Ch. 17 - Personal Selling and Sales Management

Marriott Hotel

Marriott hotel also uses the personal selling as a important part of the selling. For those customers that are more comfortable speaking person to person and not dealing with a machine, the company has their representatives always available. If you have any questions or concerns about choosing a hotel or the hotel you want to go to, there is always a line waiting for your call. In concerns of planing a event in the hotel the sales person management is always available with the best disposition to assist their customers.  Marriott Hotel uses different kinds of sales managements concepts as customer-centric, interaction, learning, campaign management. Marriott Hotel is always seeking to enhance customer relationship and satisfaction for long term, trust, frequent relationship.

The Hotel is concentrated always in what their customers want, need, expect and went they want them. Marriott Hotel is known and their  business is to offer a up scle hotel service. The hotel customers are a strict in what they want and how mush are they are willing to pay for the luxury service that they demand.

Marriott is always seeking for the opinion and what is trending, what's on the up or the down. Marriott had to remodel must of the hotels because something that was need it and expected for, now is. With technology everything changes and more and more the life stile of the people. Now in the waiting room, meetings rooms, bars and restaurants people need and expect there to be charger and a place to plug the phone to charge it. This may sound simple but for these, it was need a reconstruction and a redesign of the hotels in general, just to accommodate to the customers.

 With more and more people following the trend to be healthy and to eat better, hotels don't just need a gym and "healthy" options, but a new concept. Marriott Hotel has started these campaign to be more healthy and offer a creative new concept of FAST FOOD for the growing demand that healthy has now. They advertise this campaign in the hotels that they offer these and also in the website. In the Campaign they say that "We worked with start-up Farmer’s Fridge to bring a real traveler's Concept TO LIFE.

Marriott is selling these campaign with two big trends right now, farmers food that are more healthy, fresh,not organic, and healthy on the go.

Marriott has in there website a list of the innovations that they are doing,. The Hotel has also an new social network for customers with similar interests is called MIT/MEL Partnership, and also bring to selected hotels a new machine that is like a virtual life perspective.

Ch. 16 - Advertising, Public Relations and Sales Promotion.

Marriott Hotels when it comes to advertising use different technics to advertise different components of the company, service and always encasing the brand name.

Marriott uses the institutional advertising as a regular component of the advertising campaing always. 

Marriott Hotel always advertise the company name, the brand to enhance the company image. Marriott is always pushing the name, because that give the costumer to have the brand present and also have that feeling about the brand. Everything that comes after that initial feeling just goes along. And that is a good use of the resources that the brand has because when you advertise the name you are also advertising in general all the hotels. Is also true that the company has to advertise specific hotels as part of the advertising campaign

For Marriott hotel is important to advertise for the different services, etc. For Marriott is vital to advertise about the brand. For a big company as Marriott to invest in just advertising one hotel is not productive and will be a bad decision that will bad use of the company resources, and that also depends of the district hotel and if that hotel is the only one in that sector, things may change. Marriott hotel ha to advertise in two main stages, one campaign globally and another more sector to sector. Over all is more important to keep

advertising the company name.

Marriott hotels also advertise the feeling, the emotion, as well a the luxury, the business, and the creative. Marriott advertise broadly and also specific.

Ch. 14 - Marketing Channels and Retailing

New York Marriott Downtown

Marriott Hotel goes through all the marketing channels in a sense because everything in the hotel relates. Parts of the Hotel can be a product, a service a retail store for some products to. Marriott as a product/service has form utility elements. Marriott has distinct elements, features and appearance that make the hotel so desirable. In the Marriott Hotel Downtown Manhattan one of the elements that stand out in so many ways is the view of the statue of liberty right out side your window and location that is extraordinary for business purposes or for touristic clients. This elements make this Hotel desirable for everyone who is visiting nyc, these makes Marriott Hotel Downtown Manhattan stand out from other Marriott Hotels.

Marriott Hotel has different roles through its everyday transactions. Marriott buys form retailers things for the hotel usage being Marriott the final customer, in other cases acts as retailing of items by the shops that they have, the products, or as simple as the snacks that they put in the bedroom.

Ch. 6 - Consumer Decision Making

New York Marriott Downtown

This is the process that we do to make almost every decision that we make. We go trough this process when we are making a decision to acquired anything, a service, product in a sense even when we chose to be a friend with someone.

The Need Recognition.

