Hunter Hallway Talk: How Trust Turns Into Repeat Hotel Deals

We lost industry icon Kirk Kinsell this past week, and I wanted to re-share this 2024 conversation because it captures who he was and what he meant to many of us: a generous leader, a calm force in the room, and one of the people who helped shape the way this industry thinks about leadership and relationships. In this episode of Icons and Experts with my co-host Doug Artusio from the Extended Stay Lodging Association. Kirk doesn't do chest-thumping. He does substance. 🤝 Kirk talks about relationships the way the best leaders do: build them, invest in them, keep them for decades 🏨 He calls hospitality a team sport—from the hotel level to corporate to the industry level 👥 He makes "develop your talent" the job, not a slogan 👨‍👩‍👧 He tells the Mike Levin story that says everything about his priorities: family first, integrity always 🎁 He gives one of the most useful leadership lines in the business: "Feedback is a gift," and he explains how to take it without getting defensive 🌎 He reflects on extended stay's early days and how the category grew from white space into a core part of the business 🧭 He closes with advice for younger professionals: widen your view of the industry, try different lanes, and find the work that fits you Want the weekly roundup of news, videos, and what you might've missed from hashtag#NoVacancyNews? Text HOTEL to 66866.

I ran into Wayne West III of Newport Hospitality Group during the Hunter Conference and asked what owners actually want from management right now—and what separates operators who keep getting repeat deals. 🤝 Wayne says trust and alignment with owners drives repeat business, because the first deal teaches both sides how to work together 🏢 Newport runs 37 hotels and keeps key disciplines in-house: accounting, HR, construction services, corporate engineering, commercial strategy, and ops ✈️ Wayne says in-house resources let them move fast—he can put the right person on a plane tomorrow instead of waiting on a third party 👥 He says successful management starts with treating people right—associates, guests, and owners 🧠 He talks coaching and mentoring over "training," plus a mentor program that develops AGMs and executive housekeepers into GMs 🏆 He shares a stat he's proud of: out of roughly 60 leaders coming to their retreat, only four are new faces Want the weekly roundup of news, videos, and what you might've missed from hashtag#NoVacancyNews? Text HOTEL to 66866.

Friend of the show CJ Arlotta returns to do some clever PR tricks to make people think Glenn, Craig and Doctor Producer Suzanne are actually funny over here celebrating Happy Hour to get the weekend started. Plus, Bruce Ford joins for added fun.

While I was at the Hunter Conference, I asked John Schultzel of Olympia Hospitality a simple question: where do you actually find profit when there's no silver bullet—just pressure everywhere? 💰 John starts with payroll, then works every other line item 💳 He calls out the hidden killers: credit card fees, insurance, deductibles, exclusions, coverage limits 💡 He talks energy the unsexy way: walk the building, manage lights, invest in tech only when it pays back 🤖 He sees hashtag#AI and automation shifting work that used to require people—and he expects org charts to shrink as tools improve 👥 He talks seasonal reality: managers work arrivals, directors stay on the floor, teams cross-cover instead of hiding behind titles 🧮 He lives by a simple target: find $300 a day, because $300 a day turns into $1M a year 🛎️ He explains how you drive voluntary spend: pre-arrival communication, in-stay engagement, and front desk education that feels intentional 🤝 He likes incentive alignment—give associates a reason to care about upsell and execution Want the weekly roundup of news, videos, and what you might've missed from hashtag#NoVacancyNews? Text HOTEL to 66866.

Sacramento doesn't have a Golden Gate Bridge. So they built demand with experiences—and then proved it with room nights. For #NoVacancyNews, I talked with Mike Testa (President & CEO, Visit Sacramento) about how Sacramento positioned itself around farm-to-fork and then stacked events that drive real overnight stays from different customer groups. 🍽️ Mike explains why "farm-to-fork" fits Sacramento: food on your plate often gets harvested that morning 📅 He points people to Sacramento 365 as the event hub that supports the brand with a steady calendar 🎸 He breaks down Aftershock: it grew from a one-day event (11,000) to four days (165,000), with 67% coming from outside the region and about $40M in four days 🏊 He talks Ironman and NCAA strategy: targeting women's Sweet 16/Elite Eight to build toward a women's Final Four conversation 🏨 Then he drops the hammer: Sacramento went from about 280,000 annual room nights pre-pandemic to about 409,000 after adding the event portfolio Thanks to Actabl for supporting this episode. Actabl gives you the power to profit. Visit Actabl.com.

Chapter 5 of this 6-part CoralTree Customer Journey series gets into the guest-facing side: how the strategy shows up in communication and touchpoints across the stay. A strong customer journey does not come from slogans. It comes from leadership decisions, team training, and operational discipline - and now you can see it in the guest-facing moments. I talk with Angela Berkey, VP of Customer Engagement at CoralTree Hospitality, about using guest preferences, local context, and property-level ideas to shape pre-arrival messages, arrivals, in-stay surprises, and post-stay rebooking moments. Here is what we cover: ·        How they use guest preferences to shape communication before arrival ·        Arrival moments like a personalized welcome beverage ·        In-stay surprises and delights that feel intentional ·        Departure touchpoints that support loyalty and return visits ·        Post-stay messages tied to what the guest actually did (like spa visits) ·        Why the experience still changes by property and destination If you are jumping in here, watch Chapters 1-4 first - this guest-facing work comes from the strategy and workshop process. Next week (final chapter): property-level execution with a GM making it real on the ground. Want to follow the full series and catch any chapters you miss? Subscribe to the #NoVacancyNews newsletter by texting HOTEL to 66866. Thanks to Unifocus for supporting this series. Unifocus, technology that drives value. Visit Unifocus.com.

