This document summarizes key findings from a report on emerging global spa trends. It identifies differences in spa behaviors and motivations across different generations: the Silent Generation values loyalty and personalized service; Boomers are major drivers of growth and seek anti-aging treatments; Gen X is tech-savvy and knowledgeable about trends; Millennials see spa as a necessity and want instant results. The summary also highlights the importance of spas for driving hotel bookings and revenues globally.
This report highlights the latest innovations in both online and physical retail. 15 trends including quantitative insights, expert interviews and recent examples help you understand the evolutions of the store and new ways of shopping.
DEVENEY is a lifestyle marketing leader in New Orleans, along the United States' Gulf coast, and throughout the United States. Our work with the Louisiana Office of Tourism post-Katrina and during and after the BP oil spill has earned us the top awards in our industry.
Led by award winning public relations professional John Deveney, we are independent, self-directed, result-driven, and clear in our priorities. We’re a full-service marketing and public relations company. One unlike any other. We work in partnership with smart, demanding clients who are similarly inspired to lead, to win, to stamp their identity on their markets.
Our people. Our culture. Our way. All that defines us makes us one unlike. It’s what John Deveney always knew a communication company could be.
One unlike: What we are and why we’re proud to be Deveney.
This report highlights the latest innovations in both online and physical retail. 15 trends including quantitative insights, expert interviews and recent examples help you understand the evolutions of the store and new ways of shopping.
DEVENEY is a lifestyle marketing leader in New Orleans, along the United States' Gulf coast, and throughout the United States. Our work with the Louisiana Office of Tourism post-Katrina and during and after the BP oil spill has earned us the top awards in our industry.
Led by award winning public relations professional John Deveney, we are independent, self-directed, result-driven, and clear in our priorities. We’re a full-service marketing and public relations company. One unlike any other. We work in partnership with smart, demanding clients who are similarly inspired to lead, to win, to stamp their identity on their markets.
Our people. Our culture. Our way. All that defines us makes us one unlike. It’s what John Deveney always knew a communication company could be.
One unlike: What we are and why we’re proud to be Deveney.
Motivation, Values, and InfluenceMotivation, Values, and Influ.docxmoirarandell
Motivation, Values, and Influence
Motivation, Values, and Influence
Motivation, Values, and Influence
Vanessa Pizarro, Jessica Del Valle, Josue Gonzalez
University of Phoenix
MKT / 435
September 10, 2015
Prof. Enrique De La Cruz-Otero
Motivation, Values, and Influence
In order to develop an marketing strategy marketers have to research customers behaviors. Customers behavior goes along with what they have learned over the years or even a couple of hours ago. Defining customers behavior: According to "Marketing Teacher .com" (n.d.), “it is the study of consumers and the processes they use to choose, use (consume), and dispose of products and services. A more in depth definition will also include how that process impacts the world. Consumer behavior incorporates ideas from several sciences including psychology, biology, chemistry and economics” (para. 4). Customers make decisions every day, every hour even every minute and those decisions are made base on what they have learned. Every experience good or bad stay in peoples memory for a long time and in many cases for life. It is extremely important that when a client decide to buy your product or service, the results or experience that they get is good or meet their expectations. This is one of the reason why successful companies have great product. Those product or service that are mediocre do not last a long time. Like mentioned before these decisions are made by what people have learn through experiences and what they have stored in their memories. The people memory works like computers, their experiences create memories that will not trigger until some one mentioned it or the person looks for it. This is why when marketers are trying to reach an specific crowd they must take in consideration what the consumer have learned and what can possible be in their memories. This is a bunch of speculations but there are no marketer that have the right marketing formula. This also is one of the reasons why marketers go with customers behavior in order to develop a marketing strategy. Marketing is based on what marketers thinks is correct in a particular product and what the research tells them and it also comes with what the marketers have learned (experience) and their memories. In this paper can be found how The Hotel Worldwide have work. It can also be found the motivation process and techniques used to influence consumers of the product or service, a description of the consumer involvement and how that might help or hinder use of the product or service, it would Identify consumer values and determine if they are congruent with organizational values and the discussion of the implications of the conclusion (University of Phoenix, 2015, para.).
According to Plunkett (2008), the Hilton Hotels exist as one of the most famous as well as popular hospitality, tourism as well as accommodation offering firms all over the world. They are found located almost in all major cities of typical countries ...
"The Forecast // Beauty" report is the first edition of a series of consumer trends & insights reports. This sample is an overview of the beauty industry - including market dynamics, consumers' attitudes and global industry trends.
