iain A Stirling’s Post

Traveling is the best #DEI #EQ #Empathy #growthminset and #business teacher of all! 6 Moroccan sales man lessons to connect, build trust and close on a sale. 1. Start by offering to help - give value before you make the “ask”. At any “store” or Riad (hotel) we went to we were welcomed with Tea. 2. Find something in common, to connect and build trust — many people started by asking “where are you from” (we responded Colombia, our birth country to eliminate the USA = Rich bias). Immediately they started speaking to us in Spanish. Some went as far as sharing what they knew about Colombia’s soccer players with excitement! 3. Establish credibility - They explained things very well. What each item was, where it came from, what it was made of, benefits and use. 4. Build engagement by asking questions - the best sales man at an Herbiary constantly asked: “what do you think this is?” making it into a game. 5. Add humor - helps bring down the guard - we ended us buying a bar of perfume he named “Morocco’s Channel #5” that was more expensive than the real Channel! LOL 6.Be direct and specific when you close. They would ask: “how many do you want?” vs “do you want anything?” For context, this summer we spend a week in Morocco 🇲🇦 Starting our journey in Marrakech, then through Ouarzazate, Skoura, Valle de Dades, Gargantas de Toudra, Tinghir, and Valle de las Rosas to get to the portion of the Sahara desert in Merzauga. Then we traveled to Fes, going through Michlifen to end our trip in Casablanca. Where we visit Hassan II the largest mezquita in the country. #salestips #connect #buildtrust #engage #close #Morocco #traveltheworld #valuablelearnings #latinaleader #businessskills #leadership

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"Macroeconomic and Industrial Review of Bulgaria 2023 & 2024 (forecasts) by CBN Pannoff, Stoytcheff & Co. https://lnkd.in/dCHuNRNy * Tourism in Bulgaria 2023Q4 with a record quarter in turnover. * Restaurants 2023/22 would all 27 sectors of services by growth. * The little-expected surprise in the last Q of '23 - the real estate business at an 11-quarter record.

Just a little recap of IMEX 2024. First of all a big thank you word to Kempinski for accepting me as hosted buyer. It was about 2 years ago I attended IMEX for the last time. It was remarkable to see how vivid the MICE sector appears again. Pandemic times feel like a vague memory. The number of visitors felt high to me, just as the willingness of doing business. Some claim that big trade fairs are old fashioned, but I strongly disagree. How else can you meet so many contacts in such a short time ? I had about 40 meetings in 2 days time, with the big advantage of choosing yourself how to fill in your time. Some key things I remember : People make the difference. Personal contact is so important. AI technology is the new hype and fascinating. Imex, see you next year! #imex #imex24 #imex2024 #travel #luxurytravel

If you want to have a long term successful business in hospitality, you will need to stop pandering or coddling certain types of customers. Every day we will have 3 employees at the buggy area helping arriving golfers carry their golf bags to their respective buggies. I noticed that the more expensive the golfer's car, the more attentive the employees are 😅. For arriving Datuks and VIPs, even the sales people comes out to help ("drama"). If you drove an old car or God forbid... a Waja, somehow everyone will be busy somewhere else and these golfers will end up bringing their own bags to the buggy station. The wants and needs of a small minority of guests should not dictate the long term strategy of the business. The wants and needs of EVERY guests should. So I made sure that every golfers and resort guests are treated fairly and respectfully immaterial of their status in life. In fact, I personally prefer the non titled golfers and guests because the probability of a titled golfer or guest asking for a free game or discounts, is higher than the guy who just drove up in a Waja, paying full price for his game or rooms. Malaysia has thrived as a neo-feudal state for decades. Privilege and entitlement is systemic and it's very hard to change such expectations.

