Hotel & Catering Review - Issue 4 2018

ISSUE 4 2018

Going Mobile BENEFITS OF MOBILE POS SOLUTIONS

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The Michelin Mystique IN CONVERSATION WITH MICHAEL ELLIS

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ISSUE 4 2018

Go to hotelandcatering review.ie for the online edition

ISSUE 4 2018

CONTENTS 10 16 18 28 A Question of 30 CAPACITY Going Mobile BENEFITS OF MOBILE POS SOLUTIONS

#TRENDING REVENUE MANAGEMENT BOOKSHELF CRAFT BEER

The Michelin Mystique IN CONVERSATION WITH MICHAEL ELLIS

IN THIS ISSUE

Mobile POS Running an effective customer loyalty programme through your POS.

Revenue Management

COVER STORY

Galway is set to receive a boost from the city’s status as a European Capital of Culture in 2020

We examine the topic of revenue management and how it can be key to a hotel’s success.

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The Michelin Mystique Michael Ellis, International Director of the Michelin Guide, talks about the transformation of Irish cuisine.

The Future is Solar?

The Irish tourism industry is confident of future growth and it estimates that tourism revenue from overseas visitors to our shores could grow by 65 per cent, to €8.1 billion, by 2025.”

Maurice Pratt, chair of the ITIC

REGULARS

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NEWS

24 INTERIOR

32

HOSPITALITY

34

BOOK

DESIRE TECH SHELF

Energy efficient requirements could see solar power playing a bigger role in hotels.

A Crafty Choice The craft beer revolution means there’s lots of choice for your thirsty customers.

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A Quick Chat With Darren O’Brien

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Editorial & Production Manager: Mary Connaughton Art Director: Alan McArthur Design Assistant: James Moore Creative Director: Jane Matthews Photography: Caleb Purcell Photography, Paul Sherwood, XPOSURE, Keith Wiseman, Bord Bia, Jameson, Aures Technologies, Iain White/ Fennell Photography, Rob Durston Photography, NetAffinity, Marine Hotel, Alan Rowlette, YellowBelly, Rascals Brewing, Mescan Bewery, Boyne Brewhouse, FEM Ltd, Guestline, Diversey, Neville Thom.

Stock Photography iStock Infographics: www.flaticon.com Production: Nicole Ennis Sales Director: Paul Clemenson Managing Director: Gerry Tynan Chairman: Diarmaid Lennon

Published by: Ashville Media, Unit 55 Park West Road, Park West Industrial Estate, Dublin 12.

Tel: (01) 432 2200 ISSN: 0332-4400 All rights reserved. Every care has been taken to ensure that the information contained in this magazine is accurate.

The publishers cannot, however, accept responsibility for errors or omissions.

Reproduction by any means in whole or in part without the permission of the publisher is prohibited. © Ashville Media Group 2018. All discounts, promotions and competitions contained in this magazine are run independently of Hotel & Catering Review. The promoter/advertiser is responsible for honouring the prize.

Editor’s

VIEW W

elcome to our fourth issue of Hotel & Catering Review for 2018.

Alongside the latest news from the sector and a quick chat with the Iveagh Garden Hotel’s Darren O’Brien, we pick out some interesting (and tasty) options from Ireland’s burgeoning craft brewing market to add a little bit of spice to your menu.

Hotel capacity is big news in 2018 – increasing tourist footfall into the country is among one of the factors behind the need to bolster the number of hotel rooms this year and beyond. To discover more about these opportunities we catch up with Jack Fox, Hotels Agent with JLL Ireland in our cover story, seeking his advice for hoteliers looking to buy, sell or invest in the market.

As anybody working in the food business knows, receiving recognition from the Michelin Guide can be a gamechanger. During a recent trip to Adare Manor I caught up with Michael Ellis, the Michelin Guide’s International Director, to learn more about his views on international food trends, the criteria behind Michelin’s awards, and how Irish cuisine has come on leaps and bounds in recent years.

Elsewhere, we take a closer look at how solar power is set to play a bigger role in hotels as new energy efficiency requirements come into force from 2020, with one hotel in Norway setting the trend for sustainable business. We’ve also got the latest in hospitality technology, several interesting new books for your collection, and a peek inside the recently refurbished Marine Hotel in Ballycastle, Co Antrim.

HOTEL

Email: conor.forrest@ ashvillemediagroup.com

Enjoy the read,

Conor Forrest www.hotelandcateringreview.ie @HC_Review

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Editor: Conor Forrest

@

info@hotelandcateringreview.ie

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NEWS FOOD AND WINE HALL OPENS IN LIMERICK Limerick hospitality firm the Savoy Group has announced a new partnership with Findlater & Co. with the opening of the Alex Findlater & Co. Food & Wine Hall on Limerick’s O’Connell Street.

The 18,000 square foot space, which opened in late March, includes a food hall, wine shop and restaurant experience. A flagship Warbler & Wren Coffee House is also on-site.