Motivation, Values, and InfluenceMotivation, Values, and Influ.docxmoirarandell
Motivation, Values, and Influence
Motivation, Values, and Influence
Motivation, Values, and Influence
Vanessa Pizarro, Jessica Del Valle, Josue Gonzalez
University of Phoenix
MKT / 435
September 10, 2015
Prof. Enrique De La Cruz-Otero
Motivation, Values, and Influence
In order to develop an marketing strategy marketers have to research customers behaviors. Customers behavior goes along with what they have learned over the years or even a couple of hours ago. Defining customers behavior: According to "Marketing Teacher .com" (n.d.), “it is the study of consumers and the processes they use to choose, use (consume), and dispose of products and services. A more in depth definition will also include how that process impacts the world. Consumer behavior incorporates ideas from several sciences including psychology, biology, chemistry and economics” (para. 4). Customers make decisions every day, every hour even every minute and those decisions are made base on what they have learned. Every experience good or bad stay in peoples memory for a long time and in many cases for life. It is extremely important that when a client decide to buy your product or service, the results or experience that they get is good or meet their expectations. This is one of the reason why successful companies have great product. Those product or service that are mediocre do not last a long time. Like mentioned before these decisions are made by what people have learn through experiences and what they have stored in their memories. The people memory works like computers, their experiences create memories that will not trigger until some one mentioned it or the person looks for it. This is why when marketers are trying to reach an specific crowd they must take in consideration what the consumer have learned and what can possible be in their memories. This is a bunch of speculations but there are no marketer that have the right marketing formula. This also is one of the reasons why marketers go with customers behavior in order to develop a marketing strategy. Marketing is based on what marketers thinks is correct in a particular product and what the research tells them and it also comes with what the marketers have learned (experience) and their memories. In this paper can be found how The Hotel Worldwide have work. It can also be found the motivation process and techniques used to influence consumers of the product or service, a description of the consumer involvement and how that might help or hinder use of the product or service, it would Identify consumer values and determine if they are congruent with organizational values and the discussion of the implications of the conclusion (University of Phoenix, 2015, para.).
According to Plunkett (2008), the Hilton Hotels exist as one of the most famous as well as popular hospitality, tourism as well as accommodation offering firms all over the world. They are found located almost in all major cities of typical countries ...
"The Forecast // Beauty" report is the first edition of a series of consumer trends & insights reports. This sample is an overview of the beauty industry - including market dynamics, consumers' attitudes and global industry trends.
Wellness has gone beyond a trend; guests now expect that hotels will accommodate and enable their healthy-living lifestyle. At the same time, there is still no consensus on how wellness should be ‘delivered’ to guests. In this slideshare, we’ll look at the key drivers behind wellness, the psychographic of wellness devotees, the 7 key pillars of wellness and how hotels around the world are responding to our changing demands.
Introduction - 1 paragraph Provide a brief introduction that .docxnormanibarber20063
Introduction - 1 paragraph
Provide a brief introduction that explains the purpose of the paper and introduces the organization that you will be analyzing.
Culture – 1 page
Culture
Marriott is an international luxury hotel that has an individually distinctive and collectively powerful culture. They are operates and franchises more than 2600 hotels and resorts, totaling approximately 425,900 rooms and 6,300 vacation ownership villas worldwide. They have 15 brand and hotels in 70 countries. Marriott has a special treatment that it takes people who truly love that they do to create a truly extraordinary experience. For the social events, such as weddings, the event planners available that will help customers plan that special occasion. They also have technology support, global conferencing, small to grand scale conferencing centers. Marriott have an unique beliefs that are most important to them stay the same—putting people first, pursuing excellence, embracing change, acting with integrity and serving our world. Being part of Marriott International means being part of a proud history and a thriving culture.
The Marriott has a different culture than other hotel, because they concern for all employees, hands-on management, and the hotel associate with corporate culture and management style. They would like to use unrelenting commitment to meeting customer needs through excellence in quality, service and hospitality. They did was based on their uncompromising beliefs in treating people fairly, working hard, paying close attention to details, and listening to arid giving customers what they wanted.
Although competitors such as Starwood and Hilton could have an advantage over Marriott in upgrading rooms because they own a larger proportion of their properties. Marriott have some unique culture are do whatever it takes to take care of the customer, pay extraordinary attention to detail and use their creativity to find new ways to meet the needs of customers.
