Inn Consultants and Brokers Since 1993

Rick Wolf and Peter Scherman (that’s Rick on the left and Peter on the right) are both experienced speakers who have presented on a range of innkeeping related topics at the state, regional, and national level. They gather and analyze research for the Innkeeping industry and welcome the opportunity to share it with others. Contact Us

The B&B Team
 

Author Archive

V is also for VALUE-with a Bed & Breakfast

September 3rd, 2012 by Scott Bushnell

Mark Orwoll, International Editor of Travel + Leisure was interviewed this morning by CBS Morning Show who spoke to the hidden fees that surprise hotel travelers…and often cause that debate with the hotel front clerk that is uncomfortable for the guest and annoying for the clerk.

The Negotiator…”offer a lower price, you mamby-pamby!”

According to Mr. Orwoll, and due to the economy slump starting about 4 years ago, hotels started adding these fees to supplement the deep discounting they have had to do to keep their shares of the traveling market.  Such marketing efforts as Expedia, Priceline, and Hotels.com were reducing room revenues so the hotels resorted to other “hidden” fees to maintain overall revenues such as:

  • Internet fees (as much as $10-$20 per day)
  • Resort fees (what the heck is that?  Why should I pay for the spa and golf course if I am not going to use it?)
  • Mandatory valet fees (Can’t I park my own car and save the $20 per day?)

And we already know that the restaurants and gift shops in a hotel are not a bargain.

Bed & Breakfasts offer the full VALUE of free parking, free we-fi, free gourmet breakfast, newspapers, snacks and drinks, often wine and cheese gatherings, concierge services beyond the expectation in addition to striking up that personal relationship that is so important to the guest.

The lesson here for B&B’s?  Be sure these extras (all a part of the full guest experience) are on your website, on your marketing materials, and your reservation confirmations.  B&B’s have been offering such VALUE for decades and will continue to do so.  So let’s all be sure to take advantage of letting the traveling public know that the full guest experience is also at the best VALUE.  Scott

Take the Fear Out of Learning Innkeeping

May 7th, 2012 by Scott Bushnell

The Class of 2012, Bloomsburg, Pennsylvania, graduated from the “Better Way to Learn Innkeeping” aspiring innkeeping workshop yesterday.  Held at The Inn at Turkey Hill, six attendees spent 3 days at this seminar designed to help those with the innkeeping dream to investigate the path to inn ownership which is often laden with speed bumps, roadblocks and u-turns.

Class of 2012-Bloomsburg, PA

A different mix of attendees, however.  Two of the couples already own the property for their inn (one was purchased recently with the purpose of conversion to an inn and the other couple intend to turn their existing home into an inn).  A third couple were the more traditional attendees who intend to purchase an existing inn.

Because of this different mix which included folks about ready to open their inns, we adapted the typical agenda to also include a more intensive focus on the operations and marketing aspects…info these innkeepers will be using soon.

A thanks to Andrew Pruden, owner and innkeeper at The Inn and the great staff for their service and welcome.  If you get a chance to visit Bloomsburg, the recently opened Pub and Grille was fabulous and their  micro-brews and menu were a welcome Friday night treat.

Lots of laughs…lots of strong interaction…and lots of appreciated feedback on the effectiveness of the workshop.  But one attendee made a comment that I am still thinking about a few days later.  “I’m not afraid anymore, Scott”.  I think this just became another goal of these workshops for me.    Scott

 

 

K is for the 5 Keys to a Strong Business at your Bed and Breakfast

February 28th, 2012 by Scott Bushnell

Marilyn and I had the good fortune this past weekend to work with 9 excited aspiring innkeepers at our A Better Way to Learn InnkeepingTM  seminar held at the Wayside Inn B&B in Ellicott City, Maryland.  What a great group!  We laughed and networked with Bill and Charlotte Schmickle of the Flag House in Annapolis but the real focus was on the KEYS to a strong business at your inn.