“The Findlater name boasts a rich and storied heritage dating back to 1823, when Alexander Findlater established his first whiskey shop in Dublin.This move heralds an exciting new and modern proposition for the brand and acts as a fantastic showcase for the specialist portfolio our business offers,” said Oliver Sutherland, MD of Findlater & Co. “The Savoy Group have been an important strategic partner for our business for many years and we look forward to further building on this story with new innovations from our retail brand.”

WALSH PR ANNOUNCES NEW APPOINTMENT Consumer and corporate PR agency Walsh PR has announced the appointment of Maeve Governey to its Board of Directors. Governey joined the agency in 2014 – her career spans almost two decades with extensive industry experience across retail, the public sector, technology, financial, and alcoholic beverages.

CELEBRATING 25 YEARS IN BUSINESS Providing a professional and personalised brochure display/ distribution system, Brochure Broker is celebrating 25 years in business.

Brochure Broker is a comprehensive onestop-shop, where clients are guaranteed a display platform for their brochure material, allowing them to devote more time to their businesses. The service also allows hotels devote their time to their guests by providing free tourism related brochures. The company supplies a range of display stands, services them regularly and ensures that all brochures are neatly displayed, relevant and in date.

Brochure Broker Ltd would like to wish all its clients and partners in the tourism and hospitality sectors every success. for 2018.

The management team of Brochure Broker Ltd

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LOUGH ERNE RESORT CHEF WINS IN BELFAST Mark Winter, Sous Chef at Lough Erne Resort, won Northern Ireland Young Chef of the Year at IFEX Belfast 2018, Northern Ireland’s premier food, drink, retail and hospitality event. The award is part of the renowned Salon Culinaire, which attracts chefs of all levels of experience. To win, the 23-year-old chef from Armagh had to prepare and service his own gourmet three-course meal for two covers – starter, main course and dessert – under the scrutiny of the judges.

“We are delighted that Mark is bringing this award back to Lough Erne Resort. Despite his tender years, Mark is a valued member of our renowned culinary team,” said William Kirby, General Manager at the Lough Erne Resort.

“Everything this young chef serves up is top class and, with the excellent tutelage of Executive Chef, Noel McMeel, we have no doubt this is only the start of a very bright future for Mark.”

Pictured (l to r) are William Kirby, General Manager, Lough Erne Resort, Mark Winter, Sous Chef and Noel McMeel, Executive Chef Lough Erne Resort

NEW PROGRAMME TO BOOST COASTAL TOURISM

Andrew Forde USI ,Theresa Ryan, Kevin Griffin, Ziene Mottiar, Catherine Gorman, Ruth Craggs and Bernadette Quinn, School of Hospitality Management & Tourism, DIT, Prof Sarah Moore

ITS WIN DELTA AWARDS Dundalk Institute of Technology’s (DKIT) Department of Hospitality and the School of Hospitality Management at Dublin Institute of Technology both received awards at the inaugural DELTA (Disciplinary Excellence in Learning, Teaching and Assessment) awards in March. Presented by Minister Mary Mitchell O’Connor, the awards recognise projects that demonstrated ‘outstanding commitment to enriching teaching and learning in their disciplines and preparing graduates for the working world’. DKIT’s winning project looked at ‘Embedding Graduate Attributes into all Programmes’, while DIT won for ‘Students in Action Initiative’.

“We are delighted to have hosted the DELTA awards, highlighting project teams that have had an outstanding impact in teaching and learning in higher education,” said Professor Sarah Moore, Chair of the National Forum for the Enhancement of Teaching and Learning.

“The Awards also recognise the importance of discipline leadership and celebrate the expertise and commitment that characterises exceptional teaching.”

Cork, Waterford and Wexford would benefit from a new tourism initiative that aims to encourage visitors to explore new areas of Ireland’s coast.

Deirdre Clune, MEP for Ireland South, has welcomed the new Celtic Routes programme which is supported by 1.6 million in EU funding. The programme aims to increase the time visitors spend in these regions and capitalise on opportunities to boost local economies.

“Tourism is one of Ireland’s most important economic sectors, particularly in the South and South East of Ireland. In the context of Brexit, it is vital that we support the development and promotion of tourism in our coastal areas, and work together to offset the drop in numbers of visitors from the UK,” said Clune. “The focus of this programme isn’t on tourist hot spots, rather encouraging visitors to explore local scenery, hospitality and culture in Waterford, Wexford and Cork. In helping to increase visitor numbers, Celtic Routes will stimulate economic growth and both create and safeguard jobs in cultural, heritage and tourism sectors. It is a cross-border programme with Wales, and this connectivity is an important element for success also.”

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BIENVENUE EN IRELANDE Tourism Ireland, Fáilte Ireland and Ireland’s Blue Book welcomed five top travel writers from France to Ireland at the beginning of April for an exploration of Ireland’s Ancient East. Representing print and digital publications, they have a combined readership of over 777,000 people. “Fact-finding visits like this are a really effective way for us to get positive exposure for Ireland through the media in France, helping us to showcase the excellent tourism experiences on offer here to more than almost 800,000 potential French holidaymakers,” said Monica MacLaverty, Tourism Ireland’s Manager for Southern Europe.