Development – 1 page
John Willard Marriott started to open a root beer named Marriott in Washington, D.C. with his wife in 1927. John Willard Marriott said, “Culture is the life-thread and glue that links our past, present, and future”. And Marriott’s original culture is to treat their customers, associates, and employee in a good way in order to make Marriott successful. The company provided good foods and service to its customer, and John Marriott found that the residents in the city needed a place to get a cold drink in summer, he later expanded their root beer business into restaurant and hotels.
By discovering new ways to meet the needs of customers, Marriott developed their culture from treating their customer in one single stage to all stages, so they acquire Courtyard in 1983, and then they acquire Ritz - Carlton in 1995, and build different gradation of levels of hotels to meet the needs of customer from different backgrounds. In addition, Marriott found that som.
2. 1 Hilton Guangzhou Tianhe, China
EXECUTIVE SUMMARY
Hotels worldwide are increasingly finding that spas can drive Guest bookings,
with nearly half of the respondents in a 2012 global survey stating that the
existence of a spa is an important factor in selecting a hotel. At the same time,
consumer confidence is beginning to return from both a business and leisure
travel perspective, with Guests traveling more frequently and to destinations
farther from home. It is with these considerations in mind that hotels focus
more on spa offerings to ensure they are relevant to today’s savvy, yet value-
conscious consumer.
Against this backdrop, Hilton Hotels & Resorts issues this report showcasing
the latest thoughts on global spa trends. The report is based on input from a
collection of industry experts, including the spa team at Hilton Worldwide,
founders of top spa product brands and other thought leaders in this space.
Hilton also commissioned a survey of 6,000 respondents throughout the
United States, Great Britain, Australia and China to offer additional global and
regional insight.
In summary, this report:
• Identifies spa-goers and spa behavior based on generation, highlighting key
differentiators and motivators for each age group
• Discusses the increasingly savvy modern spa Guest, who is more enlightened
about the overall efficacy of spa treatments and related products
• Highlights the growing importance of men to the global spa industry and how a
successful spa should tailor its offerings for this market
• Touches on the need for global spa concepts to offer consistent services across
their portfolios while also allowing for local flexibility
• Underscores the overall importance of spa to the hotel industry, offering hotels
a distinct competitive advantage in booking, driving revenue and attracting local
customers beyond the overnight Guest
• Notes the significance of business travelers, who are increasingly looking for
relevant ways to decompress between meetings as well as extend their visits as
part of the larger phenomenon of “blended travel”
• Offers additional insight on regional trends being seen by experts throughout
the Americas, Middle East and Africa, Europe and Asia Pacific
3. BLUE PAPER
FINDINGS & REGIONAL PERSPECTIVE
ON GLOBAL SPA INDUSTRY
July 17, 2012
From Australia and China to Azerbaijan and the U.S.A., eforea: spa at Hilton
helps our Guests emerge brighter. With the eforea concept continuing to
expand its worldwide reach, we are delighted to share with you our findings
and regional perspective on the global spa industry.
This Hilton Blue Paper is based on proprietary research, third-party data and
the expertise of our spa team worldwide. Most recently, we completed a
survey in May 2012 of 6,000 people in the U.S.A., China, Australia and Great
Britain to gain additional consumer insights on global spa usage.
As we worked with our Hilton Hotels & Resorts brand to develop this
Hilton Blue Paper, we looked back at the creation and launch of eforea: spa
at Hilton, the latest spa concept from Hilton Worldwide. During that process,
we selected the best elements and practices from Europe, Asia Pacific, Middle
East, Africa and the Americas to create a unique concept for today’s savvy
global traveler. Similarly, this Hilton Blue Paper also includes input from our
regional team of expert spa operators including Ryan Crabbe (Americas),
Vanessa Main (Asia Pacific), Sharon Barcock (Middle East and Africa) and
Louise Moore (Europe). Together, we deliver Hilton Worldwide’s commitment
to providing best-in-class solutions for our development partners around the
world and unparalleled experiences for our Guests. Hilton Hotels & Resorts
has long been a leader in the full service hotel segment, and I appreciate the
opportunity to share this information with you through the brand’s Hilton
Blue Paper series.
I hope this outlook on the global spa industry proves both useful and
insightful. You can learn more about eforea: spa at Hilton, book appointments
and search locations at hilton.com/eforea. Media can find more information,
watch interviews, download photography and enjoy virtual tours of eforea at
http://news.hilton.com/eforea.
