staffing and as a venue itself.

The Plaza is a multi-purposeful space. And that is the space that we use for our art installations and different installations because it has an outdoor component. That is a space we like to allow guests to still experience the joys of the outdoor weather while still being under the High Line and in the shade of the High Line. It’s a very unique space, and we’ve been able to do so much with it already.

Speaking generally to food and beverage and how it relates to our hotel rooms aspect of the industry-so food and beverage is often separate from our hotel operations. Shirley explains most hotels outsource food and beverage because there’s more experience to be had from those who’ve already done food and beverage in the restaurant industry versus having the hotel operate both hotel rooms and food and beverage. Food and beverage generally don’t do well to bring in revenues for a hotel property. That influences the decision for a hotel to outsource food and beverage.

For us, we are completely operated, both food and beverage and hotels, under one company, The Standard. So we don’t outsource. “We are strong in the food and beverage industry for a hotel company. And we take pride in that,” explains Shirley. “So, while most hotels are losing money on the food and beverage side, we tend to generate revenues on that side.”

Shirly says she doesn’t do much with the food and beverage. Her role is specific to selling the rooms of the hotel. However, sometimes they will package rooms’ specials with food and beverage credits or food and beverage experiences to sell both components together. That’s how she interacts with the food and beverage departments. Otherwise, it is pretty separate within our property and most of the hotel properties.

Hotels have a high degree of operating leverage, a relatively high level of fixed costs, and a relatively low level of variable costs. This level of operating leverage makes the business volatile. When a hotel is below the break-even point, it can lose money very quickly. But once it gets over the break-even point, the marginal cost of filling one more room and servicing one more guest is insignificant. Profits increase dramatically.
The hotel industry is much more volatile than other real estate industries, like office buildings and shopping centers. It is much more similar to the airline industry, which has comparable operating leverage.
If a plane has 100 seats and has sold 99 seats, the marginal cost of selling the last seat is a few cents. The passenger gets half a can of soda and some pretzels. But the plane neither hires any more flight attendants nor another pilot. So, the marginal profitability of selling that last seat is pretty close to 100%.
The hotel industry is similar in that the marginal profitability of selling each additional room after crossing the break-even point is remarkably high. So, its profits increase quickly. On the flip side, when business deteriorates, the economy weakens, a hurricane comes, or there’s a health or other momentous event that affects people’s travel plans and disrupts the travel cycle, hotels can suffer drastically. It is very challenging for the industry to tighten its expenses to cut losses.
Hotels are always trying to be nimble, but they’re working against the structural aspects of the industry. It is hard to be efficient. When the hotel industry is doing well, profits rise dramatically. But when the industry is suffering, profits can erode rapidly.

There are many ways to get into the restaurant industry. The quickest and simplest is to get a job at a restaurant. Become a server, cook, or manager. The easiest way to get into the business is to get a job at a food establishment.

There are more complicated ways because you may want to have more ownership in the restaurant. Franchising would be another way to get into the restaurant business very quickly. We see franchises every day-Dunkin’ Donuts, McDonanld’s, Chopped, and Burger King. They’re all around us. These franchises provide you with all the rules, regulations, and instructions.

You rent all of this from the franchisor, and the franchisor helps you establish your business. It is a quick way to get into the business. Quick meaning three to four months- especially if you’re buying a franchise that was already in existence and the restaurant was already open. If you choose to build a new franchise, it may still take only four months, but it’s going to be a lot more difficult because you’re dealing with the construction of a restaurant.

If you don’t want to become a franchisee and buy into somebody else’s product, you can always buy a restaurant that is closed. It has a kitchen, there are tables and chairs, and it has lighting fixtures, equipment. The kitchen is equipped, but it hasn’t been open for months. You’re going to buy it, clean it up, buy food, and start a new restaurant there.

That’s another fairly simple way to get into the restaurant business fairly quickly. More complicated ways to get into the restaurant business include developing a concept of your own brand-new restaurant and then find a bare space to design a kitchen and dining room. Now you may be 18 months away from opening your business because there are permits, licenses, fees, and training.

You need to establish how you’re going to buy food and test your menu. It’s a lot more complicated. That’s the most difficult way to get into the restaurant business. The speediest way is to work for someone in the restaurant business. If you want to be an owner, a quick way if you have the capital is to buy an existing restaurant that’s already open. When you buy it, it will continue to be open and operate.

