Originally published in Hotel
Management
There’s
one in every industry. The columnist everyone turns to first. The person
everyone has a story about. The individual whose mere name brings a smile to
someone’s face. In the hotel industry, it’s Howard Feiertag, and we’re lucky to
have him onboard as our “Sales Clinic” columnist. In fact, Howard is
celebrating his 30th anniversary with Hotel & Motel Management this year,
so we thought it would be an appropriate time to reflect on what his
contributions have meant to you.
“I’ve
worked with Howard on several column ideas, and it is always a pleasure. He has
a talent for finding a story, shaping it to a fine point targeted to his
reader’s interests and is a gracious and lovely human being besides. Happy
anniversary, Howard.”
Julie Squires, CEO, Softscribe
Julie Squires, CEO, Softscribe
“When I
think of Howard, I think of the word ‘iconic!’ When I first started in the
hospitality industry 20+ years ago, there were few resources available compared
to what we have access to today. Howard’s column represented a source of solid
fundamentals, how to’s as well as inspiration and encouragement in the world of
hotel sales. Many years later, I still find Howard’s wisdom and guidance
relevant and helpful. He truly understands what makes salespeople ‘tick’ and
the value they represent to a hotel and an organization. Cheers to Howard … a
man who truly has made a difference in the lives of so many people throughout
the years!”
Mary Beth Cutshall, director of business development, Hotel Equities
Mary Beth Cutshall, director of business development, Hotel Equities
“While
obtaining my M.S. from Virginia Tech in Hospitality and Tourism Management, I
took an undergrad sales class from Howard because everyone knows Howard is ‘The
Man’ when it comes to hospitality sales. Howard is a feisty and captivating
individual who loves his job. Howard knows how to make you fall in love with
this field, from the music heard blasting through the halls prior to class, to
the captivating lectures, hands-on experience and the genuine support from such
a stellar individual. We are lucky to have Howard as a faculty member and
scholar in this field.”
Lindsay C. Moss, graduate assistant, Virginia Tech Graduate School Student Services
Lindsay C. Moss, graduate assistant, Virginia Tech Graduate School Student Services
“Howard
Feiertag ... ummm, is there enough time? Let me say that I read every one of
his articles, then I pass them around to the rest of the sales-and-marketing
team, and then I save them.
I met Howard when I was just starting out. On his corporate visits to the property where I was then, he always had time, not just for the required visit to the sales office but to provide insight and whatever assistance/education/knowledge he could share. He’s been doing it ever since. Even when I don’t actually see him for years, Howard is always just a phone call away!
And you are right, he is truly ‘a genuinely nice fellow!’”
Lucille Yokell, director of sales & marketing, Wellington Hotel
I met Howard when I was just starting out. On his corporate visits to the property where I was then, he always had time, not just for the required visit to the sales office but to provide insight and whatever assistance/education/knowledge he could share. He’s been doing it ever since. Even when I don’t actually see him for years, Howard is always just a phone call away!
And you are right, he is truly ‘a genuinely nice fellow!’”
Lucille Yokell, director of sales & marketing, Wellington Hotel
“I have
enjoyed his column for many years, and I have learned from it. Howard sticks to
the basics and his many years of experience have allowed his ‘Sales Clinic’ to
become a ‘true North’ for many sales leaders.
I also agree with your statement about Howard being a genuinely nice fellow. I have had the pleasure of meeting Howard during my days as a member of the Hotel Advisory Committee at Virginia Tech, and he has always been an inspiration to me.
Now I just hope that Howard will continue to contribute to the Hotel & Motel Management publication for many years to come. I always look forward to receiving your excellent magazine.”
Gunter L. Muller, resort manager, WorldMark by Wyndham
I also agree with your statement about Howard being a genuinely nice fellow. I have had the pleasure of meeting Howard during my days as a member of the Hotel Advisory Committee at Virginia Tech, and he has always been an inspiration to me.
Now I just hope that Howard will continue to contribute to the Hotel & Motel Management publication for many years to come. I always look forward to receiving your excellent magazine.”
Gunter L. Muller, resort manager, WorldMark by Wyndham
“I
attended Virginia Tech as a Hospitality & Tourism Management major from
1996-2000 and have been working in the hospitality industry since I graduated.
Howard was by far my favorite professor and the most memorable. He gave
everyone the confidence and real-life experience through his classes and
assignments to prepare us all for that was in store for us. I love reading his
articles in the magazine; that’s the first thing I turn to in every issue. When
I read it, it takes me back to my college days. To this day, Howard still
remembers me personally, and I had the pleasure of having breakfast with him
while he was in Las Vegas a few months ago. It says a lot about a professor
when he keeps in touch with former students, not to mention remembering them
personally. He definitely had the greatest impact on me and others throughout
my time at Virginia Tech.”
Stephanie Gasparo, convention services manager, Renaissance Las Vegas Hotel
Stephanie Gasparo, convention services manager, Renaissance Las Vegas Hotel
“I have
known Howard for many more years than the three decades he has had his column
in H&MM. Both of us were with various hotel companies and we were both very
active with the Hospitality Sales & Marketing Association International.
