July 1, 2020 ALP Development Day Recordings and Slides

DEVELOPMENT DAY
JULY 1, 2020

Recordings & Slides

Welcome to ALP - it's the place for you.
We are a collaborative community, solving the challenges of independent

lodging property owners in a changing travel landscape.
We're a non-profit association that focuses on professional development and
advocates for the industry in media relations, and influencing public policy.

ALP's MISSION
To embrace all current and aspiring professionals within the small, independent

lodging community and help them become highly successful by providing
critical education, advocacy, networking, and professional development.

ALP's VISION
To ensure a vibrant and growing small, independent lodging community by

serving as the foremost knowledge and information resource, a powerful
industry advocate, and maintaining strong industry alliances.

About ALP
It is important to you to operate a successful business whether you are an
innkeeper, independent lodging owner, a unique lodging property, a hospitality
professional, an aspiring hospitality professional, or an allied partner that

supports our industry with your products and services.

Operating a unique lodging property requires a variety of skills and access to
resources. Marketing, management, staffing, finance, technology, legal issues,
cooking, decorating, cleaning, safety, customer service, keeping up with guest

trends, and advocating for your industry - the list is practically endless.

Welcome to the ALP Development Day

While our first Development Day centered around what to do while a vast
number lodging properties were closed by mandate due to COVID-19, our
second installment of virtual education focused on the re-opening phase now
present in many states. We thank everyone who participated and gave up their
time to share their knowledge and experience with other lodging professionals.
If you would like to participate or volunteer in future Development Days,
please contact Erik Spence, ALP Event Planner, conference@ALPLodging.org .

A Special Thanks to the Sponsors of ALP’s Development Day

The July 1, 2020 ALP Development Day reinvented our approach to virtual
education. We created a unique set of visuals to break out of the routine of the
average webinar. We intend to continue this format with new virtual destinations
each time. We look forward to continue ALP’s Virtual Development Days until we

can safely meet face-to-face again.

Virtual Lobby

Virtual Classroom Foyer

Virtual Networking Lounge
Virtual Marketplace

Yes! We’re Open

View the Video Above As lodging establishments open their
doors again, ALP wants to share
some voices from within our industry
and give you a chance to hear their
stories and lessons to be learned.
Our Innkeeper Panel discusses what
they are experiencing after their
reopening. Find out how far from
normal they are, what they are
doing, how quickly they are having
to re-direct marketing efforts, what
are they’re reservations looking like,
what are the guests asking about?

Download Slides (PDF) View the Slides (Flip Book)

Moderated by

Nathan Mayfield
Vice President
ResNexus

Nathan has over 18 years of multiple industry marketing experience. He
has over 10 years of operational experience ranging from a large billion
dollar company down to a local mom and pop graphic design store.
Nathan has worked at ResNexus for over 6 years and truly believes in
their mission statement of “Elevating Industries, one business at a time,
through service, innovation, and education!”

with Guests

Marty Etzel
Owner
The Flag House Inn, Annapolis, MD

Marty, along with his wife Carmel, have owned the Flag House Inn since
February 2018. The Flag House Inn is a premium bed & breakfast opened in
1992 in downtown Annapolis MD with a central location just 1 ½ blocks from
city dock and across from the US Naval Academy. Marty worked over 35
years in the corporate world in bulk chemicals and more recently 14 years at SAP (business
software) before embarking on this second career. His background is accounting and marketing,
having earned both CPA certificate and MBA diploma, and worked in various roles such as
business unit leader, product manager, positioning & messaging, sales training and helping
customers make the business case to buy software. Carmel worked as a speech language
pathologist in the Baltimore County school system for many years. Through the years, they have
traveled extensively, arriving in Annapolis with a vision of what a great customer experience
should look like. They have been able to realize that, ranking #1 on Trip Advisor & Google with a
near perfect rating with over 800 reviews.

Shawnie and Willy Gruber
Inn Owners
1900 Inn on Montford
Asheville, NC

Shawnie and Willy purchased the 1900 Inn on Montford 2-1/2 years ago.
They’ve curated the circa 1900 main house, guest rooms, and suites to
offer a special yet relaxing home base that’s only mere steps from
gourmet restaurants, minutes from the center of town, and a short drive
from endless mountain escapades in every direction. The Inn is celebrating 25 years as a
Bed and Breakfast and received the Griffin Historic Preservation Award from the
Preservation Society of Asheville and Buncombe County. The Inn has AAA Four Diamonds
for 11 years running and recently became a Select Registry property.