A lot of research must be done to make sure that it is a restaurant that is profitable and will continue to be profitable. If it is not, then you could be buying someone else’s albatross, and you could be out of business quickly. If it’s not, but you have a great vision of how to reinvigorate energy into the menu and the concept and know that you can market it and build an entirely new crop of consumer for it, is a quick way to get into the restaurant business and be successful fairly fast.

A lot of events—like sports events or art events—really wouldn’t be possible without sponsorship. What we see is that private companies will invest to have their brand logo displayed or to have advertisements during the event so that their brand is connected to the brand, or the event itself.
At the Olympic games, major sponsors might be, for example, McDonald’s or Samsung. They invest a lot of money so that their product is aligned with the value of the event itself.
This can also happen in much smaller events. For example, there might be a local food festival where you live, and there might be local restaurants or food companies that sponsor that. Ticket sales, of course, are a major factor. Hopefully, you can sell enough tickets to raise the money that you have invested into staging the event.
There are other ways, particularly if you work in the arts. You could tap into government funds. There might be an application process so that you can host your event for the sake of the greater good of the community. That’s where local governments often invest.
They often do that because of the tourism impact it might have. You might attract people to the event that will spend money and thus bring benefits to the community. Maybe your event has other benefits. Maybe you have a community sports event that promotes healthy living or healthy eating, and the government wants to support it.
If we think of the venues where these events might take place, some of the main stadia in New York City you might well be familiar with. Think of Madison Square Garden or Radio City or the Barclays Center, but don’t forget that a lot of events also take place outdoors. For example, the New York City Marathon ends at Central Park, or the US Open, a tennis tournament, takes place at Flushing Meadows. Other famous examples would include Yankee Stadium and MetLife Stadium.

The back of house of a restaurant operation is like a manufacturing section. This is where culinarians perform. In the back of house you have several roles that make the kitchen hum, including:
* Executive chef
* Sous-chef
* Line cooks
* Grill cooks
* Utility team

Everyone likes to be romantic when they talk about their food, but the back of house is like a manufacturer. It might seem unromantic but the stark reality is that raw materials come in the back door of a restaurant.

From vegetables, meats, to fish, everything comes in a raw state. It is butchered, sliced, and diced by the team in the kitchen. Then just like you take raw materials to build a car, the materials are manufactured into a wonderful meal that leaves the kitchen. Ideally, it’s beautifully plated and at the right temperature, ready to impress the guest receiving the meal at their table.

The kitchen, or the manufacturing team, is the back of house. These are the people who we call culinarians – ones who are preparing all the food.

There are also a lot of utility jobs in a restaurant. There is someone to clean the restrooms and someone to make sure that the plates, flatware, and glasses are sanitized and clean. These types of jobs are also part of the back of house function.

Hidden in between back of house and front of house, there are lots of jobs in the restaurant industry. It might be easier to say front of house and back of house, but there are lots of professional jobs in between as well.

Many professional jobs that are also now part of the restaurant industry. Restaurateurs need to make sure they have a good attorney and good accountants. They may even need consultants who help them navigate city codes and health departments, to make sure that they can get their certificates in a timely way.

Restaurant operations are complex, and there are many back of house functions that help bring the food and beverage operations to life.

Let’s take a closer look at mega events and the hospitality industry. These events help with long-term regeneration and can transform a city for the better.

We’ve talked about some events and how important it is to coordinate between different stakeholders. But some mega-events change cities as a whole.
The Olympics are a key example. When the Olympic games are hosted the planning process starts a decade in advance. Cities have to apply to become host cities. They have to put in an application document.

They also need to start building the venues and the Olympic Village where the athletes will need to be housed. In some cities, there will be reorganizations in terms of transport infrastructure. We see that some cities approach this as a vehicle for long-term regeneration-so in other words, a vehicle for long-term change and new prosperity to different areas.

The London 2012 Olympics were a great example of this. They were hosted specifically in East London, an area that was, for a long time, seen as an ugly, polluted, former industrial area and where nobody wanted to build or live. So it was a bit of wasted space in a major city. What the Olympics did was inject a lot of investment in that area.

There was an entire soil cleansing process. All the old industries that were located there had left heavy metals in the soil, creating a very polluted area. The whole area was cleaned up and if you look at it now, it’s almost unrecognizable. None of that investment would have happened had the Olympic Games not come to town.

Sometimes, the event itself is much bigger than the two weeks that it takes place.

You have the Olympic Games. You have the Paralympics. And in principle, then everything is over. But the lasting effects of an event for a city can be much, much more significant.