Pictured at the All-Star Accreditation Programme at the All-Ireland Business Summit powered

by Audi were MC Gavin Duffy and Cori Calvert, CEO, Glas Éireann Solutions, a finalist for All-Star Best New Business of the Year 2018-19

ENERGY SAVINGS WITH GLAS ÉIREANN SOLUTIONS

Pascal Marinot, head chef, Delphi Lodge; Manuela Spinelli, Secretary, Euro-Toques; Ulrich Hoeche, Lecturer Culinary Arts GMIT; Kate Kennedy, owner, Killary Fjord Shellfish; Graham Neville, Commissioner General Euro-Toques

RISING DEMAND FOR IRISH SEAFOOD Chefs from some of Ireland’s leading restaurants paid a visit to the Wild Atlantic Way at the end of March to learn more about the provenance of Ireland’s seafood offering. Organised by Euro-Toques Ireland in collaboration with Bord Iascaigh Mhara, the twoday event included a tour and tasting at Killary Fjord Seafood in Leenane, Co. Galway. Seafood’s value in the foodservice sector rose to 180m last year, with recent trends including a heightened interest in seafood provenance.

“Chefs have long had a powerful influence on the way people eat. We’re increasingly seeing producer’s names appear on menus in restaurants, cafes and throughout the wider foodservice industry both in Ireland and internationally,” said Ian Mannix, BIM Business Development Manager. “Meeting with a seafood producer, seeing first-hand where seafood comes from, the producers’ passion and how it’s being produced is one of the most impactful ways to demonstrate the importance of provenance in relation to seafood. This is the basis of BIM’s ‘Taste the Atlantic – a seafood journey’.”

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Glas Éireann Solutions, an energy service company (ESCO), is guaranteeing businesses savings of up to 60 per cent on their current energy costs. The company audits, designs, installs and finances energy efficiency and green energy projects to businesses who wish to reduce energy costs and carbon footprints. According to Cori Calvert, CEO, “Glas Éireann Solutions is a full service ESCO. We use the initial audit to highlight all the areas that a customer may benefit from and propose green energy solutions such as LED lighting, CHP, PV solar panels and any other technology to improve energy efficiency and guarantee savings of up to 60 per cent. We also offer innovative finance options where repayments for capital required will be provided from the guaranteed savings made.” Glas Éireann is currently helping clients in the hospitality, manufacturing, logistics and healthcare sectors to reduce their energy costs.

NEW ZERO SUGAR JELLIES For foodservice businesses looking to cater to clients with a variety of dietary requirements, Ooh Natural Food Company has launched a new range of zero sugar jellies, which are suitable for vegan, vegetarian and diabetic diets. No sugar is used, just Stevia, a natural sweetener derived from plants that has been shown to improve insulin sensitivity, reduce cholesterol and reduce plaque build up in the arteries, as well as lower blood pressure and blood sugar levels. The lack of gelatine jelly makes it suitable for children, older people and those with gluten-free diets – carrageen is used instead.

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JAMESON DISTILLERY CELEBRATES FIRST BIRTHDAY

NEW BUSINESS FOR IRISH FOOD Monday April 9th marked the start of Marketplace International 2018, a global food buyers event organised by Bord Bia with the aim of driving new business for Ireland’s agri-food industry. Over 550 buyers from more than 50 countries took part in the week-long event which is the largest of its kind to take place in Ireland. A target of 40m worth of new business was the target set by Bord Bia. “Marketplace is an invaluable opportunity for Irish food and drink companies to meet with a large number of international buyers face to face,” said Bord Bia CEO Tara McCarthy. “It is our prime platform for showing international buyers’ first-hand what makes our products world-class. Initiatives such as Marketplace have enabled the sustained growth of Irish food and drink exports for the past eight years, culminating in a record value of 12.6bn in 2017”.

Jameson Distillery Bow Street celebrated its first birthday with the news that it is the most visited whiskey experience in the world. Since it reopened in March 2017 following an 11m refurbishment, it has welcomed more than 350,000 visitors from over 70 countries. A total of 32,000 whiskey enthusiasts have been taught how to blend whiskey and create whiskey cocktails, more than 50,000 Jameson sours have been sold, and four marriage proposals were facilitated inside John Jameson’s secret office.

“Entertainment is more immersive and interactive than ever before, and audiences place more value on storytelling and the quality of the guest experience.

Our redeveloped Jameson brand home draws on technology to complement the historic surroundings of the iconic distillery to deliver an unforgettable experience,” said Claire Tolan, Managing Director of Jameson Brand Homes. “Visitors are invited to touch, smell and most importantly, taste Jameson in the original Bow St. Distillery building – this has been the key to our success in our first year. We look forward to welcoming even more visitors to Bow St. and the Jameson Distillery Midleton over the next year.”

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Commercial

PROFILE

UNVEILING IRELAND'S

HIDDEN HEARTLANDS

Pictured at the launch are Paul Kelly, CEO Fáilte Ireland, Fiona Monaghan, Head of Activities, Fáilte Ireland and Minister of Transport, Tourism and Sport, Shane Ross TD.

T

he River Shannon will be a central focus of the new brand, with a Shannon Masterplan currently being developed by Fáilte Ireland in partnership with Waterways Ireland to drive tourism opportunities both on and off the water and in the towns surrounding it.