Willy was born in Austria and raised in Alaska. For 32 years, he worked for Golder
Associates, a $1 Billion company with 6,500 employees globally. After starting his career as
a technician in the field and working his way up the company ranks, he retired at Golder
Associates as the manager of global operational projects.

Shawnie was born in Memphis, TN into a Navy family. Like many military families, their
transfers moved them all over the US and abroad. She has held many key positions over her
22-year career with Golder Associates and 12 years at CWM/Waste Management, Inc. As a
Certified Meeting Planner (CMP), she organized the logistics for all major meetings, has led
the US Conference and Tradeshow program for ten years and combined the US and
Canadian Programs.

Of all of our successes, they’re most proud to have raised three great people (Jered 36,
Josef 25, and Hannelore 22).

Cheryl Grantham
Owner
Casa Grandview Bed and Breakfast
West Palm Beach, FL

In 2005, Cheryl and her husband Kirk began their privately funded urban
renewal in the trendy Grandview Heights Historic District of West Palm
Beach, Florida. The restoration of six properties spanning a city block
resulted in 13 vacation accommodations surrounding their two classic early 20th-century
houses previously moved and joined together in early 1990. The creation of Casa
Grandview Bed and Breakfast in 2008 offered guests the opportunity to share the
Grantham’s native lifestyle as West Palm Beach became a waterfront destination.

Cheryl manages the inn full time with son, Tyler, and husband, Kirk helping part time when
he’s not engaged in his profession as a dual board certified real property and estate
planning lawyer. He also owns and operates Standard Title Insurance Agency, Inc., and
Florida Exchange, a qualified intermediary for tax free exchanges.

Since its inception the Casa Grandview property boasts a AAA 4-Diamond Rating, is a
distinguished partner of Select Registry, bnbfinder Diamond Collection Inn, and ranks
number one on Trip Advisor. The properties are recognized by The National Register of
Historic Places and the Historic Preservation Board, City of West Palm Beach.

Welcoming Back Your Staff

What are the challenges lodging owners and operators are facing with their staff as they
reopen? Are staff uncomfortable returning or refusing due to unemployment benefits? Do
they have childcare issues? How have procedures and tasks changed since the onset of
COVID-19? Learn more that will guide you as you welcome your staff back to your new
normal.

View the Video Above Download Slides (PDF) View the Slides (Flip Book)

Moderated by

Linda Hayes
Hospitality Consultant and Owner, Ijk Partners

For the past 10 years, Linda Hayes has taken her vast knowledge of business operations and
worked with clients across the United States and Mexico. Her background as an interior
designer and market manager for a Fortune 500 company made the first step into hospitality
easy when she designed and built her small lodging property, Inn at Riverbend, in SW
Virginia. Next was the purchase and renovation of a former bank building into a thriving
restaurant, operating for 10 years. Having sold both of those entities, Linda shares her
knowledge by working with investors, owners, managers, and aspiring innkeepers to guide
them. Her 4-day “bootcamp” has guided over 50% of the attendees to now being owners of
their properties.

with Guests

Carrie Paugh
Director of Quality Assurance

Select Registry

For 12 years, Carrie Paugh owned and operated the Sayre Mansion in Bethlehem PA,
where she was responsible for the operations of the 22 room inn and event center. In
early 2018, she took on her current role as Director of Quality Assurance for Select
Registry. She has also served as a consultant for Root Hospitality and as a member of
the Board of Directors for Select Registry.

Amy Smith
Owner, Saratoga Arms
Saratoga Springs, NY

Amy Smith is the GM of Saratoga Arms hotel. Located in Saratoga Springs, NY, their family
owned hotel has serviced guests since 1998.You might say Amy was born to be in this
business. Her parents opened the very first B&B in town in 1984. She loves working on the
sales and marketing for the hotel, constantly testing new marketing channels, different hotel
packages, specials and rates for maximum yield.