Best regards,
Tyra Lowman
Senior Director, Global Spa
Full Service and Luxury Brands
Hilton Worldwide
2 3
BLUE PAPER
EMERGING GLOBAL SPA TRENDS
July 17, 2012
It may surprise people to learn that Hilton Worldwide is one of the world’s
largest spa providers. Our flagship Hilton Hotels & Resorts brand alone offers
Guests more than 190 spas at our properties around the world. We have seen spa
become increasingly important to today’s business and leisure travelers who look
for ways to relax and renew. As a result, the quality of spa facilities plays a larger
role in the decision to book a hotel stay than ever before. To meet this need, our
Owners are increasingly looking for concepts that are easy to implement and
cost effective yet also meet Guests’ needs across the globe.
This perspective is what led our team to develop eforea: spa at Hilton,
now one of the world’s fastest growing spa concepts with 11 locations in
seven countries. Available for Hilton Worldwide’s Hilton Hotels & Resorts,
DoubleTree by Hilton and Embassy Suites Hotels brands, this forward-
thinking concept has been well received by our hotel Guests and Owners
alike, and reflects many of the trends seen in the spa industry today.
We are pleased to share a valuable perspective of the global spa industry in this
Hilton Blue Paper. Addressing trends that range from “spa use by generation” to
“men and the spa industry” to “global consistency and local relevance,” among
other topics, this research showcases the findings that our experts see around
the world.
I hope you find this document to be a great resource and encourage you to view
other Hilton Blue Papers covering a variety of trends within the hospitality and
travel industries via our Hilton Global Media Center at http://news.hilton.com.
Sincerely,
Dave Horton
Global Head
Hilton Hotels & Resorts
Hilton Short Hills, U.S.A. Hilton Queenstown, New Zealand
4. SECTION ONE
SPA USE BY GENERATION
The industry has seen a notable shift in the generational use of spas. Whether it is
evolving preferences or the result of marketing, the shift is clear and the global spa
industry is responding.
A recent presentation on spas and generational behavior by Berkeley Young of Young
Strategies noted a broader use of spa defined by generation and categorized spa-goers
based on when they were born:
• Silent Generation – born between 1925 and 1942
• Boomers – born between 1943 and 1960
• Gen X – born between 1961 and 1981
• Millennials – born between 1982 and 2000
SILENT GENERATION
KEY TAKEAWAYS:
• Loyalty
• Personalized service
• Essential treatments
The Silent Generation is traditional in its approach to spa and is loyal to both brands
and people. The Silent Generation leans toward essential treatments and grooming,
and duration of service is not generally a consideration. This generation is looking for
quality and personal connection in its interactions and will be extremely loyal if each
is provided.
The global spa industry understands that this generation of consumer is largely
local and that its loyalty is what sustains the industry’s business during drops in hotel
occupancy. Spas will not attract this generation through social media campaigns and
e-newsletters. Instead, the Silent Generation is looking for a personalized marketing
approach, such as follow-up calls and thank-you notes.
BOOMERS
KEY TAKEAWAYS:
• Revenue driver
• “Forever young”
• Value-added treatments
It is widely accepted that Boomers are one of the main drivers of the explosive growth
in the spa and beauty industry. As this group ages, spas continue to refine their
offerings to meet the Boomers’ age-defying needs.
This group is “forever young” and the spa industry recognizes that it cannot attract
them by focusing on their age. As a result, many body treatments now emphasize
function and mobility, while skincare offerings have evolved from “age management”
treatments to “correcting” and “brightening” solutions.
GEN X
KEY TAKEAWAYS:
• Tech savvy
• Knowledgeable about spa trends
• Environmentally conscious
“Technology First” is the slogan for Gen X and the spa industry has responded to this
generation in a big way. This generation lives on and displays their day-to-day lives to
anyone connected to the Internet. The spa experience is increasingly blogged about,
reviewed and commented about online. Gen X-ers make many of their buying
decisions based on these first-person accounts.
Gen X is savvy when it comes to spa usage. Having done the research in advance, this
generation is up to speed on the latest spa offerings. With this comes an increasing
need for spas to be prepared to answer detailed and pointed questions about their
offerings. Gen X tends to be skeptical and take a “prove it to me” approach to new
treatments and services. As they can also be hyper-critical, it is crucial to both set the
expectation and to deliver on that expectation.
Additionally, Gen X is environmentally concerned and aware and will review
the “waste,” such as energy and water consumption, in its decision to receive spa
treatments.
MILLENNIALS
KEY TAKEAWAYS:
• Spa is a necessity
• Instant results
• Trend setters
Millennials are the ultimate modern consumer as they are generally well-informed,
love to buy and enjoy life. This group has an awareness of spa as a day-to-day
necessity and is unafraid to try “the new thing.” More than any other, this generation is
focused on immediate results. Impactful marketing to this group of spa-goers means
an approach that focuses on trends, treatments and services that give instant results.