Ireland’s Hidden Heartlands will cover the ‘heart’ of the country, from Leitrim down to East Clare and extending through Longford, Roscommon, East Galway, as well as parts of Westmeath, Cavan, North Tipperary and Offaly. It will complement Fáilte Ireland’s other key brands – the Wild Atlantic Way, Ireland’s Ancient East and Dublin.

The brand was developed following extensive research with consumers in Ireland, the US, the UK, Germany and France. Over 10,000 consumers were interviewed in the process, giving Fáilte Ireland great insight and confidence that Ireland’s Hidden Heartlands has the potential to be both appealing and motivating to visitors.

Speaking about how the new brand will help to drive growth across the region, Paul Kelly, CEO of Fáilte Ireland, said: “Ireland’s Hidden Heartlands has been developed after months of extensive market testing both here and overseas. The overwhelming feedback is that visitors from key markets want the opportunity to explore Ireland’s natural gems and rural communities. There is also a huge appetite out there for tourists to be active in nature through activities like walking, cycling, angling and boating routes – all of which the Midlands can offer in abundance.

“We believe that sustainable growth in tourism will depend on greater regional and seasonal activity and this new brand will go a long way in driving that across the Midlands. While it will take a number of years for the region to realise its full potential, our focus now will be on working closely with key partners and communities across the region to develop the top-class visitor experiences that will be central to the success of Ireland’s Hidden Heartlands,” concluded Mr Kelly.

Photo: Don MacMonagle - macmonagle.com

Photo: Pat Moore.

IRELAND’S HIDDEN HEARTLANDS HAS BEEN DESIGNED TO BOOST TOURISM AND DRIVE VISITOR GROWTH ACROSS THE MIDLANDS REGION

Pictured at Dooks Golf Club are Mark Beckett, Adare Manor, Martin Donnolly, Fáilte Ireland; Paul Mason, Dream Golf Holidays, Scott Doane, Golf & Adventure Travel Expeditions.

2018 GOLF IRELAND CONVENTION 35 of the world’s top international golf tour operators were welcomed to Killarney for Fáilte Ireland’s 2018 Golf Ireland Convention, a showcase of the country’s top-class golfing experiences. The convention, organised in partnership with Tourism Ireland and IAGTO (International Association of Golf Tour Operators), is a forum for key overseas golf operators to meet directly with more than 60 Irish golf industry members and to negotiate overseas business for 2018 and 2019.

Golf tourism is an extremely lucrative sector with golfers being amongst the highest yielding visitors to Ireland. Over 200,000 overseas visitors golf during their visit to Ireland every year, contributing almost 270 million to the economy and driving over 1.7 million bed nights right across the country.

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Commercial

PROFILE

INVESTMENT FOR HERITAGE SITES IN KERRY,

MAYO, GALWAY AND SLIGO Minister Brendan Griffin and Fáilte Ireland CEO, Paul Kelly with the Fáilte Ireland Meitheal team

SUCCESSFUL GATHERING FOR IRELAND’S TOP TRAVEL TRADE EVENT

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eitheal 2018, Ireland’s most important annual travel trade event, took place recently with more than 360 Irish tourism businesses from across the country exhibiting their offerings to top tourism buyers each of these buyers represents tens of thousands of possible customers.

Held annually each Spring and organised by Fáilte Ireland in association with Tourism Ireland, Meitheal provides a platform for Irish tourism operators to win new contracts and customers for next season and beyond.

This year’s event involved: • 302 top overseas tour operators from 23 countries, including delegates from Iceland, Japan and Qatar attending for the very first time • 360 Irish businesses selling the best of the best of the country’s tourism offer • 12,000 face to face meetings programmed • Familiarisation tours for international operators - visiting Dublin, Ireland’s Ancient East and the Wild Atlantic Way

CYCLE SPORTIF RIDES AGAIN

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Fáilte Ireland, in partnership with the Office of Public Works (OPW), has announced a major investment of €4.3 million in four key heritage sites along the Wild Atlantic Way, which will enhance the visitor experiences at each location.

The investment, which forms part of Fáilte Ireland’s strategic partnership with the OPW, will significantly enhance the visitor experience and views at key locations, with new exhibitions and major upgrades. Fáilte Ireland is providing up to 75% of the funding for the projects from its Capital Grants budget, with the remainder of the funding being provided by the OPW. The four heritage sites to benefit from this investment are:

Photo: Valerie O’Sullivan.

The Wild Atlantic Way Cycle Sportif 2018 spring event recently kicked off from Kinsale, West Cork. A joint initiative between Fáilte Ireland and cycling specialists, Ride Wild, the bi-annual cycling event includes 16 stages covering 2,152 kilometres of coast along the magnificent Wild Atlantic Way, finishing in the village of Muff in Co. Donegal. Launched in September 2017, the Wild Atlantic Way Cycle Sportif is designed to promote the Wild Atlantic Way as a premium cycling destination for both national and international cyclists with events taking place in April/May and September.