Hiring and Training New Staff

The anticipated regulation
changes coming to the lodging
industry will require time that
most property owners simply
can't squeeze out of their 24 hour
days. Hiring staff may be in your
future. For those professionals
who didn't have the need for staff
in the past, are you familiar with
'proper' and 'legal' hiring
practices? We’ll also look to
sharpen your skills on
interviewing, selecting, and hiring
so you can hire the best person
for the job.

View the Video Above

Moderated by

Michael J. Tews, PhD
Associate Professor, Penn State University
School of Hospitality Management

Michael J. Tews is an Associate Professor in the School of Hospitality
Management, where he teaches courses in human resource management.
Michael earned his PhD from the School of Hotel Administration at Cornell
University, specializing in human resource management and organizational
behavior. Michael also earned his BS from Cornell University and his MS from the Department
of Industrial Relations at the London School of Economics and Political Science.

Michael’s research focuses on the application of industrial and organizational psychology to
the hospitality industry. His work examines issues relating to employee selection, training
and development, employee retention, and workplace substance abuse. His work has
appeared in journals such as Personnel Psychology, Journal of Applied Psychology, Journal
of Vocational Behavior, Organizational Research Methods, International Journal of Selection
and Assessment, Journal of Hospitality and Tourism Research, and the Cornell Hospitality
Quarterly.

On an applied front, Michael has conducted management opinion surveys, developed
employee selection systems, and designed management development programs for a variety
of organizations. Michael has also worked as a recruiter and trainer in the hospitality,
biotechnology, and information technology industries.

with Guests

Marilyn Bushnell
Owner, Broker, and Consultant

Bushnell Services

Marilyn Bushnell was born in Baltimore MD. Marilyn graduated from Loyola College in
Baltimore, MD and held leadership positions in Human Resources Management with
McCormick & Co. (Baltimore), Gilroy Foods (California), and Proctor & Gamble in Hunt
Valley, MD.
Marilyn is the Broker and owner of Bushnell & Bushnell Services , and affiliate of The B&B
Team®, a real estate and consulting company dedicated to helping aspiring and current
innkeepers achieve their goals in the unique lodging industry. She and her late husband
started this business, after owning and operating The Lafayette Inn, an 18 guest room Select
Registry inn located in Easton, PA

Jim Hasbrouck
The Grey Swan Inn
Blackstone, Virginia

Jim Hasbrouck is the Co-owner and operator of the Grey Swan Inn Bed and Breakfast in
Blackstone Virginia. He hails from the Great State of California, attended college at
Washington State University, served two years in the Peace Corps teaching English as a
second language, then transitioned to a Human Resource profession with the USDA Forest
Service where he specialized in Human Resource Development and Employee Relations for
35 years.
Jim and his Wife Christine began envisioning a new life style for their post career years that
would provide a modest income and life style conducive to their aptitude for hospitality and
service.

Future Financial Strategies

There's no doubt that the return to the positive side of the ledger is still a
ways away for many. Let's take a quick look back, but more importantly, let's
look forward to strategies you can implement now to be prepared for future
large and/or small disruptions in the hospitality and travel industries. Do you
have goals set - 6 month, 12 month, 2 year, 5 year?

View the Video Above Download Slides (PDF) View Slides (Flip Book)
Presented by

Carol Edmondson
Principal Consultant

Inn Advisors

Carol specializes in finding the perfect bed and breakfast, country inn, or other small
business for her buyer clients and the perfect buyer for her clients who are ready to sell their
business. Before becoming a professional Realtor, Carol was a 20 year corporate marketing
director, 12 year Cape Cod innkeeper/chef and career change consultant. Carol knows
business and she knows hospitality. Her happy clients are proof of her success.

COVID-19 Updates for the
Independent Hospitality Industry

The American Hotel & Lodging Association (AH&LA) has been instrumental in
providing the hospitality industry continuous and up-to-date information

throughout the COVID-19 shutdown. They come to us on this Development Day
with insight on funding relief program updates, re-opening legislation efforts, and

information about the Stay-Safe™ Program.

