[vc_row][vc_column][dfd_single_image image=\u00a0\u00bb23655″][dfd_spacer screen_wide_spacer_size=\u00a0\u00bb40″ screen_normal_resolution=\u00a0\u00bb1024″ screen_tablet_resolution=\u00a0\u00bb800″ screen_mobile_resolution=\u00a0\u00bb480″ tutorials=\u00a0\u00bb\u00a0\u00bb][dfd_heading subtitle=\u00a0\u00bb\u00a0\u00bb content_alignment=\u00a0\u00bbtext-left\u00a0\u00bb delimiter_settings=\u00a0\u00bbdelimiter_style:solid|delimiter_width:80|delimiter_height:1″ undefined=\u00a0\u00bb\u00a0\u00bb title_font_options=\u00a0\u00bbtag:h2″ subtitle_font_options=\u00a0\u00bbtag:div\u00a0\u00bb]<\/p>\n
[\/dfd_heading][vc_column_text]<\/p>\n
<\/p>\n
A good night\u2019s sleep is at the forefront of every guest\u2019s mind, while a bad night\u2019s sleep will weigh heavily on their opinion of the hotel. You all know this. After all, sleep is what you\u2019re selling.<\/p>\n
\u201cHotels sells rooms and market a good night\u2019s sleep,\u201d says Patricia McClintock, principal at Patricia McClintock and Associ\u00e9s Inc. Interior Design Consultants. \u201cComfort and cleanliness
\nmakes for a great night\u2019s sleep. This is what every hotel wants to offer their guests.\u201d<\/p>\n
Where it gets complicated is determining what comfort and cleanliness mean to your guests. Everything from noise, room temperature, lighting, and air quality to room cleanliness, towel softness, and front desk service contribute to a guest\u2019s comfort and, in turn, determine how well they sleep at your property. And that\u2019s before they even put their head on a pillow. Moreover, the baseline for expectations keeps changing.<\/p>\n
The JD Power North American Hotel Guest Satisfaction Index for 2016 revealed that perks are fast becoming standards. According those surveyed, the most important amenities are Wi-Fi, breakfast, and parking \u2014 all for free. Seventy-one per cent of guests said they received complimentary Wi-Fi, 56 per cent received complimentary breakfast, and 61 per cent received free parking. The fourth most important amenity? Luxurious bedding and linens \u2014 and yet only 37 per cent of guests said this was offered in their room.<\/p>\n
In other words, hotels not offering these amenities fell short of expectations. Luxury beddings and linens isn\u2019t at the top of the list quite yet, but it does nudge hotels to review their sleep offerings. And as Jordanna Caine, national contract sales manager for Springwall Sleep Products points out, the most important part of a hotel room is the bed.<\/p>\n
\u201cIt is here a guest spends most of their time, and it strongly influences how they feel about the entire room and experience,\u201d says Caine. \u201cA quality bed and bedding can increase a guest\u2019s perception of the quality of the entire room.\u201d<\/p>\n
<\/p>\n
<\/p>\n
\u201cComfort is king,\u201d says Marvin Nowak, vice-president, commercial sales for Araam Sleep Products. \u201cYour guests\u2019 comfort and their sleep experience are paramount in achieving the highest satisfaction levels. Ultimately, it is a comfortable bed that underpins this experience, allowing guests not only to enjoy a memorable night\u2019s sleep, but also to recommend
\nyour hotel to others and to come back, time and time again.\u201d<\/p>\n
Matt Carter, national hospitality sales manager for TempurSealy Canada, concurs, \u201cI can\u2019t say it enough: Don\u2019t underestimate the impact of sleep on guest satisfaction. Especially in highly competitive or softening markets, the bed is a great way to stand out from other hotels within your competitive set.\u201d<\/p>\n
<\/p>\n
<\/p>\n
You have some choices in how and when you upgrade. One opportunity is if your mattresses are wearing.<\/p>\n
\u201cOver time, foam layers compress and spring systems fatigue,\u201d says Sarah Wielens, director of marketing for Restwell Sleep Products. She adds that, on average, a hotel will replace its mattresses every five to eight years. \u201cThis is contingent on the strength of the hotel\u2019s occupancy rates, including revenues per available room (RevPAR) and the overall caliber of the hotel itself.\u201d<\/p>\n
It helps to have a maintenance plan that includes regular flipping, rotating, and checking mattresses for wear and damage.<\/p>\n
\u201cWith a good maintenance and replacement plan in place, mattresses and bedding are replaced before bad reviews about quality of sleep start creeping in,\u201d says Caine.<\/p>\n
Upgrades to increase the comfort levels in your suites and larger bedrooms can take place gradually, with multiple phased installations over many months or years, suggests Nowak.<\/p>\n
Room renovations are another opportunity to upgrade.<\/p>\n
\u201cAside from individual replacement due to irreparable damage, mattresses are usually changed as part of a larger makeover or renovation project, usually coinciding with a refurbishing \u2014 either by floor or wing \u2014 as this is the most logical and cost effective time to do so,\u201d says Wielens.<\/p>\n