  1. Location, Location, Location
  2. Understanding WHO will be coming to your inn
  3. Wrapping your inn AROUND those guests
  4. Think Sunday-Thursday
  5. Being the Best

Each of these Keys can be put on a continuum numbered, say, from 1-10 with 10 being the strongest.  Let’s look at each one:

  1. Location, Location, Location:  This has been the buzzword for any real estate purchase but for a Bed & Breakfast EACH word has a separate meaning:  The first definition is the Macro-location…is the inn located near major metropolitan areas from which to pull guests?  The more population close at hand (gas is getting more expensive!), the higher on the continuum the rating.  For the Wayside Inn, being located nicely in the Baltimore-DC corridor, this inn ranks high on this Location…perhaps a 9.  The second definition of Location includes the area attractions in that region which will draw guests to the area.  And the broader the diversity of attractions (historical, antiquing, entertainment, soft adventures, etc.), the higher the likelihood of drawing folks out of the nearby metropolitan populations.  The third definition of Location is the Inn itself…its attractive location in the town, its curb appeal and its accessibility.
  2. The second KEY is identifying the guests who will be coming to those area attractions…and what their needs would be.  If the attraction is an amusement park or college, children will be coming.  If there are businesses in the area, corporate travelers have particular needs as well.
  3. Wrapping your Inn around those guests’ needs is the next KEY.  Room features, amenities and services must satisfy the needs of those identified guests.  Business travelers need desks, Wi-Fi, multiple outlets, a forgiving cancellation policy, early breakfasts, and NO advanced deposits.
  4. The fourth KEY can often be a difficult one…Thinking Sunday through Thursday.  Any inn can fill up on the weekend, but that is only 28% of the week…an occupancy not high enough to pay all the bills.  Marketing to corporate guests, elder-travelers, quilting and scrap booking groups, or offering discounts to weekenders to encourage them to stay an extra day or two becomes a high priority targeted activity.
  5. Being the Best.  This KEY is what will keep your parking lot full while the inn across the street wonders how you do it.  Investigate what the competition is doing (and NOT doing!) and Beat Them!  Have the best breakfast in town, offer a welcoming warmth that guests enjoy, and make their experience complete.

This dynamic group of aspiring innkeepers heard this important message and are currently defining the profiles of the inns that are RIGHT for them.  Congratulations to all of them as they continue their journey into the world of inn ownership!      Scott

 

T is for Trust…Especially Between an Inn Seller and Buyer

January 11th, 2012 by Scott Bushnell

Just yesterday I received a call from an innkeeper with whom I have had a relationship who was considering selling his inn, a 7 room bed and breakfast inn in a nearby state.  Just what we do!  Thanks for the call!   We opened up a dialog about the inn, its size, its location, discussed the process, and then I suggested he send me a copy of his 2010 and 2011 financials.  You would have thought I was asking for his FBC (first born child).  “I just will not get into the hassles of trying to explain my financials and business with ANYBODY.  Just sell my inn!”  He was adamant and fixed in his stubbornness.

My antennae went up like a dog’s ears at suppertime.  After failing to convince him that this is an important step to understanding the revenue and net operating income of the inn (to help establish its value), we closed our conversation that perhaps the best way to sell his property is as a residence through the local MLS system since a buyer would never be able to get a commercial loan on that property without the bank seeing the financials.  He was satisfied with that…I guess.

But the point is trust.  I lost trust with him.  Was he cheating the IRS and did not want to let anybody discover it?  Were his numbers so poor that I would be trying to sell his inn only on its potential?  Does he even have records?  All kinds of distrustful thoughts went through my head.  I hope all them are wrong.  If a seller, perhaps even unwittingly, withholds information from a buyer, trust is jeopardized, and with the limited number of buyers and the huge inventory of inns for sale, buyers will look elsewhere.  Building Buyer/Seller trust is critical.  So how is it done?

Like a good Boy Scout…Be Prepared!

  • Having complete and accurate records (including taxes…they will be scrutinized during a buyer’s due diligence period)
  • Track occupancy by month from year to year.  A buyer wants to see the seasonal nature of the inn (especially to understand what happens in the slow season).
  • Have a complete Inclusion/Exclusion list of the furniture and fixtures will transfer with the property and what will go with the sellers.
  • For a smaller inn, have a property condition disclosure (available from any real estate agent) prepared.  This is required in many states anyway.
  • For larger inns, consider a Seller’s Inspection completed BEFORE a buyer’s inspector finds any defects (and they WILL find the problems!),  This inspection demonstrates full disclosure of the condition of the inn, provides a report accuracy defense in the event the buyer’s inspector overinflates the seriousness of a deficiency, and leads to a corrective plan to defuse emotions and begin negotiations.
  • Keep your gift certificate log current
  • Open and honest conversations about marketing, buyer’s opportunities, and full disclosure.