Graduate has lived inside Hilton for a year and a half now, and the brand is growing without losing the personality that made it work in the first place. For #NoVacancyNews, I talked with Parker Henderson, the brand head for Graduate, at the Hunter Conference about what Hilton distribution changes, what owners should know, and how Graduate makes development easier with plug-and-play F&B concepts. 🏨 Parker says the 35 Graduate hotels thrive inside Hilton while keeping the brand's "unapologetically unique" DNA 🎓 He calls out Hilton Honors demand, especially on redemption stays during football weekends and graduation move-ins 📈 He shares the development picture: signed deals plus about 60 opportunities in different stages ☕ He breaks down Poindexter, the barista-led café concept (breakfast only or all-day), with recipes, menus, and bar program tools 🍻 He introduces two more owner-ready concepts: Double Major (social bar-led dining) and Debate Club (more refined) 🧭 He ties the whole brand back to walkable university markets with built-in annual demand rhythms Thanks to Actabl for supporting this episode. Actabl gives you the power to profit. Visit Actabl.com. Graduate has lived inside Hilton for a year and a half now, and the brand is growing without losing the personality that made it work in the first place. For #NoVacancyNews, I talked with Parker Henderson, the brand head for Graduate, at the Hunter Conference about what Hilton distribution changes, what owners should know, and how Graduate makes development easier with plug-and-play F&B concepts. 🏨 Parker says the 35 Graduate hotels thrive inside Hilton while keeping the brand's "unapologetically unique" DNA 🎓 He calls out Hilton Honors demand, especially on redemption stays during football weekends and graduation move-ins 📈 He shares the development picture: signed deals plus about 60 opportunities in different stages ☕ He breaks down Poindexter, the barista-led café concept (breakfast only or all-day), with recipes, menus, and bar program tools 🍻 He introduces two more owner-ready concepts: Double Major (social bar-led dining) and Debate Club (more refined) 🧭 He ties the whole brand back to walkable university markets with built-in annual demand rhythms Thanks to Actabl for supporting this episode. Actabl gives you the power to profit. Visit Actabl.com.

While I was at the Hunter Conference, I talked with Greg O'Stean, Chief Development Officer, Hotel Equities about what makes a real owner–operator match—and what operators have to prove in this market. hashtag#NoVacancyNews 🤝 Greg frames his job as matchmaking: align the right owners with the right operator, and only take deals that add real value 🌪️ He calls out the new normal: you can't pull a manual off the shelf and solve today's problems 🧠 He says every hotel rises or falls on property leadership—especially a GM with an entrepreneurial mindset 🛎️ We get into the real definition of empowerment: employees making decisions without fear of getting crushed for it 🍦 He uses the Disney example: solve the guest problem in the moment—don't "ask permission" your way into a bad experience 🏨 He contrasts culture in real life: at this year's host hotel, staff checked in repeatedly on setup, temperature, and tech—basic care that changes everything Want the weekly roundup of news, videos, and what you might've missed? Text HOTEL to 66866.

The latest Hotel Business Hot Topics session, "Rethinking Hotel F&B: Smarter Strategies for Profit, Community and Stability," in partnership with Entegra, featured an insightful discussion between moderator Glenn Haussman, founder/host, No Vacancy Live podcast, and a panel of industry leaders on how hotels are controlling costs, optimizing procurement and transforming food and beverage into a core revenue driver while creating experiences that resonate with today's guests and local communities.   You'll hear insights from Glenn Haussman (moderator) alongside leaders from Crestline Hotels & Resorts, Davidson Hospitality Group, GF Hotels & Resorts and our Head of Culinary, Lynn Hay.

Glenn freezes, Suzanne can't hear anyone, and Craig somehow turns Milk Duds into a conspiracy theory. That's a normal Friday. For #NoVacancyNews, Friday Night Audit rolls into Episode 205 with Craig Sullivan, Dr. Producer Suzanne, and guest Stephanie Hills (and yes… even her name comes with a plot twist). 🍸 Stephanie Hills joins us for cocktails and immediately makes everything funnier, including her "keep it confusing" name history 🍹 Suzanne brings the conference chaos from Tampa and runs a live taste test of three student-created cocktails (Certified Lover Girl gets the spotlight) 🍬 Craig interrogates the "30% less fat" Milk Duds claim like he's building a legal case 🧊 Glenn declares himself "fine," sounds sick anyway, and freezes often enough to turn it into a drinking game 🍷 Stephanie tells the ultimate late-night conference story: when you should have left, but didn't—and it ends with tears and red wine 🏆 We push the Pet Peeves Sweet 16 forward, argue about thermostats, shower controls, lamp switches, and all the little hotel annoyances that ruin your day