Marriott Hotel not only meeting the need of a room but also has to fulfilling wants. Since Marriott Hotel is a luxury good, the product is main focus is on the wants, more than the needs. Marriott Hotel does a great job on creating wants other than the needs. Marketing managers of Marriott Hotel have to work hard to compete and also innovate, not only to satisfy wants that the consumer already has or expects. But Marriott also has to innovate to create new wants that makes Marriott "the choice".

A costumer that is visiting the city, probable just needs a room to stay in at reasonable price. And any Hotel probably has that, but New York Marriott Downtown has so much more to offer.

New York Marriott Downtown know well how to create wants, commodities, and convenience. Marriott advertises this important division like no other. This hotel has one of the best views all around the world. The view that is worth millions. This division is advertise by its view of the statue of liberty a symbol that most of the hotels has a picture but never as the window view. Marriott is great for tourism, luxury and great for business because is right in the financial sector.

Ch. 5 - Developing a Global Vision

New York Marriott Downtown

The New York Marriott Downtown hotel can be global marketing. These hotel is directed to the upper class. In general the hotel can be advertize to all the markets, but only few can afford to come here. Who does not want to come to New York City? Is one of the most important cities in the world. Not a lot of hotels can be advertize everywhere and it will be good acceptance.

 
Capital Intensive :

Marriott Hotels use Capital Intensive in different areas of the company. In most of the recent hotels, Marriott has put a great emphasis in (Capital) investing in Technology Features that requires less labor input. Features that lower the interaction and requires more self help and self oriented work for costumers of the hotel.

We can see this in High Technology oriented Hotels that invest more in capital than in labor. This ideology is also reflected in other areas of the company. Marriott has invested and continue to put a aggressive advertising campaign for the Marriott mobile app and other features that requires less or no interaction with the Hotel personnel like the advertising campaign logo say " An app that becomes your personal concierge". Which puts a low no emphasis in labor. Marriott as a luxury hotel knows the importance of labor for the company, its worth and its vital role in the company success. But Marriott also know that to have a great personnel, the cost is high. This is why Marriott wants to replace as much as possible the role of Labor in the Company, because this will increase the revenue and lower the salary expense. Marriott is changing the hotel experience and is decreasing the relationship between customers and the hotel personnel. Marriott has a challenge in front because now has to see the results of how productive and accepted is that app. Marriott has to accommodate to what there customers of different ages and technology usage costumers prefer and use.

Ch. 4 - The Marketing Environment

New York Marriott Downtown

 

 

Global competition, Component lifestyle:

 

 

Marriott hotels  

 

Two key ideas in the mission statement of Marriott Hotel are, embracing change and serving our world, can help us understand, and are key components to explain global competition,  and component lifestyle with respect to Marriott Hotels.   

Marriott was only a hotel, then their mission was to expand through American. Now the goal to keep on serving our world, with an ambitious plan to expand, to have a bed for every traveler all around the world. Marriott hotel was an American company that for a period of time was only in the US and had competition with other hotels here. But now Marriott Hotel is entering the global competitions with hotels all around the world.

Marriott Hotel is a luxury base that is not just selling the service of a room, Marriott has much more to worry about. Marriott Hotel provides the luxury services and "products", they have to meet the need and the satisfaction of their customers. Marriott Hotel has present the component lifestyle when offering a service. The Hotel has to accommodate to the culture and has to always innovate because what may work in one hotel, it may be a total mistake in another place. For example serving meat in India can be a crime whether in America is totally fine. Marriott hotel has hotels all around the world, and has to accommodate to every place that it goes. It has to provide the services that the people need, the luxury services that are “expected”, but not only that, they have to innovate to provide the costumer with the Marriot experience and provide an experience that distinguish Marriott form the others. Because at the end that is the business and costumer that Marriott is serving to.

Ch. 3 - Ethics & Social Responsibility

Foreign Corrupt Practice Act(FCPA):

When Casinos, Hotels and large US corporations that are expanding their business to another country have to act according to the (FCPA) law. For example when opening a new hotel out side the US, have to be careful of not braking the (FCPA) law, and other laws, when obtaining a location that the corporation wants for the hotel /resort. Corporations have to be careful with what there representatives are doing to obtain that specific location. Because even if it is good for business, there are certain restrictions in some places. Some places can not be sold because there are part of the community, the owner does not want to sell, the land are protected by environmental laws, or they are protected land by the state. These are some reasons that corporations that are seeking expansion have get in trouble for. Because they want to get the land anyways, putting profit first and ethics last.