Hotels, resorts and restaurants are an excellent sales opportunity for painting contractors who understand the market and are acquainted with the wide range of products available to keep these properties looking good.
Understanding the market
According to statistics compiled by the American Hotel & Lodging Association and the Hotel Association of Canada, there are more than 59,000 hotels, resorts and other lodging properties in the U.S. and Canada. And there are nearly 700,000 restaurants in the two countries, according to a census conducted by the NPD Group, a New York-based market research firm.
Most hotels and many restaurants are part of a regional franchise chain with multiple units under management by a property management group. Painters seeking to tap into the hospitality maintenance painting market should speak with the local property manager to see which management group is responsible for the property.
From there, you’ll want to call on that management office to find out the full list of properties that they manage.
Ask the property manager for the opportunity to do their next painting project to show them your quality workmanship by giving you a paint job.
Generating repeat business
Once you are awarded a job, follow these four steps to ensure repeat business:
- Walk the job with your Sherwin-Williams rep to identify the surface prep needed and to write a paint specification tailored to that property.
- Show the specification to the property manager to demonstrate that your products have been specifically recommended by the paint manufacturer and are the best match for the project.
- If needed, your rep can have color scheme recommendations created.
- Once the first project is done, ask for another job. Also, ask for a reference to use in pursuing business with other hospitality property managers.
Keep in mind that hospitality properties often want the maintenance painting done in the off hours to avoid disrupting guests. Property managers also appreciate uniformed paint crews who erect temporary zip walls to keep work dust contained and in general strive to keep work areas clean and neat.
Story by Mike Starling, PPC Editor. Visit the Sherwin-Williams contractor website for more information on best practices and products for hospitality painting projects.