When Marilyn and I were looking for our inn long ago (the Dead Sea was only sick back then), the owner of one of our candidate inns pulled me aside and said “Don’t worry about the numbers, Scott.  I put two kids through college on this inn!”.  We left never to return.  If he was willing to cheat the IRS, he was willing to cheat us.

Innkeepers…think about the “surprises” that made YOU angry when you bought your inn.  We’ve all been there.  Think like the buyer of your inn.  What roadblocks can be removed now to build Trust and not jeopardize the chances of a timely and financially rewarding transfer.

Anybody have any trust surprises when you bought your inn?  We would love to hear about them and what could have been done differently.   Scott

Is Living Social or Groupon Confusing Your Performance Indicators?

July 27th, 2011 by Scott Bushnell

Countless inns are participating in the Living Social and Groupon craze (not sure if I should use the word “fad” there, which implies a short-term shelf life) and, as seen in previous postings from Janet and me, there are a number of “rules of thumb” that can make participation worthwhile.

One thing that is happening, however, is the monstrous effects it has on Occupancy and Average Daily Rate (ADR) calculations…typical discussion mileposts among innkeepers concerning the strength of their businesses.  The voucher bookings send occupancy soaring but the revenue margin on each voucher is miniscule compared to the “normal” operating rates.  Consider this example from this 10 room inn in Pennsylvania:

2010 revenues were about $156,000 and occupancy was 31.7%.  They sold 1156 rooms in 2010 giving them an annual ADR of $135.  Like many inns, they are seasonally slow in January-May and participated in a coupon drop with a net income per coupon (after discount to purchaser and the company) of $47.25.  They sold 413 coupons for a windfall check of almost $20,000…nice bucks in the slow season.

Using their 2010 performance, with these additional 413 room-nights sold, their occupancy for the year LEAPED from 31.7% to 43%!  But because their revenue for the additional 413 rooms was so low, their ADR fell from $135 to $112.

With these indicators was the coupon drop worth it?

Don’t know yet.  The hotels have been using RevPar as their measuring indicator forever.  RevPar is the Revenue per Available Room and is calculated by dividing the total room revenue by the number of rooms in the facility times 365 (days per year).  This combines the Occupancy level and the ADR into one number and makes comparisons so much simpler.

In our guinea pig inn above, the RevPar for 2010 prior to the coupon drop impact was $42.76.  With the addition of 413 room nights at $47.25 each, RevPar increased to $48.10.  This makes an easy correlation when comparing performance indicators from year to year or from inn to inn.

So was the coupon drop worth it?

Some of you just now said, Yes!   (I heard you!) but I am not sure you are right.  RevPar does NOT take into account your expenses and the ultimate impact on Net Operating Income…the REAL driver of the strength of your business.  If the inn’s expenses for the coupon drop are above $47.25 (the revenue received for each one) …their NOI dropped unfavorably.  And, as you have seen in previous postings, an inn’s variable costs (for housekeeping labor, those little soaps, laundry, breakfast, etc.) can easily be $30 or more.

RevPar needs to become the measurement of choice in the B&B industry to replace Occupancy and ADR.  It’ll take a generation or two to evolve, but with the current discounting crazes that will, most likely, become routine marketing tools (thus throwing the traditional indicators into a roller-coaster tizzy), RevPar is the only one that makes sense when comparing performance from year to year or from inn to inn.      Scott

What’s All this Stuff about Living Social and Groupon?

April 28th, 2011 by Scott Bushnell

A little more info to add to Jan’s post of April 6th.

It used to be the mantra in the B&B industry to NEVER discount your rooms.  You cheapen your image and could set lower price expectations for the traveling public for their next trip to your inn.  Well William Shatner in his TV ads and a multitude of Price Lowering websites and alternatives have already changed those expectations…so get over it.

Here are a few Mid-Atlantic stories that counter the old school discounting taboo:

A Full Service Inn in New Jersey, through Living Social Escapes, sold 225 vouchers offering two options to purchasers…a one night stay (voucher price $230) or two night stay ($380)including dinner, breakfast, champagne, chocolates, 2 martinis at the bar and 2 tickets to a regional attraction.