Pictured is Minister of State for Tourism and Sport, Brendan Griffin T.D., alongside Fáilte Ireland’s Director of Product Development Orla Carroll and OPW Chairman Maurice Buckley at the Blasket Centre in Kerry, also included is Doncha Ó Conchuir, Manager Ionad an Bhlascaoid Mhór, left and Cllr Cosai Fitzgerald.

Cyclists are pictured at Charles Fort, Kinsale at the start of the first stage.

• Blasket Island Visitor Centre in Kerry • Céide Fields in Mayo • Inis Mór in the Aran Islands, Galway • Carrowmore in Sligo

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BUSINESS MATTERS

Jason Southern, Channel Manager with Aures Technologies, discusses how to best run a customer loyalty programme through your POS.

MOBILE I f your business isn’t currently using a mobile POS solution, you’re simply missing out. You don’t have to move away from the stationary terminal but add in a mobile POS unit and you could be increasing the level of service you offer your customers and therefore taking advantage of increased productivity. Mobile POS solutions don’t just allow you to take payments via different payment card industry (PCI) compliant pin entry devices (PED), but also check prices, stock, and offer customer loyalty programs directly from your tablet or other mobile device.

DECREASING WAITING TIMES Mobile POS allows your sales team to take payment from customers directly around the shop, at their seat/table or even on entry to your venue, instead of having to send them to queue up at the tills. By taking payments via a PED connected to your mobile POS solution, you can reduce queues and therefore avoid the chance to lose the sale!

With fewer employees needed to staff tills, more time can be spent on the shop floor making sales to those customers who previously may have just walked away, the diners

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getting annoyed at waiting for the bill, or those in huge queues at your venue awaiting entry.

In a restaurant setting, the payment process is the last part of your interaction with a customer that they will remember.

Not receiving the bill promptly is a common annoyance for customers, but now mobile POS can help. It allows customers to conveniently pay right at their table, without having to catch the eye of the waiting staff and wait whilst they fetch the bill. A mobile system will also allow orders to be inputted by the server right at the tableside and instantly transmitted directly to the kitchen, improving efficiency between the front of house staff and those in the kitchen.

VERSATILITY AND PORTABILITY Mobile POS devices such as the AURES SWING and the iRUGGY offer a multitude of functions and features. They don’t just provide portable payments options via a multiformat reader but also omni-channel customer experiences, price and stock management solutions, customer loyalty programmes, product presentations and much more.

Our mobile POS solutions are rugged enough to handle daily use. They are also ergonomic enough for staff to carry

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BUSINESS MATTERS and use through the duration of a full shift, without having to abandon them to go and charge them up time and time again like many others that are available on the current market.

The SWING even comes with the exclusive AURES’ POGO system – a magnetic attachment and connection module featuring built-in motorized, retractable security locks – for automatic positioning and centring on all its various stands: adjustable full docking station, mini-pole or wall mount. As a mobile device, the SWING provides permanent wireless connection to smartphones and all EPOS tools and peripherals (e.g. to optimise management of omni-channel customer loyalty programmes).

SPECIAL EVENTS If your business is having a promotion or sale, you may want to add additional checkout options without spending money to purchase more stationary POS equipment. Mobile POS provides a cheaper and more convenient solution for annual sales or other large events that will see a significant influx of customers for a short period. Equally, when attending events, shows and exhibitions where you may sell products directly to your end user, operating a mobile POS solution is a great way to sell on the go!

Many payment providers allow for a seasonal subscription, allowing you to use mobile POS during busy seasons for a small fee, rather than having to purchase the systems outright that you may not need for the rest of the year.

IMPROVE ORDER ACCURACY Customer orders can be taken right on the spot and input directly in an electronic format. In restaurants, this means no more transferring information from handwritten notes into the POS system manually. The more times that information needs to be transcribed, the greater the likelihood of an error.

This is especially useful for dealing with any special requests or dietary restrictions, as it means the information goes direct to the kitchen. It also speeds things up, as cooks can begin making the food as soon as the order is placed, instead of waiting for information to be walked back by the waiting staff. Not only will your customers be more satisfied with faster food preparation and fewer errors, but it will also reduce food waste for your business.

In a retail setting, it also allows you to combine the channels in which you sell. For example, you may have a customer wishing to buy an item of clothing you do not have in store but which is available to purchase online.

Mobile POS enables your sales team to sell via your website whilst the customer is still in your store. Previously the customer may have been told to ‘try online’, leaving them to walk

Jason Southern, Channel Manager with Aures Technologies

HAVING A NUMBER OF READILY AVAILABLE STAFF ON THE SHOP FLOOR FOCUSING ON SERVICE ALONE PROVIDES SOMETHING TANGIBLE TO CUSTOMERS THAT THEY CAN’T RECEIVE FROM SHOPPING ONLINE.

out empty-handed, have time to either change their minds en-route home or even via your competitor’s store.

BETTER CUSTOMER SERVICE Instead of having designated cashiers, you can clear your tills and turn them into sales consultants. Customers will appreciate more staff on the shop floor to help answer questions or help make decisions. In this way, mobile POS can set your business apart from the competition as providing exceptional customer service.

Once the customer is ready to make a purchase, it can be handled directly by the salesperson without having to pass them over to another member of staff on the main stationary tills. This allows for better rapport during the purchase process, helping to close sales faster and allow for seamless upsells.