McClintock agrees. \u201cWhen renovations are being considered, the operator also addresses the upgrade of the bedding packages, which includes the mattresses and the sheets,\u201d says McClintock, adding that not only do a comfortable bed and clean new sheets add to the appeal of a renovated room, but renovations also allow operators to increase room rates.<\/p>\n
However, as Carter points notes, the cir\u2026\u2026<\/p>\n
<\/p>\n
Just as you choose your bed supplier with care and consideration, so should you choose your linen supplier.<\/strong><\/p>\n \u201cThe operator budget is the determining factor when selecting mattresses and bedding packages, so it is important for him to acquire his bedding from suppliers that are concerned in developing long-term business relations with their clients and that will introduce the new products available, while respecting the clients\u2019 budget,\u201d says Patricia McClintock, principal at Patricia McClintock and Associ\u00e9s Inc. Interior Design Consultants. \u201cThe companies that manufacture the fabrics destined to be sheets have developed better quality products to fit all budget levels.\u201d<\/p>\n Pay attention to what linen suppliers ask you: \u201cA well-established sheet supplier will always want to know about the laundry methods used by the operator before recommending the type of sheet to be purchased,\u201d says McClintock.<\/p>\n Because linens are a key element in the overall impression a room makes, you may want to consult a professional interior designer.<\/p>\n \u201cThrough research and knowledge of the various manufacturers, the designer can assist the operator in developing a quality bedding package that matches the budget set forth by the operator,\u201d says McClintock.<\/p>\n And a designer can assist with selecting products that add warmth to the room and integrate with the overall design and colour concept.\u201d<\/p>\n cumstances driving bed upgrades could be as simple as adhering to brand specs; some hotel brands specify when beds should be replaced.<\/p>\n \u201cThis will vary by brand and by level; luxury properties may replace mattresses more often than economy will, for example, simply to meet guest expectations,\u201d says Carter. \u201cIf a hotel changes brands, there might be new or different specs to adhere to, so that can prompt an upgrade as well.\u201d<\/p>\n Mattress upgrades may also be driven by guest satisfaction and competitive advantage.<\/p>\n \u201cA dip in guest satisfaction is a common indicator it\u2019s time for a bed upgrade,\u201d says Carter. \u201cSimilarly, a dip in competitive advantage could mean your competitive set is offering a superior sleep experience.\u201d<\/p>\n Regardless of circumstance, upgrades require careful planning.<\/p>\n \u201cWe recommend properties look broadly at their business activity before deciding how and when to facilitate the upgrade \u2014 things like ebbs and flows in demand for rooms, or other upgrades happening across the property,\u201d Carter says. \u201cBottom line: you want the business benefits of having better mattresses as soon as possible, but you don\u2019t want to take too many rooms out of service while you\u2019re facilitating the upgrade. So the timing and logistics of a bed upgrade have to be decided carefully on a case-by-case basis.\u201d<\/p>\n <\/p>\n Determining your priorities is a first step \u2014 but just a first step.<\/strong><\/p>\n \u201cA lot of information concerning the needs and requirements of the hotel bedding package is provided from the guests\u2019 comments, housekeeping, and the maintenance team,\u201d says McClintock. \u201c Mat-tresses should be easy to manipulate and turn and making beds should be facilitated.\u201d<\/p>\n And while hotel type often determines choice, you may want to reach higher.<\/p>\n \u201cI am finding that many properties that would be considered budget or mid-range understand the importance of a quality mattress and are upgrading to more premium mattresses,\u201d says Caine. \u201cThis is a fabulous way to differentiate your property and let the guest know up front you have thought about and invested in their quality of sleep.\u201d<\/p>\n It\u2019s also a fabulous way to differentiate some of your rooms.<\/p>\n \u201cRemember not all customers are created equal and one bed type may not be right for everyone, so consider specifying more luxurious beds for your best bedrooms,\u201d says Nowak.<\/p>\n Wielens offers a general \u201crule of thumb\u201d guideline for bed grades. \u201cHigh-end properties want mattresses containing high-density foam, high coil-count pocket coils, specialty foams such as memory foam and latex,\u201d she says. \u201cMattresses in this range can also contain a hybrid construction of foam cores and pocket coil.\u201d<\/p>\n Mattresses for mid-level properties contain continuous coil, as well as all foam and pocket coil and other variations such as continuous coil and foam, while mattresses for entry-level properties typically comprise continuous coil or all foam mattresses, Wielens explains.<\/p>\n But just because a product is entry level, doesn\u2019t mean its poor quality.