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Fight Shrinking Profit Margins with "Attribute-Based Selling" - Del Ross, McKinsey & Company
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…
The skinny
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