Del Ross is a longtime industry expert, innovator, and leader who currently serves as Senior Advisor with McKinsey & Company, the top global strategy consulting firm. Before that, he led sales and marketing for IHG in the Americas, delivering $12 billion dollars in annual revenue for IHG worldwide - drawing from his earlier experiences at IHG leading e-commerce and distribution. On top of that, he's investing in hotels personally now, so he understands the industry from so many perspectives.

From all of this experience, one opportunity for hoteliers stands out above all others: fighting shrinking profit margins with something called "attribute-based selling."

In this episode, Del explains how we got to where we are today and what the path forward to healthier profit margins can look like.

• Read Del's article, "Shrinking Profit Margins May Make Us Stronger Than Ever"
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Music for this show is produced by Clay Bassford of Bespoke Sound: Music Identity Design for Hospitality Brands