As the youngest spa Guests, the industry needs to keep a close eye on this generation
as they will be shaping spa trends for years to come.
4 5
Hilton Pattaya, Thailand
5. 6
SECTION TWO
THE SAVVY SPA GUEST
KEY TAKEAWAYS:
• High-level of efficacy
• Continued emergence of organic
• Environmentally friendly
As consumers learn more about spas, have greater access to spa services and use
the Internet for spa research, we see the emergence of a highly savvy spa Guest.
This enlightened spa Guest is interested in treatments and products that deliver a
high level of efficacy without potentially harmful chemicals.
With increased knowledge on the part of today’s Guests, treatments are becoming
less about pampering and more about delivering results. Guests need to know that
treatments are proven and effective, and spas need to reinforce their claims with data.
Additionally, Guests want to know more about the ingredients used in spa treatments
and products, leading to the continued emergence of organic products. Today, Guests
are more conscious of what is used on their skin and the product’s impact on the
environment, including considerations such as packaging materials, animal testing
and the support of local/sustainable farmers.
SECTION THREE
MEN & SPA
KEY TAKEAWAYS:
• No-nonsense approach
• Products created for them
• Clear, concise and specific communication
Men are increasingly becoming an important part of the spa Guest mix, and the
industry continues to adjust its offerings and marketing efforts accordingly. The
assumption globally that the spa market is overwhelmingly female is simply not true.
Especially in urban hotels and those that cater to business travelers, the gender split is
often closer to 50/50, and in some cases, male spa clients outnumber female clients.
Men are a real, captive audience and must be paid attention to as a market.
The needs of a male spa Guest are very different than those of the female Guest,
and spas need to note the key differences:
• Generally speaking, men prefer a no-nonsense approach to spa and want to
know that the treatment they select will ultimately be effective. Their choices
are made far more prescriptively, to meet a specific goal, and tend to be less
about pampering.
• Men are very aware of and place importance on looking after their skin — hands,
face and feet. Globally, men’s skincare products are developing twice as quickly
as female products. Men’s skin is biologically different from women’s skin and
men want a different approach for their skincare routine.
• Men are also increasingly willing to experiment with products and services to
find the ones that will best meet their specific needs.
In marketing spas to men, there are additional considerations that must be taken
into account:
• Men want to know that the spa product or service was made specifically for
them and not simply a woman’s product disguised in masculine packaging.
Because of this, we are seeing a rise in spas that offer treatments, products
and entire menus designed with the male spa-goer in mind.
• For men, spa is more a “preservation solution” than about pampering. They
want to feel fit, well and younger longer through treatments that emphasize
rejuvenation, relaxation, detox and nutrition.
• For male buy-in, language needs to be clear, concise and specific to their needs.
Men do not buy fluff – they want facts that make rational sense, communicate
benefits and provide resolution.
• Men are more impulsive and generally plan their spa visits with short notice.
In the hotel space, this means that spas and spa marketing materials need to
be more visible to Guests during their stay.
• Men tend to be loyal spa-goers. If they are provided with their desired results,
they are likely to return.
“Men are becoming increasingly comfortable with frequenting
spas for rejuvenation and see it as an overall investment into
their well-being. Those catering to this audience best are the
ones who tailor their products and services to men specifically
and don’t treat them as an afterthought.”
— Clare Matthews, director and co-founder, VitaMan
SECTION FOUR
GLOBAL CONSISTENCY
& LOCAL RELEVANCE
KEY TAKEAWAYS:
• Turnkey solutions
• Global consistency
• Respect for local culture
The spa industry today is fragmented. Historically, branded spas were more localized
and regional in scope, often starting as “mom and pop” operations before multiplying
in that same geographical area. Today, as people are traveling more frequently and
to varying parts of the world, the industry has seen a greater demand for branded
ancillary products on a global scale – not just in the spa space but also in areas such
as food and beverage and fitness.
Successful spa brands are able to meet this demand from Owners and investors
by creating unique spa solutions that also provide them the opportunity to localize
treatment offerings and design elements – maintaining a sense of global consistency
without losing local relevance.
Prior to the rise of branded hotel spa concepts, property Owners, managers and
franchisees had to invest significant time, research and funds into creating a new spa,
a difficult task particularly in the current economy. Bringing a well-developed concept
into their hotels minimizes advance legwork for individual hotel properties within a
brand’s portfolio and provides a turnkey solution with a distinct identity.