<\/p>\n \u201cEven if you\u2019re buying a bed for a budget hotel, you\u2019re not sacrificing quality; you\u2019re eliminating extras you don\u2019t need,\u201d says Carter. \u201cDesigning for comfort isn\u2019t an art as much as a science; we base all bed designs on industry-leading research and testing. On the coil side, that\u2019s what led us to our twice-tempered coils \u2014 critical for lasting comfort. On the foam side, it\u2019s how we identified the importance of using gel-infused, pre-compressed foams in every mattress layer.\u201d<\/p>\n Similarly, Caine says, the elements that change as product quality moves from good through to best include coil count, specialty foams, and thickness of mattress.<\/p>\n That said, the mattress you choose can become a boasting point.<\/p>\n For example, perhaps the mattress met specific criteria for reduced ecological footprint and low indoor emissions. Or maybe it has been endorsed by an organization such as the Canadian Chiropractic Association or has received high ratings or a royal warrant. Drawing guests\u2019 attention to special features shows you care about their comfort.<\/p>\n <\/p>\n <\/p>\n Asked what hoteliers should be looking for in a supplier, Nowak lists engineering and design principles \u2014 market analysis, functionality, innovation, materials science, timeless design, simplicity, and industry best practices \u2014 and a solid company reputation.<\/p>\n McClintock echoes that, \u201cIt is always suggested to an operator to buy his mattresses and the bedding package from suppliers that have a well-established reputation and offer support and replacement capabilities should an issue arise.\u201d<\/p>\n Wielens says mattress manufacturers should meet requirements such as exceptional industry customer service, quick delivery and lead times, high consumer and industry ratings, high-caliber manufacturing, and quality control with less than one per cent return rate.<\/p>\n But perhaps most important is finding a supplier you can trust for the long term, with a great sales rep who can help you stay on top of changes.<\/p>\n \u201cAre there strong patterns in guest feedback related to mattresses that you should pay attention to? Have trends changed? Are you still getting the best value? Are there new mattress technologies you are missing out on? Market trends change over time and the hospitality industry needs to keep pace,\u201d says Caine. \u201cWe\u2019ve seen hotel mattresses go from the Rock of Gibraltar firm to ultra-plush and now swinging slightly back to medium firm.\u201d<\/p>\n In reality, your relationship with your supplier is a partnership.<\/p>\n \u201cYou should partner with your supplier to continually help develop your guests\u2019 sleep experience and satisfaction, and thereby improving the occupancy and revenues,\u201d says Nowak.<\/p>\n Eastern Hotelier Magazine[\/vc_column_text][dfd_spacer screen_wide_spacer_size=\u00a0\u00bb30″ screen_normal_resolution=\u00a0\u00bb1024″ screen_tablet_resolution=\u00a0\u00bb800″ screen_mobile_resolution=\u00a0\u00bb480″][dfd_simple_image_gallery dfd_layer_image=\u00a0\u00bb23458,23459,23460,23461,23462″ items_offset=\u00a0\u00bb20″ image_width=\u00a0\u00bb900″ isotope_columns=\u00a0\u00bb2″ images_style=\u00a0\u00bbmasonry\u00a0\u00bb][\/vc_column][\/vc_row][vc_row][vc_column][\/vc_column][\/vc_row][vc_row][vc_column][\/vc_column][\/vc_row][vc_row][vc_column][\/vc_column][\/vc_row]<\/p>\n","protected":false},"excerpt":{"rendered":" [vc_row][vc_column][dfd_single_image image=\u00a0\u00bb23655″][dfd_spacer screen_wide_spacer_size=\u00a0\u00bb40″ screen_normal_resolution=\u00a0\u00bb1024″ screen_tablet_resolution=\u00a0\u00bb800″ screen_mobile_resolution=\u00a0\u00bb480″ tutorials=\u00a0\u00bb\u00a0\u00bb][dfd_heading subtitle=\u00a0\u00bb\u00a0\u00bb content_alignment=\u00a0\u00bbtext-left\u00a0\u00bb delimiter_settings=\u00a0\u00bbdelimiter_style:solid|delimiter_width:80|delimiter_height:1″ undefined=\u00a0\u00bb\u00a0\u00bb title_font_options=\u00a0\u00bbtag:h2″ subtitle_font_options=\u00a0\u00bbtag:div\u00a0\u00bb] Upping Your Game in the Sleep Market [\/dfd_heading][vc_column_text] By Carolyn Camillery A good night\u2019s sleep is<\/p>\n","protected":false},"author":3,"featured_media":23458,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[71],"tags":[],"acf":[],"_links":{"self":[{"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/posts\/23457"}],"collection":[{"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/comments?post=23457"}],"version-history":[{"count":12,"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/posts\/23457\/revisions"}],"predecessor-version":[{"id":23663,"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/posts\/23457\/revisions\/23663"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/media\/23458"}],"wp:attachment":[{"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/media?parent=23457"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/categories?post=23457"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.pmadesign.com\/fr\/wp-json\/wp\/v2\/tags?post=23457"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}Making a Choice<\/h3>\n
What to Look for in a Supplier<\/h3>\n