Howard was already a teacher in those days, although it would be some time before
he moved into academia as a full-time faculty member in the Hospitality and
Tourism Management Department at Virginia Tech and as a columnist in H&MM.
When I learned of that decision, I told Howard that the students there were
lucky to have him. I knew he was a good teacher in those early days because I
learned a lot about hotel sales from him.
When Howard became a columnist for H&MM, I became a reader of each and every column that he wrote. I also tore out his column to share with others at whatever hotel company I was with at the time. And although I am now officially retired, I spend a lot of time mentoring college students in hotel programs and high school students in Academy of Hospitality & Tourism programs. In a way, Howard is right there with me because I have the current issue of H&MM with me to share with students. In addition to students, I also frequently share his column with young people already in the hotel industry. I remind them that technology may well have changed much of the way we do business but that Howard still has the basics that are as vital today as they ever were.
In 1992, Howard Feiertag was inducted into the HSMAI Hall of Fame for his active involvement in sales-and-marketing education. His H&MM ‘Sales Clinic’ column played a significant role in his receiving that honor.”
Neil W. Ostergren, CHME
When Howard became a columnist for H&MM, I became a reader of each and every column that he wrote. I also tore out his column to share with others at whatever hotel company I was with at the time. And although I am now officially retired, I spend a lot of time mentoring college students in hotel programs and high school students in Academy of Hospitality & Tourism programs. In a way, Howard is right there with me because I have the current issue of H&MM with me to share with students. In addition to students, I also frequently share his column with young people already in the hotel industry. I remind them that technology may well have changed much of the way we do business but that Howard still has the basics that are as vital today as they ever were.
In 1992, Howard Feiertag was inducted into the HSMAI Hall of Fame for his active involvement in sales-and-marketing education. His H&MM ‘Sales Clinic’ column played a significant role in his receiving that honor.”
Neil W. Ostergren, CHME
“I have
been fortunate to have called Howard a mentor and friend for more than 10
years. On two occasions, my wife and I have hosted Howard as an overnight guest
at our home, and we even joined him on one of his many memorable cruises.
Speaking of memorable, I will always respect Howard’s industry knowledge and willingness to mentor others like me, but it is his innate kindness that shines brightest from my vantage point. In a world where social graces have dissipated and manners are hard to find, Howard continues to be a true gentleman. Sure, he is ageless and famous and well traveled, and his thinking has affected hundreds, maybe thousands of impressionable hoteliers over the years, but who else do you know who is never too busy to answer a question, explain a philosophy, e-mail a form or to take your call? Who else returns calls or e-mails as promptly as Howard? I can’t think of a soul.
As a fledgling hospitality consultant on the early ‘90s, Howard helped shape my vision (and version) of what it takes to succeed in my new career path. And what separated him most in my mind was not his exceptional humor, and not his prompt follow-up, or even his incredible zest for life. Instead, it was his gentle nature, his willingness to help everyone … in short, his kindness. To help me out, he gave me some of his own ‘live’ inquiries (yes … I accepted) that allowed me to deliver sales seminars in Mexico, Central America and Argentina. How many among us would sacrifice significant revenue to help our fellow man or woman? Maybe these are just a few reasons why I’ve never heard anyone say a bad word about Mr. Feiertag. Thanks Howard for who you are.”
Ed Iannarella, president, Stonehenge Consulting Group
Speaking of memorable, I will always respect Howard’s industry knowledge and willingness to mentor others like me, but it is his innate kindness that shines brightest from my vantage point. In a world where social graces have dissipated and manners are hard to find, Howard continues to be a true gentleman. Sure, he is ageless and famous and well traveled, and his thinking has affected hundreds, maybe thousands of impressionable hoteliers over the years, but who else do you know who is never too busy to answer a question, explain a philosophy, e-mail a form or to take your call? Who else returns calls or e-mails as promptly as Howard? I can’t think of a soul.
As a fledgling hospitality consultant on the early ‘90s, Howard helped shape my vision (and version) of what it takes to succeed in my new career path. And what separated him most in my mind was not his exceptional humor, and not his prompt follow-up, or even his incredible zest for life. Instead, it was his gentle nature, his willingness to help everyone … in short, his kindness. To help me out, he gave me some of his own ‘live’ inquiries (yes … I accepted) that allowed me to deliver sales seminars in Mexico, Central America and Argentina. How many among us would sacrifice significant revenue to help our fellow man or woman? Maybe these are just a few reasons why I’ve never heard anyone say a bad word about Mr. Feiertag. Thanks Howard for who you are.”
Ed Iannarella, president, Stonehenge Consulting Group
“Let
me tell you of my experience with Howard Feiertag. It happened at a time when I
was stuck in a downtrodden hotel in the Midwest, going nowhere, my tenure
running out with a pending change in management. Anxious not to be left in the
cold without a job, I flooded my résumé throughout the hotel industry, hoping
to pick up a lifeline that would rescue me from my demise. This was early in my
career, about 25 years ago, and admittedly my experience level was minimal, and
the hotel industry growth was stagnant.