7
Hilton Baku, Azerbaijan Hilton Doha, Qatar
6. This branded spa solution is also helpful when it comes to spa marketing. Guests
become familiar with the concept during their travels and recognize the brand as a
consistent provider of services that are relevant to their needs. This familiarity results
in a greater sense of loyalty and an increased likelihood that Guests will book their
stay at a hotel where the branded spa concept is offered.
SECTION FIVE
THE IMPORTANCE OF SPA FOR HOTELS
KEY TAKEAWAYS:
• Competitive advantage
• Revenue driver
• Catering to locals and business travelers
• Importance for leisure Guests
No longer simply a place to sleep, hotels are increasingly experience-driven and have
begun to tailor their offerings to meet this need. Properties that embrace spa have the
opportunity to increase revenue by maximizing this competitive advantage over hotels
that do not.
Research shows that a high percentage of travel agents say their clients want spa
facilities in the hotels they book. Additionally, consumers are booking online and
comparison shopping more than ever. Prospective Guests perceive hotels with spas as
more upscale, regardless of whether they plan to use the spa. Hotels and resorts with
spas are also more appealing to the local drive markets for “staycations” and weekend
getaways that help to retain rate and occupancy levels.
“Spa is no longer a niche industry, but instead is a major revenue
producer for the hotel industry. Food and beverage, as well as
accommodations revenue, can be substantially complemented
by spa and wellness revenue streams.”
— Bryan McGoldrick, director, Angliss National, William Angliss Institute
In a 2012 survey commissioned by Hilton Hotels & Resorts, 45 percent of respondents
around the world said that the existence of a hotel spa was an important factor in their
booking decision, with 69 percent saying that they were at least somewhat likely to
use the on-property spa during their stay. Spa has the greatest impact on the booking
decision by Chinese travelers, a key emerging segment for international travel brands.
8 9
SPAS AND ATTRACTING LOCAL CONSUMERS
One important factor in determining whether a spa makes commercial sense for a hotel
is its expected mix of local and out-of-town Guests. Especially in an urban setting, a
successful spa cannot rely on hotel Guests alone, but must also be seen as a viable
lifestyle choice for local residents. Marketing to, and retention of, local clientele must
be a part of the overall plan.
In a 2012 survey commissioned by Hilton Hotels & Resorts, 40 percent of survey
respondents said that they would be more likely to visit a hotel spa near their home if
it offered a local membership program. Hotel spas increasingly tailor their marketing
approaches to attract the local clientele by offering:
• Club memberships: Members pay a flat monthly rate to use the spa amenity
areas (pool, steam, sauna and fitness center) and receive one treatment monthly.
• Loyalty rewards: Because it can cost three times the marketing dollars to attract
a new client versus rewarding your existing loyal Guests, there has been a shift
toward loyalty programs that reward spa Guests based on number of visits,
quantity of services and average amount spent. Guests also have more ways
to use their rewards than ever before. Gone are the days of “punch cards” and
“refer a friend” only loyalty programs; Guests use their loyalty points, status and
redemption options in many of the same ways that they use their hotel, credit
card and airline loyalty programs.
BUSINESS TRAVELERS
Globally, spa-goers are more pressed for time than ever before and increasingly look
for moments to “rapidly relax.” This is true of spa Guests overall, but especially true for
business travelers with limited free time. Successful spa concepts are addressing this
need by offering shorter versions of treatments within the spa and occasionally in non-
traditional settings. Examples include a jet lag recovery treatment offered in the hotel
lobby, express grooming in an executive lounge and in-room technology that seeks to
provide the feeling of six hours of sleep in 20 minutes.
Making it easy for business travelers to continue their treatments and indulge
throughout their travels long after they’ve left the spa can build incremental revenue
and drive loyalty. Because travelers may balk at packing full-size spa products into
their suitcases, vendors supporting eforea: spa at Hilton were required to create airport
0% 20% 40% 60% 80%10% 30% 50% 70% 90% 100%
32%
37%
52%
84%
U.S.A.
Great Britain
Australia
China
SPA IS AT LEAST “SOMEWHAT IMPORTANT” IN HOTEL BOOKING DECISION
0% 20% 40% 60% 80%10% 30% 50% 70% 90% 100%
55%
68%
78%
95%
U.S.A.
Great Britain
Australia
China
GUESTS AT LEAST “SOMEWHAT LIKELY” TO USE HOTEL SPA IF OFFERED
0% 20% 40% 60% 80%10% 30% 50% 70% 90% 100%
31%
34%
40%
62%
U.S.A.