Having a number of readily available staff on the shop floor focusing on service alone provides something tangible to customers that they can’t receive from shopping online. This will in turn give the customer a great shopping experience and increase repeat custom while also leading to better brand loyalty.

MOBILE REPORTING Your management staff can track sales and manage staff from anywhere on site or even remotely. Analyse performance in real time to make changes at the tap of a button and keep your business ticking over smoothly.

Whether you need a standalone mobile POS solution or a multi-format reader for MSR and RFID, NFC or Bluetooth, AURES can help build you a solution that works. Considering implementing a mobile POS solution? Contact us today and let us show you the freedom that mobile POS can offer your business.

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COVER STORY

With increasing tourist footfall into the country, there’s an opportunity for increased capacity within the Irish hotel sector. We take a look at the opportunities for hoteliers considering buying, selling or investing in 2018 and beyond.

A Question of

CAPACITY

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COVER STORY

THE 1,300 ROOMS (OR 800 NET) WE CAN EXPECT TO SEE THIS YEAR ARE DESPERATELY NEEDED, AS ARE THE ROOMS THAT ARE EXPECTED TO COME ON-STREAM NEXT YEAR AND THE YEAR AFTER – THEY’RE EXPECTING 2,000 ROOMS PER YEAR TO COME ON IN 2019 AND 2020.

A view of Dublin from The Marker Hotel

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COVER STORY

The

Challenges

The biggest challenge facing Irish hotels at present is Brexit, with a decline in visitor numbers from the UK and the possibility of a further drop this year.

“We will really rely on the Irish tourism industry’s ability to minimise Brexit effects, whilst continuing to win more market share.”

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Irish Tourism Industry Confederation (ITIC) recently unveiled its vision for the future of the sector. A new eight-year strategy calls on the Government to put more ambitious targets in place and increase its spend on tourism, estimating that earnings from overseas visitors can increase by 65 per cent to 8.1 billion per year by 2025 with the right investment strategies and policies in place. If that target is reached, the sector would see an additional 80,000 jobs across the country and a boost to the exchequer of nearly 2 billion each year.

“Irish tourism is Ireland’s largest indigenous industry and is at a key juncture – correct actions need to be taken now to ensure that the sector’s significant potential is to be achieved. The Irish tourism industry is confident of future growth and it estimates that tourism revenue from overseas visitors to our shores can grow by 65 per cent, to 8.1 billion, by 2025,” said Maurice Pratt, chair of the ITIC. “This is significantly more than the national tourism policy target which is 5 billion for the same period. The Government must match the industry’s ambitions and commit appropriate funds to overseas marketing and new product development so that tourism can realise its potential for the country.”

On the back of such growth, if it comes to pass, is an opportunity to increase Ireland’s hotel capacity – after all, these visitors need somewhere to stay. In January 2018, commercial property firm JLL Ireland predicted a buoyant year for the hotel industry, forecasting around 1,300 new hotel rooms (800 net rooms when several closures are taken into account) to open in Dublin city alone, beginning with the Iveagh Garden Hotel on Harcourt Street which officially opened its doors in April.

“Occupancy is extremely important. Numerous reports have been published Galway is set to receive a boost from the city’s recently – you’ve got reports from the ITIC, one from Fáilte Ireland and from the status as a European Irish Hotels Federation (IHF), outlining both the number of overseas passenger Capital of Culture in 2020 travel tourism and how that’s increasing, and the need and demand for those extra beds,” explains Jack Fox, Hotels Agent with JLL. “The 1,300 rooms (or 800 net) we can expect to see this year are desperately needed, as are the rooms that are expected to come on-stream next year and the year after – they’re expecting 2,000 rooms per year to come on in 2019 and 2020.”

Settling Much of this expansion in Dublin is being triggered by marketplace increased passenger numbers into Ireland, particularly through Dublin Airport which hit a record number of 29.6m in 2017, a rise of six per cent on the previous year. Airlines are expanding the number of flights into Ireland and Dublin Airport itself is investing The volume of heavily – Dublin Airport Authority is seeking to spend 300m per transactions fell by year on capital infrastructure projects such as the proposed north 30 per cent last year runway and an extended Grade A office campus around the airport compared to 2016, and with plans to cater for between 4,000 and 5,000 employees across Fox expects to see four office buildings. “That’s a vote of confidence for both Dublin about 500m worth of Airport and Ireland as well,” says Fox. transactions between But while Dublin and the Greater Dublin Area is set to now and the end of experience strong hotel growth in the years ahead, the rest of the the year thanks to country shouldn’t be left behind – developments and extensions are legacy receiverships underway in counties such as Kildare, Limerick and Louth. Cork coming to an end and a has been experiencing a rising demand for beds boosted by factors reduction in the amount including increased visitor numbers travelling along the Wild of distressed hotels Atlantic Way, the launch of its first transatlantic flight to Boston remaining. While that in July 2017, and the development of attractions such as Páirc Uí volume has decreased, Chaoimh, though this is also being driven by the development of he notes that we’re new office space. According to a report in the Irish Examiner last coming off the back of November, projects involving some 1,355 new bedrooms are at several strong years various stages of the planning process in Cork city – permission of hotel transaction was granted last December for construction of what will be the volume and that level city’s biggest hotel on Sullivan’s Quay, with 220 beds planned for corresponds to the longthat location. Meanwhile in Galway, the sector is set to receive a term average. boost from the city’s status as a European Capital of Culture in 2020 in particular.