Geert Hofstede's Power Distance Theory explains this phenomenon to a 'T'. Malaysia's anthropology is considered 'high power distance' on the spectrum given how ingrained hierarchical socio-cultural structures are here. Justin Lee, a fellow hotelier, scribed a magnus opus on the topic - related to the matter at hand in relevance to organisational behaviour and incisive management methods specific to HR. I could not recommend his article any higher. I learnt much from it - it is a vein of gold in a barren wasteland of attempts to address a hoary chestnut of a problem. Here's a link to his article: https://lnkd.in/gSutzyzv Anybody and everybody who has to supervise, manage or performance coach individuals or teams will find his impressively researched thesis most beneficial as it delves deep into the neuroeconomics of the root derivation of the psychological drivers of patternistic behaviour. There is no better start to trying to tailor-make a strategic blueprint to solving any property's unique power distance problems perpetuated by staff than by getting a firm grip on the slippery and deeply entrenched causality behind it. Best of luck.

Innovation is crucial to our sustainable growth journey, our partnership with Disruptive Edge will help accelerate building our innovation capabilities

📣 Dubai returns to top 10 after overtaking Rotterdam, Hong Kong 👉 The Middle East’s largest container port, Dubai/Jebel Ali, has re-entered the top 10 ranking of global #container ports, overtaking Europe’s biggest #port and demonstrating the scale of the economic slump in Europe. #Dubai overtook two of its nearest competitors in 2023 to make the top 10, a position it previously occupied in 2018. As earlier predicted by Alphaliner, it moved ahead of Hong Kong, which posted its 7th year of consecutive volume declines, and has now lost a third of its container traffic over the past decade. 📉 It also overtook #Rotterdam, which had moved ahead of Dubai in 2019, but lost 7% in container volumes in 2023, to add to the 6% decline in 2022. The Dutch port has been hit by the near total loss of Russian #cargo and a major contraction in European consumer demand. Volumes are now 9% below 2019 levels. 📊 #containership #liners #ports #containershipping #maritimeindustry #shippingdata

With Many saying 01 September is like a new year and time to start the focus is now the time to brush up your South African knowledge or are you new to the area and want to know more. Let Southern Africa 360 - Luxury Holidays help you with their new 3 stage training and marketing plan. for more details watch this short video and then lets chat.... #training #knowledgeispower.

We are grateful to announce Island Air Products Corporation as one of our Exhibitor Sponsor for the upcoming The 7th Philippine HOSPITALITY Summit that will be held on September 11-12, 2024 at Nustar Resort and Casino, Cebu City, Philippines. Island Air Products Corporation (IAPC) was born out of a shared vision of brothers Carlito and Cesar P. Monastrial. Its beginnings can be traced back to a small time trading business selling scraps and junk in the early 1960's. The search for valuable tank lead them to discover oxygen tanks and their potential for profit, and it wasn't long before "Manila Welding Supply" was registered to sell and distribute Oxygen and Acetylene. Proving their instincts correct, the business flourished from the initial 5 employees to 20. Unfortunate events and personal challenges the late 1960's meant they had to let go of the business, but this merely fueled the brother's determination to try again. LPG was to be their new frontier, taking a risk in this competitive industry meant not selling a single one of the thousand cylinders they Invested in for the first two months. But their patience was rewarded when the destruction from Typhoon Yuling disrupted the industry's landscape in their favor. While competitors ran out of cylinders the brothers capitalized on the opportunity by selling everything in their inventory in less than two days. It was the start they needed. In just a few years they were able to purchase their first plant in Pasay City, and amass a customer base that included such as SM Shoemart in Makati. Island Air Trading was registered as Single Proprietorship business in 1971. After seven years' operation, it made it final iteration as the company we know today Island Air Products Corporation. Now in its 45 year, IAPC carries on with the tradition of entrepreneurship that characterized its humble beginnings. For more information you can visit their site at: https://lnkd.in/gB6rZqNf For your reference, here's the link to our website for further details about the event: https://lnkd.in/ggmVfhnH If you wish to know more about the event, please feel free to reach us For Sponsorship Opportunities: Mr. Clark Cledwyn Bagaipo - International Sales Manager Phone: +63 916 564 9993 (Viber/WhatsApp) Email: [email protected] / [email protected] For Speaking Opportunities: Ms. Cath Magana - Event Producer Phone: +63 2 7002 0873 | +63 995 458 2535 Email: [email protected] Don't miss out this great opportunity to connect with people, learn more pertinent knowledge, and explore innovative opportunities for collaboration. #MykarEvents #7thEdition #Hospitality #Hotel #Digitalization #Innovation