Assignment

Read the following case study and answer the questions below.

Mr. Bradley Butler is the president and chief executive officer of Hockey Works, a Midwest manufacturing firm located in the downtown area of Anycity, Ohio. Meetings with several important guests are scheduled over the next few months.

One meeting involves a group of three potential investors from the West Coast. During their two-day stay, the investors will be touring the company's offices and plant as well as reviewing financial statements and business plans of Hockey Works. Mr. Butler hopes to impress this group with the efficiency and businesslike atmosphere of the company.

A meeting is also planned for the company's seven regional sales representatives. Mr. Butler intends to use their three-day stay as a reward for last year's success and to familiarize them with a new product line.

The third meeting is with three international sales representatives. During their five-day stay, they will be introduced to the company's complete product line. Mr. Butler also plans to work with these sales representatives in analyzing the competition and developing an international marketing strategy.

Three Anycity hotels have consistently promoted their facilities to Hockey Works:

• The Broadstreet is a 300-room, independent luxury hotel located in the heart of the downtown business and shopping district. The hotel offers world-class service and provides ample meeting and banquet facilities, a nationally recognized upscale dining room, a plush lounge with nightly entertainment, and an indoor swimming pool with an adjacent exercise room. The Broadstreet offers extensive concierge services and provides complimentary shuttle service to the airport.

• The Home Fires is a 75-room, chain-affiliated suite hotel located in a nearby suburb that is 30 minutes from the downtown business and shopping district. While the hotel has limited meeting room facilities, the spacious parlor rooms enable many guests to conduct small meetings in their suites. The suites also contain a compact kitchenette with refrigerator and in-room beverage service. The only food service offered by the Home Fires is a complimentary breakfast buffet. Each evening, guests are invited to a social hour, during which the hotel provides two complimentary drinks. The hotel has a small outdoor pool and provides guests with maps of local jogging trails.

• Flights Landing is a 500-room, chain-affiliated airport hotel that is one hour from the downtown business and shopping district. The hotel offers extensive meeting room facilities and state-of-the-art audiovisual equipment. Flights Landing also operates a business center for guests, offering fax capability, secretarial services, and computer resources. Food and beverage outlets include a 24-hour coffee shop, a restaurant and lounge, and limited room service.

Discussion Questions

1. Given the information in the case, list the needs and expectations that Mr. Butler and his groups may have in relation to hotel accommodations.

3. Identify the facilities and services that representatives from each hotel might stress when attempting to convince Mr. Butler that their hotel can meet the needs of all three groups.

3 . Which hotel would you select for each group?