View the Video Above Download Slides (PDF) View Slides (Flip Book)

Presented by
Chip Rogers
CEO
American Hotel & Lodging Association
William “Chip” Rogers joined the American Hotel & Lodging
Association (AHLA) as President and CEO in January 2019. He
previously served as the president and CEO of AAHOA, the
largest U.S. hotel owners association, from 2014-2019.
Prior to joining the hospitality industry, Chip had a long career as a public servant.
He was elected to the Georgia General Assembly six times, and was unanimously
elected to serve two terms as the Senate Majority Leader. He was elected the first
national chairman of the Majority Leaders conference and served on the national
boards of directors for the State Legislative Leaders Foundation, the Community
Leaders of America, and the American Legislative Exchange Council.
Chip earned his undergraduate degree from Georgia Tech and his MBA from
Georgia State.

Creating an Online Presence in Real Time

Do you have time to work on your Google presence? Probably not - but you can get social
media pages working for you almost anytime, anywhere! We all have our phone on us at all
times. In less than 1 minute of your time, you can get the attention of thousands of potential
guests. Learn what content works best with different social platforms. Learn what content
attracts the most guests. And learn how to know when you really start to get annoying with
your posts. Efficiency and effectiveness are key when using social media - use your time
wisely.

View the Video Above
Presented by

Tyann Marcink
Community Ambassador, TouchStay
Owner, Missouri Haus Vacation Rentals

Tyann is considered a leader in guest experience in the vacation rental industry as both a
host and a photographer. She teaches marketing, best practices, and workflow as co-creator
of VR Mastered. She is a sought after property photographer, has hosted well over 10,000
guests in 12 years at her 9 properties in Missouri, and is the Global Community Ambassador
for Touch Stay digital welcome books.

MARK YOUR CALENDAR

Join us on September 9th for the next ALP Development Day when we present…

Keep Treading to Recovery

It’s much easier to move
forward when you acknowledge
what we don’t want to say out
loud: 2020 is not going to be a
profitable year and will be the
most challenging we’ve ever
faced. How do we make the
best of a terrible situation? Join
us as we talk about working
your revenue streams and
reducing your overhead to help
keep the inevitable “financial
dip” confined to the shallow
end of the pool and not a pencil
dive straight to the bottom of
the deep end.

View the Video Above Download Slides (PDF) View the Slides (Flip Book)

Moderated by

E Scot Fuller-Beatty
Director of Sales and Education, ThinkReservations
Owner/Innkeeper, The Chadwick Bed & Breakfast

Portland, ME

Scot is the owner of The Chadwick Bed & Breakfast in Portland, Maine since 2011, Scot also
keeps busy as the Director of Sales & Education with ThinkReservations. In his role at
ThinkReservations, Scot works with customers and teaches at local, state, and national
conferences to help educate owners and lodging staff on ways to fully utilize their PMS to
make their businesses more profitable, run more efficiently, and how to tackle emerging
trends such as yield management strategies, guest communications, and OTA relationships.

with Guests

Dan Clark
Owner and Innkeeper
Inn of the Turquois Bear

Santa Fe, NM

Dan Clark is owner and Innkeeper of the Inn of the Turquoise Bear in Santa Fe, New
Mexico. He acquired his 9 room Inn 6 years ago. Prior to becoming a business owner and
innkeeper Dan was an executive Human Resources and Organizational Development
practitioner for almost 30 years. Dan has presented at numerous business and human
resources conferences and has recently presented at several AIHP conferences in the areas
of maximizing revenue and utilizing both automated and manual yield management
techniques.

Tammy Holloway
Owner and Innkeeper
Bay Haven Inn of Cape Charles

Cape Charles, VA

After escaping the DC area for their love of Virginia’s eastern shore, Tammy and husband Jim
opened Bay Haven Inn in the historic coastal community of Cape Charles in 2012. Since their
arrival, Tammy has been engaged in the community and has actively led efforts for The Town
of Cape Charles revitalization project. In 2018, Tammy began a 4-year term on the Town
Council where she enjoys being engaged in framing the future of their evolving community.
For fun, Jim and Tammy love to scoot around town on their golf cart and enjoy the beautiful
sunsets on the bay.

Visit with some of your favorite ALP Allied Partners!

Be sure to click around their virtual spaces and explore all of the information
they’ve made available.













A special thank you to all of our exhibiting
Allied Partners.