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COVER STORY

WE’VE SEEN RECENT SIGNS IN THE GALWAY MARKET FOR NEW HOTEL DEVELOPMENT AND WE WILL EXPECT TO SEE A FEW NEW HOTELS OPENING IN THAT MARKET IN ADVANCE OF GALWAY 2020.

IHF Statement

Jack Fox

“We’ve seen recent signs in the Galway market for new hotel development and we will expect to see a few new hotels opening in that market in advance of Galway 2020,” says Fox. “Now, if hoteliers and developers are able to get their doors open in time for that, fantastic, they’ll be able to reap the rewards of that.”

BUY OR SELL? While it seems that demand for increased capacity is a sure bet, prospective buyers, builders or sellers aiming to capitalise need to carefully consider their next move. Plenty of value is available outside of Dublin city centre and JLL notes that hotels can still be acquired below replacement cost. Galway city centre and Dublin Airport have been earmarked as options for those looking to build – the former offers ‘first-mover’ advantages in advance of the city’s stint as European Capital of Culture. For those looking to sell, Dublin city centre offers the most value as hotels values are now in excess of 400,000 per key for prime city centre properties and, with peak occupancy rates, there’s the potential to make a significant profit this year thanks to strong international demand. “As a result of that we’re seeing some owners who are waking up to that and realising that they might be able to capitalise

on that gain on their hotel investment – that is an area that we’re seeing hotel owners considering selling their assets,” says Fox. And, for those considering a purchase in 2018 or beyond, a savvy choice would be to consider large provincial hotels and resorts that are dominant within their catchment areas. “I would consider there to be good value in some of the Irish regions as is evidenced by some recent hotel transactions where yield is in the order of 10 plus per cent, north of 10 per cent yields on the regional assets,” Fox explains. “That’s compared to Dublin city centre’s yields where you’re [seeing] in the region of six per cent. There is relative value there in the regions and that has been evidenced by buyers who are [providing] strong demand for regional assets.”

Once you’ve made an investment, the next step is to plan improvements to increase the property’s value. “Everyone likes an angle,” Fox explains. “Savvy investors always look for an angle, always look for a way to go in and improve the property, whether that’s picking something up and adding on extra bedrooms, whether it’s by reconfiguring the current layout within the existing building or by adding an extension onto the back or side of the hotel. That is attractive for an investor and something that people should be on the lookout for.”

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There is a temporary capacity issue in Dublin which is being addressed and will work itself out relatively quickly.

Currently there is an hotel investment pipeline of 1 billion in Dublin city and we expect to see a further 1,000 rooms come on stream in the city this year with an additional 2,000 in 2019 and between 1,000 – 2,000 in 2020.

Dublin is the most popular entry point into Ireland for overseas visitors, so increased capacity is important to the expansion of tourism across the country.

There was no significant investment in the supply of hotels for nearly 10 years.

Now that the sector is returning to profitability, there is more confidence.

The climate is right for the kind of longterm investment that is required for a new hotel development and this is reflected in the number of new developments that are taking place.

However, there is still the development process to be negotiated, including a long planning process which delays new hotels from being built in a timely manner.

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FINANCE

We examine the topic of revenue management and how it can be key to a hotel’s success.

Revenue

Managed

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evenue management is a key factor in any hotel’s success – hoteliers need to ensure they’re selling the right room to the right person at the right time and on the right channel. A good revenue manager with the right tools and knowledge can analyse trends, predict demand, and optimise inventory availability to sell rooms on the right channels to optimise revenue and profit.

“I won’t say every hotel will require a revenue manager, but someone who is looking after the revenue management function,” explains Helena Rowe, account manager with technology and digital marketing company NetAffinity. For larger properties, Rowe advises employing a dedicated revenue manager who has the time to analyse demand, the competition and incoming bookings to identify room for growth and improvement.

But where to start if you don’t have a revenue strategy in place and you can’t afford to hire a revenue manager? The first step is to look at your performance for the last 12 months, for each month, pinpointing what you did and didn’t do well and highlighting what you want to replicate going forward.

Rowe recommends looking at performance by channel – bookings over the phone, through email, from online travel agencies (OTAs) and so on. That’s where a good property management system comes in as its reporting functions provide this information.

If those reporting systems aren’t available there are other methods, such as analysing data from your website’s booking engine to discover where bookings are coming from.

“Look at what’s booked, when it’s booked, but also when they’re staying,” Rowe says. “[You should] look at cancellation rates as well because that’s very important. We do see high cancellation rates from OTAs for hotels, which means that they’re selling the rooms quite far out but then a month or a week ahead of their due date to arrive, that room might cancel and the hotelier has to turn around and sell it again.”