Great Britain
Australia
China
INCREASED LIKELIHOOD OF SPA USAGE BY LOCAL RESIDENTS
WHEN MEMBERSHIP PROGRAM IS OFFERED
Hilton Surfers Paradise, Australia Hilton Queenstown, New Zealand
7. 10
security approved sizes of their products for the concept’s retail area. This allows
travelers to pick and mix a collection of products to easily carry with them. Product
suppliers may grow their customer base for sales of full size products through creation
of a successful retail travel program. In late 2011 Hilton began selling full-size products
from its eforea: spa at Hilton collection on its retail site, hiltontohome.com.
While de-stressing and rejuvenating services such as massages provide a way for
business travelers to pamper themselves while on the road for work, maintenance
services including waxing, manicures and pedicures are important for frequent
travelers spending much of their work life on the road. Many spas at hotels today offer
services that commonly form a core part of a salon menu, including hairstyling. For
hotels that are home to major events and galas, these services can meet the needs of
Guests traveling for an on-property event while also serving as destinations for locals.
SPA AND RESORT PROPERTIES
From a resorts perspective, the spa experience is also very important. Above all,
Guests seek an emotional payoff from a resort getaway, as described in the 2011
Hilton Hotels & Resorts Blue Paper: Resorts Trends, where Hilton reported that 54 percent
of Guests chose relaxation as the top goal of their resorts vacation.
Though resort vacations can continue to be seen as a luxury as a result of the recent
economic downturn, consumer confidence and optimism are returning to the travel
space. There is an increase in “blended travel,” where business travelers will add a
few days to their work trips and have their significant others join them for a partially
subsidized getaway experience. This “blended travel” often includes a spa experience
to both decompress after a busy work week and to reconnect with their loved ones.
“Resorts have evolved from what they once were. Whereas the
one ‘must have’ for a resort used to be a pool, today’s seasoned
travelers expect a greater focus on wellness. Nearly two thirds
of resort Guests expect that their resort of choice will feature
a full-service spa.”
— Bonnie Campagnuolo, senior director, resorts and product marketing, Hilton Hotels & Resorts
SECTION SIX
A SHIFT TO REFINED
TREATMENT MENUS
KEY TAKEAWAYS:
• Bigger not always better
• Operational considerations
• Ease in navigation
Akin to the dining experience, the spa industry is seeing a global shift to more refined
treatment menus. Prior to this, one measure of a great spa was an expansive menu of
treatment offerings – bigger was better. In reality, this led to significant operational
problems – most notably in the education of therapists and staff as well as in
marketing.
Today, there are more simplified, refined and targeted treatment menus. The core
menu for eforea: spa at Hilton, for example, includes only 26 services. Consumers want
solutions that work but are also personal, and are seeking menus that are simple, easy
to navigate and self-prescriptive.
11
SECTION SEVEN
REGIONAL TRENDS
THE AMERICAS
The concept of wellness is becoming far more mainstream in this part of the world, led
by the rise of franchise chains that make spa both more affordable and accessible. As
this shift toward wellness and healthy living is increasingly important to all types of
travelers, spas are beginning to shed their reputation as “pamper palaces.” Spas are
incorporating more results-oriented treatments and products into their programs. In
addition, they are experimenting with inspirational programming that encourages
comprehensive changes to a Guest’s personal wellness.
MIDDLE EAST & AFRICA
Now more than ever, spa-goers in the Middle East and Africa are interested in
treatments that pay homage to their cultural roots. This includes a renewed interest
in wet treatments and hammams. While traditional hammams consist of large heated
and cooled rooms, modern spa design does not generally have the luxury of that space.
Spas today are finding ways to bring back these treatments in more intimate
environments, leading to a new and modern take on hammams.
EUROPE
There has been a recent reemergence of water-based treatments across Europe —
water therapy, hydrotherapy and other thermal practices — most notably in Eastern
European countries such as Russia, Hungary and Poland. While these therapies are
inherent in European culture — remnants of bathhouses can be found among the ruins
of ancient Rome — they have evolved and are becoming far more prescriptive to meet
the needs of today’s spa Guests and their overall focus on holistic well-being.
ASIA PACIFIC
While spas are continuing to offer and highlight treatments that speak to the culture
and traditions of their local surroundings, there is also an interesting phenomenon
throughout the Asia Pacific region where spas are catering to the specific needs of
inbound travelers by offering treatments popular in their home countries. This is
especially true for travelers from China, a country whose massive population is now
traveling more frequently for business and leisure. Spas in many locations, including
the Maldives, a top travel destination for Chinese tourists, increasingly offer
traditional Chinese treatments to encourage visits from these travelers.