Another upscale B&B in Maryland sold 86 coupons through Groupon for one night, flowers and chocolates for a voucher price of $155, and a larger inn in Maryland, using Living Social Escapes,  is offering two nights, wine and chocolates for $157 (weekends) and $117 (weekdays) and sold 632 at last count.  They make their money on upselling spa services and gift baskets with each voucher at a 20% discount from usual pricing.

A fourth, very upscale inn in Baltimore sold 550 Groupons at $99 for a room with a value up to $250!

The two largest companies, Living Social and Groupon, offer coupons to their memberships at deep discounts…often 50% or more.  They do mass marketing through their email membership databases usually targeted in a particular region or city.  Retailers and service providers have seen phenomenal traffic from the vouchers sold to these members.

Living Social has an “Escapes” section on their site specifically attractive to their travel membership.  Often, this is the section in which an inn can participate.

Here’s the general process:  A retail or service provider signs a deal with the service for a particular product or service having an identified value.  A discount to the purchaser is provided (50% off is usually the minimum…but negotiable with the company), and the coupon “drop” is targeted for a specific market.  The company sells the voucher, subtracts a commission (often 30%+ depending on the voucher price), and sends a net proceeds check each month to compensate the business.

Sound scary to try it?  Here are a few VERY IMPORTANT considerations when planning such a coupon drop:

  • Understand your variable costs.  Your fixed costs are those bills that you have to pay anyway…whether there is a guest in the house or not…such as the electric, real estate taxes, insurances and cable TV bills.  Variable costs are the extra costs when you have a guest, including:
    –  Food costs (take your annual food costs and divide by the number of room-nights sold…should be about $8 or $9).
    –  Laundry (use about $4 per room)
    –  Room amenities (shampoos, soaps, munchies, etc….perhaps $3?)
    –  Housekeeping labor and the withholding associated with wages (probably in the $10-$12 range)
    –  We won’t count the little bit of extra utilities a guest will use.
    –  Add a buck or two for the office supplies (confirmation letters, postage), wear and tear on the linens, etc.

This Variable Cost adds up to about $25-$30 for the first room-night…about $15 more for a second night’s stay.

  • Take the rack rates for the rooms you wish to dedicate to this effort…say it’s $160.  Divide that by two to figure in the 50% discount to the purchaser.  That leaves $80 price for the voucher in our example.
  • You can expect to pay at least 30% commission to the company.  They will also, most likely, charge you the credit card fee they have to pay (let’s say 2.5%).  That leaves $54 which is sent to you for each voucher sold.

    Then compare the proceeds you will receive with the Variable Costs you will incur…Worth it?

That is why inns are upselling other packages and services with their offer.  It increases the value of the voucher and ultimately the check received at a rate greater than the costs associated with the package.  But you must understand your costs.

On the good side of such an effort:

  • You can dedicate a time frame within which the voucher must be used.  Aim those dates to the holes in your schedules including the slow season and mid-week.  Stay away from the weekends and busy season when you will sell your rooms at your usual rates anyway.  You can put those restrictions on the voucher.
  • You can limit how many you sell so that you don’t have the risk of overselling for the time frame and angering guests.
  • Experience is showing a large number of younger couples taking advantage of the deals.  This is the NEXT generation of inn visitor…a valuable asset to the industry.
  • You will build your database with email addresses for future marketing efforts.
  • You can “hook ’em” with your hospitality so that they become repeat guests.
  • It seems about 20% of the vouchers will never be redeemed.  This is free income to you, but don’t budget it.

A few watch-outs from those who have used these programs:

  • The demographics of the visitors may not be your what you are used to.  They can be “cheapskates” (as one innkeeper put it), asking for other discounts and taking advantage of the free goodies you have around the inn.
  • “Sit by the phone” when the coupon drops…you will be swamped all at once.  One inn had a list of 60 callback names and numbers to get back to because the calls came in like a tsunami.
  • You will get calls from people trying to buy the deal after the vouchers sell out.  They saw it online and feel they have the right to book it directly with you.
  • The voucher holders tend to book early (as soon as they buy it) or late (just before they expire).  Be prepared with rooms for the procrastinators.

For those start-up inns or inns with very slow months of the year…I think it’s a valuable tool for cash flow.  Any other inns out there doing it?  Would love to hear your comments.    Scott

Greetings from the Mid-Atlantic Innkeepers Conference

March 8th, 2011 by Scott Bushnell

Peter Scherman and Lynne Griffin

Hello, All;

We are partway through the Mid-Atlantic Innkeeping Conference in Lancaster, PA.  Nice trade show with about 45 vendors, several meaty general sessions and over 30 timely workshops dealing with the latest marketing trends, local and fresh food ideas, and topics of broad interests for all innkeepers.  The organizing group of innkeepers, most from right here in Pennsylvania, did a GREAT job of putting together this necessary and interesting innkeeping event.  Thanks!