No one was beating down my door to get the chance to hire me on the spot. I was discouraged. Then, one day I received a call from one of the more influential individuals on my list of hundreds of possibilities. It was a well-known hotelier named Howard Feiertag. Unfortunately, Howard said, there were no positions available with the company at that time, but he would hold on to my ‘impressive’ résumé and contact me just as soon as something suitable became available. He assured me that I have the skills to succeed and that something will present itself soon. I was amazed and inspired that a figure as well known as he would take the time to make me feel so special. I used our short conversation as my motivation to continue, and his words rang true as I did indeed find an opportunity soon afterward.
I have read with interest his articles year after year, and have used them for every purpose from motivational thoughts for my sales staff to everyday reminders of the basics in solicitation business. They are always poignant and instructive, and when I mix that with my memory of his compassionate assistance years ago, I know it is not just the words that are meaningful—it’s what is between the lines that makes Howard Feiertag an icon of our industry.”
Jack Guy, VP of sales and marketing, Sheraton Sand Key Resort
No one was beating down my door to get the chance to hire me on the spot. I was discouraged. Then, one day I received a call from one of the more influential individuals on my list of hundreds of possibilities. It was a well-known hotelier named Howard Feiertag. Unfortunately, Howard said, there were no positions available with the company at that time, but he would hold on to my ‘impressive’ résumé and contact me just as soon as something suitable became available. He assured me that I have the skills to succeed and that something will present itself soon. I was amazed and inspired that a figure as well known as he would take the time to make me feel so special. I used our short conversation as my motivation to continue, and his words rang true as I did indeed find an opportunity soon afterward.
I have read with interest his articles year after year, and have used them for every purpose from motivational thoughts for my sales staff to everyday reminders of the basics in solicitation business. They are always poignant and instructive, and when I mix that with my memory of his compassionate assistance years ago, I know it is not just the words that are meaningful—it’s what is between the lines that makes Howard Feiertag an icon of our industry.”
Jack Guy, VP of sales and marketing, Sheraton Sand Key Resort
“I first
started reading Howard’s articles in the mid 1980s when I was working in hotel
sales and always found them both informative and motivating. When I decided to
start my first hotel industry training company in 1989, I wrote him a letter
asking for a meeting so I could seek out his advice. How surprised I was when
he phoned me the next day to immediately schedule a meeting. Despite that at
the time he was very busy as SVP of marketing for one of the largest hotel
management companies, he carved out two hours of his day to provide some
excellent advice for this young entrepreneur, later even giving me a referral
for a major new client. Seven years later, when I was a young writer wanting to
get published, he also helped me formulate a strategy to get my first articles
printed in H&MM in 1996.
In 2002, I was with Howard in Chicago when he received the “Lifetime Achievement Award” from the AH&LA. This was the time when I came to realize that I was only one of hundreds if not thousands of others he had helped along the way as, while escorting Howard through the trade show hall, he couldn’t walk more than 20 yards without person after person approaching him to thank him for some past favor he had long forgotten. In addition to his still brilliant mind for hotel marketing, I cannot think of a single hotelier with a bigger heart than Howard Feiertag.”
Doug Kennedy, H&MM columnist
In 2002, I was with Howard in Chicago when he received the “Lifetime Achievement Award” from the AH&LA. This was the time when I came to realize that I was only one of hundreds if not thousands of others he had helped along the way as, while escorting Howard through the trade show hall, he couldn’t walk more than 20 yards without person after person approaching him to thank him for some past favor he had long forgotten. In addition to his still brilliant mind for hotel marketing, I cannot think of a single hotelier with a bigger heart than Howard Feiertag.”
Doug Kennedy, H&MM columnist
“I have
had the good fortune to know Howard since the 1980s, when we would often present
workshops for clients of the Educational Institute of AH&LA. Over the
years, I came to describe him as ‘The Dean of Hotel Sales Training.’ This
accolade was included as a descriptor in my nomination of Howard for the 2001
Arthur Landstreet Award by the Educational Institute of the AH&LA, in honor
of his being recognized as having made a lasting impact on the quality of
education and training in the hospitality industry.
On a personal basis, I felt honored that Howard agreed to co-author a book with me on hotel sales, which resulted in ‘Lessons from the Field—A Common Sense Approach to Effective Hotel Sales.’
Over the years, we have become personal friends as well as professional colleagues. He is a gracious and caring professional and one of a kind.”
John J. Hogan, educator, hotelier, entrepreneur
On a personal basis, I felt honored that Howard agreed to co-author a book with me on hotel sales, which resulted in ‘Lessons from the Field—A Common Sense Approach to Effective Hotel Sales.’
Over the years, we have become personal friends as well as professional colleagues. He is a gracious and caring professional and one of a kind.”
John J. Hogan, educator, hotelier, entrepreneur
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