This article originally appeared in Hotel Management Digital

“Our automated plants are highly efficient and quality focused. This helps mitigate incremental cost increases for our clients. Due to the strength and reach of our manufacturing network, we have a tremendous focus on optimizing transportation costs. We operate largely as geographically ‘local,’ which is a huge advantage to our clients.”

1. What was the biggest challenge to your business in 2019 and how did you overcome it?

Construction delays and hotel financing have been critical issues impacting our delivery and service to hotel clients this year. To effectively address these issues, we’ve put additional focus and effort around the frequency and content of our team’s communications to our hotel clients to mitigate many challenges.

2. What trends from 2019 will continue to resonate in 2020 and beyond?

Guest wellness continues to be a hot trend in the hospitality industry—and sleep is certainly a big factor in that equation. Looking ahead, there is a clear horizon for continued pipeline growth in our segments. In addition, the renovation cycle for many brands will become a significant opportunity in the coming year.

3. In discussions with buyers, what are the top three visions they want you to execute around, e.g., authenticity, residential, retro, cutting edge, streamlined?

Hotel brands work with us to create brand-defining guest sleep experiences that are unique and special. They want innovative, yet accessible, components that deliver exceptional guest comfort. The durability and performance of our products is also vital to their return on investment, as is the ease of maintenance of our products for hotel staff.

4. Have brands become more or less prescriptive with PIPs and what has the impact been?

Brands are demanding increased consistency in the successful delivery of the brand image for their specific hotels to drive increased guest satisfaction and loyalty. Standard room designs and consistent, inviting public spaces are now more than ever being strictly mandated by hotel brands.

5. With costs and supply-chain issues mounting, what tactics will you take in 2020 to operate more efficiently?

As the largest supplier of hotel bedding in North America, we leverage our supply chain “spend” to consistently hold costs. Our automated plants are highly efficient and quality-focused. This helps mitigate incremental cost increases for our clients. Due to the strength and reach of our manufacturing network, we have a tremendous focus on optimizing transportation costs. We operate largely as geographically “local,” which is a huge advantage to our clients.