While relaxation and stress reduction services (massage, sauna, steam room, etc.)
are the primary driver of spa usage globally, it is also noteworthy that 37 percent
of Chinese respondents name results-oriented treatments (those meant for detox,
revitalization rescue or overhaul) or health/healing services (intended for realign-
ments, blood circulation, weight loss, etc.) as primary motivators – more than double
the percentage of the other regions surveyed in 2012 research commission by Hilton
Hotels & Resorts.
70%
81%
58%
PRIMARY REASONS FOR SPA USAGE
Relaxation/Stress Reduction
Health/Healing Services
Results-Oriented Treatments
0% 20% 40% 60% 80% 100%
73%U.S.A.
Great Britain
Australia
China
6%
4%
17%
0% 20% 40% 60% 80% 100%
11%U.S.A.
Great Britain
Australia
China
12%
12%
20%
0% 20% 40% 60% 80% 100%
4%U.S.A.
Great Britain
Australia
China
Hilton On The Park
Melbourne, Australia Hilton Guangzhou Tianhe, China
8. 12
SECTION EIGHT
ACKNOWLEDGEMENTS
Data and insights in this Hilton Blue Paper come from the following contributors:
Tyra Lowman, senior director, global spa, full service and luxury brands, Hilton Worldwide
Ryan Crabbe, senior director, spa operations and development, Americas, Hilton Worldwide
Vanessa Main, director, spa operations and development, Asia Pacific, Hilton Worldwide
Sharon Barcock, director, spa operations and development, Middle East and Africa,
Hilton Worldwide
Louise Moore, director, spa operations and development, Europe, Hilton Worldwide
Bonnie Campagnuolo, senior director, resorts and product marketing, Hilton Hotels & Resorts
John Forrest Ales, senior director, global brand public relations, Hilton Hotels & Resorts
Murphy O’Brien Public Relations
Clare Matthews, director and co-founder, VitaMan (www.vitaman.com.au)
Bryan McGoldrick, director, Angliss National, William Angliss Institute (www.angliss.edu.au)
Berkeley Young, president, Young Strategies (www.youngstrategies.com)
Additional Research Sources:
QUANTITATIVE MAY 2012
6,000 respondents in the U.S.A., China, Australia and Great Britain
Commissioned by Hilton Hotels & Resorts
QUANTITATIVE & QUALITATIVE MAY 2011
Hilton Hotels & Resorts Blue Paper: Resorts Trends
Environmental considerations were important in the design and production of this document.
Electronic versions in English and Chinese are available at http://news.hilton.com.
ABOUT
eforea: spa at Hilton
eforea: spa at Hilton is an innovative global spa concept from Hilton Worldwide.
Leveraging its global reach and expertise, Hilton pulled the best elements and
practices from Europe, Asia Pacific, Middle East, Africa and the Americas to create
a turnkey spa solution for Owners of Hilton Hotels & Resorts, DoubleTree by Hilton
and Embassy Suites Hotels properties while providing a unique experience for today’s
global travelers. With 11 locations in seven countries and more than 90 additional
locations in development, eforea features an exclusive menu of treatment journeys,
innovative design features and carefully selected product partners. Book appointments
and view locations at hilton.com/eforea. Media can access images and detailed
information at http://news.hilton.com/eforea.
Hilton Baku, Azerbaijan
• Hilton Short Hills (U.S.A.)
• Millennium Hilton Bangkok (Thailand)
• Hilton On The Park Melbourne (Australia)
• Hilton Pattaya (Thailand)
• Hilton Queenstown (New Zealand)
• Hilton Surfers Paradise (Australia)
• Hilton Baku (Azerbaijan)
• Hilton Grand Vacations Suites
on the Las Vegas Strip (U.S.A.)
• Hilton Sedona Resort & Spa (U.S.A.)
• Hilton Guangzhou Tianhe (China)
• Hilton Doha (Qatar)
FOR FURTHER INFORMATION CONTACT:
John Forrest Ales at Hilton Hotels & Resorts:
+ 1 703 883 5212 / johnforrest.ales@hilton.com
Sarah Siler at Murphy O’Brien (for Hilton):
+ 1 310 586 7149 / ssiler@murphyobrien.com
George Gu at Ketchum Shanghai (for Hilton):
+ 86 21 6353 2288 / george.gu@knprsh.com
Louise Harris at Golley Slater (for Hilton):
+ 44 0207 255 6461 / lharris@golleyslater.co.uk
View other Hilton Blue Papers and learn more about
eforea: spa at Hilton at http://www.news.hilton.com
LOCATIONS
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