Paula Ebling, owner of Paula Ebling Procurement, is set to attend Hotec Operations, an annual conference presented by Questex, the parent company of Hotel Management. At the conference—scheduled this year for June 11-14 at the PGA National Resort in Palm Beach Gardens, Fla.—buyers meet one-on-one with hospitality-focused suppliers to learn about new products and services and to keep up to date on emerging trends.
Ahead of the event, Ebling discussed procurement, emerging trends and how hoteliers and their partners can work together to drive revenue and improve the guest experience.
Ebling launched her procurement company in 2022 after working at DreamCatcher Hotels for more than eight years. In that capacity, she focused on the upper end of the chain scale. When she began working for herself, she was able to expand her reach and work with everything from economy to upscale hotels, extended-stay and multifamily developments. She also began meeting with more vendors and suppliers than she had worked with in the past, learning what each could provide for her business.
Since forming her own company, Ebling has noticed a shift in what hotels provide for their guests—for example, opting for bulk dispensers of shampoo and conditioner instead of small bottles. Public spaces, including outdoor areas, are increasingly designed for both working and socializing, and more guests are traveling with pets. “A lot of hotels … are promoting pet-friendly accommodations, offering beds and allowing them in restaurants and even offering pet foods and supplies,” she said.
New demands for sustainability, wellness and technology also are changing what hotels need in order to operate. For example, low-flow showerheads can help hoteliers reduce their water usage—and save money at the same time. Technology like mobile keys and casting capabilities have gone from niche to normal.
“The greatest opportunity for me—or for any procurement agent—is always following trends,” Ebling said. As such, she said she is “always checking” the latest market research and finding what trends are on the horizon or are predicted to emerge in the next year. By keeping an eye on the trends, she said, she can keep herself “on point” with what her clients will need in the future.
Ebling also makes a point of trying every product she considers for a hotel, making sure that it would meet a guest’s expectations. “I have slept on so many pillows,” she said. “I have slept in so many sheets. I want to experience it because I'm not going to be a good procurement agent purchasing something … for them that I haven't experienced for myself.” By thinking through what a customer is experiencing, she said, “you start realizing [the] adjustments that you can make to make their experience better. … When a guest goes into the hotel, I'm making an impact somewhere in their experience—and I want it to be for the better.”
Attending one-on-one meeting events like Hotec Operations is helpful for procurement agents, Ebling said, because it lets her find suppliers who can introduce her to new products and trends she may not have known about. “I love to meet anyone I can, whether they're in the realm of what I'm seeking for a project or potential projects down the road,” she said. Stopping by a booth at a traditional trade show can certainly be useful, she added, but reps may not be available to talk or may need to cut a conversation short in order to talk with the next potential buyer. “We do so much over the phone, we do so much over emails … and that one-on-one contact is so important. You put faces with names. You really get a whole lot more information.”
Hotec Operations will take place June 11-14 at the PGA National Resort in Palm Beach Gardens, Fla. Applications are open for buyers and suppliers.