Thought I would pass on a few photos with some of the interesting topics and networking connections that are so important in this industry.  Above, Peter and Lynne from the Australian Walkabout Inn, a 5 room inn right here in the Lancaster area, and one of the voluteer orgainizer team members, discuss one of the services of The B&B Team.  To be fair to the 45 vendors and their comments, the one-on-one face time was a bit limited with the packed agenda of the conference but there were a few short periods of time where the innkeepers had the opportunity to try to visit them all.

Innkeeper's Advantage Booth

At the Innkeeper’s Advantage booth,  an integrated online reservation, blogging and guest management software 2009 newcomer, Felix and Cindi Bachman demonstrate the advantages to innkeepers who are seeking a strong, guest friendly, applications to help manage the diverse needs of inn operations. 

One of the innkeeper-useful and interesting workshops presented on Monday was by Carol Rizzolli, owner with her husband Hugo of the Royal Oak House in Royal Oak, Maryland.  Carol authored the novel “The House at Royal Oak”, the story of their adventures from run down wreck of a

Carol Rizzoli at the Publications Workshop

house (with potential!) to their active and ideally located 3 room inn on the active and tourist-rich Chesapeake region of Maryland’s Eastern Shore.  How many of us innkeepers have had the desire to log and publish our stories and memories of our innkeeping careers?  Carol shared the Do’s and Don’ts of her experience leading to the successful launch of her work and advice to innkeepers interested in effective press releases, cookbooks or memoirs.

Time to head back to the Trade Show floor…talk to you again soon!    Scott

An Innkeeping Conference to Remember

January 14th, 2011 by Scott Bushnell

It’s early Friday morning and the PAII Innkeeping Conference and Trade Show just ended with a spectacular finale.  The Better Way to Stay effort raised about $100,000 from donations, a silent auction, raffle, auction of two vacations, and three year commitments from a number of sources including The B&B Team®.  The target of this creative new marketing program is to create new awareness for the American traveler.  When TripAdvisor polled a number of potential travelers as to why they do not book at a B&B, the typical answer was “We didn’t even think of it as an alternative”.  With creative, funny, and “edgy” (as Jay Karen put it) promotional features, this effort will change that traveler perspective.  And the hundreds of innkeepers and vendors at this conference BELIEVE it and recognize the VALUE to the B&B industry.  Thanks to all who contributed and for having the vision of what a remarkable and effective marketing effort this will be for the industry.

Here are a few highlights and photos from the conference. 

The B&B Team® sponsored the Aspiring Innkeeper Seminar to continue to develop that next generation of innkeepers.  Here Marilyn Bushnell of The B&B Team®,  Bushnell & Bushnell Services (right), leads one of the roundtable discussions about Staffing the Inn.  Peter Scherman, Rick and Jan Wolf, and I all had key parts in the session.  We had a total of 18 aspiring innkeepers…a bit disappointing over some of the numbers we have had in the past…but a group filled with enthusiasm and a real commitment to realize their dreams of inn ownership.

The Secrets of Packaging Success, Simplified, was a popular session presented by The B&B Team® and Joe Veneto, The Opportunity Guy, as innkeepers learned to differentiate their packaging offerings to gain competitive advantage in their marketing region.  Filled with classroom activities and hands on exercises, a trademark of the Joe Veneto style, the attendees left the workshop with an actionable plan to improve the sustainable results of their businesses.

Creative packaging with area attracti0ns, marketed effectively on your website and other media outlets, can increase the length of a guest’s stay…but more importantly…fulfills the total guest experience and links that memorable stay with YOUR inn.  That is a key to generating repeat guests.

The trade show at the conference was a success as well as scores of vendors displayed their products and services useful to innkeepers.  Large periods of time during the conference allowed in depth discussions and discoveries, including one-on-one intensive for website planning, visits with the vendors of bedding, vacuums, pottery and artwork, and photography.  Everything from A to Z!  The trade show was a hit with the innkeepers as they sought out those products and services useful to their success.

Overall…by far one of the BEST conferences ever.  If you were able to attend, please let us know your favorite or most useful learnings at the conference.  If you were unable to attend, the 2012 conference will be in Little Rock, Arkansas, next January.  You don’t want to miss out!

Marilyn and I had the privilege and opportunity to serve on the conference staff again this year and look forward to serving the industry again next January.

Scott

The Battle of the Bulge and Innkeeping

December 16th, 2010 by Scott Bushnell

I don’t mean that spare tire around my waist!  It was 66 years ago today,December 16, 1944,  that the German offensive into the Ardennes Forest of Belgium and Luxembourg, to recapture Antwerp, was repelled by American and British forces.     

I had the opportunity to visit the reunion of the Veterans of The Battle of the Bulge, South New Jersey Chapter,  at

Capt. Bill Kelly and Cmdr. Mike Senecal (USCG Training Facility) and Ed Steinberg and Marty Walker (veteran of the Battle of the Bulge)

the Carroll Villa Hotel in Cape May, NJ.  Mark Kulkowitz, owner and operator of the inn, invites the veterans…all of them pushing 90, to share their stories and to meet and greet family and friends of these soldiers of the Greatest Generation.

Combat soldiers do not talk much about their combat experiences…emotionally charged and often with memories of lost friends and misery.  But the South Jersey chapter has taken on the mission of visiting school children and museums to share their stories.  As Gus Epple, Chapter president put it, “If you don’t tell your story…who will?”

That comment stuck with me… “If you don’t tell your story…who will?”

As Peter Scherman stated in the last blog posting, “Voila! It’s all about perspective and the choice of words”.  If you don’t tell your story…who will?  Many inns are slowing down for the season which offers an excellent opportunity to get into your website, your policies, and marketing materials to ascertain how they can better tell your story. 

  • Are you still using a tri-fold brochure that you printed out yourself?
  • Could your website benefit from professional photography?  (Guests don’t just want to see a photo of the bed)
  • Do you have restrictive signs hanging around the inn that can be reworded (or removed)?  They usually send messages that may be counter to your story of hospitality.
  • Does your staff represent your story when you are not around?  Are you sure?  Training is critical.
  • Does your breakfast “fit” the character and style of your inn?  It’s your biggest marketing story.

Telling your story and having a brand consistency woven throughout your marketing plan is a lesson we can all learn from the veterans of the Battle of the Bulge.      Scott

A Visit to the New Mexico B&B Association on Veteran’s Day

November 18th, 2010 by Scott Bushnell

I had the good fortune last week to be invited to present at the New Mexico Bed & Breakfast Nancy and Scott at NMBBA Association meeting in Silver City, NM., a mining community in the Southwest corner of the state.

A full agenda…board of directors meeting, business meeting for the association, my presentation on Exit Strategies, a delightful social, a breakfast presentation by Marie Lanier on Social Media, and my final presentation on Inn Valuations, punctuated by visits to the vendor booths, made for a full and satisfying meeting.

Wow! …you talk about a difference in topography and flora between NM and the Eastern Shore of Maryland!  We must have crossed the Rio Grande six times on the trip (in a car on a bridge, not wading) and through Hatch, the world’s mega-center of chiles!  About 4 hours south of Albuquerque, in Silver City, the Inn on Broadway was host to our evening social of munchies and networking.

When Nancy and I took the photo above, little did I know I was stepping on little spikey-burrs that penetrated the soles of my shoes (Nancy called them Goat heads), which took a while to pull out when we got back to the Chocolate Turtle, the inn owned by Nancy and Dallas Renner located in Corrales, NM.

But after a long couple of days “working” in Silver City, the real pleasure was getting back to the inn.  You see, most of the inns in NM, including the Turtle, were participating in the “B&B’s for Vets” program on November 10, where veterans and active service members alike can stay at no charge…a  generous THANK YOU for their service.  Here is a photo taken the next morning of those serviceVeterans  members at the Chocolate Turtle.

From left to right:  Army Sgt. Ross Cox and his wife, Master Sgt (ret) Terri Cox; Senior Master Sgt Jody Martinez (Air National Guard) and his wife Sarah; Marine Corporal Brian Barela with wife Victoria and son Uriah.

Thank you for your service and to those family members at home who support our active and veteran service members.

As a veteran myself, I am proud to be a part of the innkeeping industry, a group of folks who really care about what is important.     Scott

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