You should also keep an eye out for any gaps in the information you have – are you recording bookings made over the phone or through email? You may be unaware that a significant chunk of revenue is coming from phone bookings rather than OTAs to which you must pay a commission. “Implement the changes in order that this time next year you will have a fuller picture,” Rowe advises.

CHALLENGES Revenue management is something that isn’t without its challenges. Many hotels have

FINANCE yet to employ a revenue manager – instead the role is often juggled between the sales and reception managers. As a result, key insights can often fall through the cracks and data may not be fully analysed to identify strengths and weaknesses. For dedicated revenue managers, ongoing skills and training can be a struggle – there aren’t a huge Helena Rowe, amount of related NetAffinity courses in Ireland and making the time to upskill or keep up with the latest industry trends can be difficult.

Technology can also be a struggle in terms of securing funding for the latest software (which can be quite expensive), as is ensuring strategy implementation from the top down.

“The general manager needs to buy into it as well as each of the receptionists,” says Rowe, noting that in some cases a customer might spot a cheaper price on an online travel agency and phone the hotel directly for a price match – the receptionists aren’t in a position to offer the lower price and lose out on a direct booking. “The receptionists need to understand enough about revenue management... that they have the approval to be able to go ahead and give them the same rate.”

Collaboration is key in surmounting these challenges. If the sales and marketing team and the revenue team are working in isolation very little can be achieved – Rowe explains that budgets and strategies should be set together, with the teams working in tandem throughout the year to realise targets. For example, a sales manager might decide to hold a 20 per cent off sale on a certain date, not realising that it’s a date that normally sees high demand. “The sales and marketing manager’s goal may be to increase brand awareness and a sale will definitely do that if you put the right marketing behind it,” she says. “But it’s not going to achieve anything if, at the end of the day, the hotel is not making profit on it.”

THE FIRST STEP IS TO LOOK AT YOUR PERFORMANCE FOR THE LAST 12 MONTHS, FOR EACH MONTH, PINPOINTING WHAT YOU DID AND DIDN’T DO WELL.

#Management

Tools

While a good PMS is the first step for any hotel, there are other tools available to track and analyse data.

Rate shopping tools allow you to benchmark your rates against competitors, while revenue management systems are also available for integration within the PMS – these use algorithms to analyse incoming bookings and demand and make recommendations on increasing or decreasing the rate, and opening or closing inventory to optimise sales.

“What’s really important is that they purely take the time to look at it,” says Rowe.

“Time is a very important tool as well, that it’s not being put on the long finger and never looked at, that it is reviewed at least once a quarter.”

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FOOD HEROES

Conor Forrest sat down with Michael Ellis, International Director of the Michelin Guide, to discover more about international food trends, Michelin criteria and how Ireland is rich in talent, cuisine and ambition.

The

Michelin Mystique

Rencontre entre le marron et la châtaigne from the Vertig’O Michelin Star restaurant in Geneva

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FOOD HEROES

For

Photo: Paul Sherwood

those in the food business, receiving an award from the Michelin Guide can be a gamechanger. The Michelin Star in particular is a recognition of food that goes above and beyond what you might ordinarily expect, but achieving one is no easy task. Just 11 Irish restaurants have earned one star and just one – Restaurant Patrick Guilbaud in Dublin – has received two. Still, it’s a good sign of how far the country’s culinary focus has come in recent years.

“I think Irish cuisine is evolving tremendously. Three-quarters of the battle is already won in Ireland because the products are so good, whether it’s from the sea or from the soil, Ireland is incredibly rich,” says Michael Ellis, the Michelin Guide’s International Director. “And you can see it just looking around – everything is green here, there’s a lot of rain but that’s good too, [and] the soil is very rich so Irish products are fantastic. Ireland is surrounded by cold water and that means good fish.”

Ellis’ love affair with food goes back many years. He was born in Denver, Colorado and as a young man travelled to France, deciding when he was 16 years old to become a chef. Several years later he enrolled in the Ferrandi cooking school in Paris before securing a job as a commis chef at Michelin star restaurant Le Bistro 121. Working 12-hour days, five-and-a-half days a week, he decided to return to the US to finish his studies, though he came back to France several years later to study business. After stints at a variety of companies including Diageo, Club Med and Ball he found himself working for Michelin, securing a role as vice-president of the motorcycle division’s sales and marketing team in 2007.

“And then a few years later they saw that I had a cooking background and they offered me the job to be the head of the Michelin Guide in 2011. I said ‘Sure and I haven’t looked back!” he says with a smile. “Being a chef and working in the kitchen – it’s a job of passion, you have to be passionate about it. I was passionate about it young and I decided to do other things, but I never found in my other jobs the passion that I have for what I’m doing today.”

Ellis first travelled to Ireland in 1982, leaving with the impression that our cuisine was “overcooked”. However, that has changed drastically in the last number of

PEOPLE WANT TO EAT LOCALLY, THE LOCAVORE TREND IS HUGE. PEOPLE WANT TO KNOW WHERE THINGS ARE COMING FROM.

years, with Irish food undergoing a significant transformation. Among these is the trend towards local food, spawning what is known as a locavore – someone interested in eating food produced in their locality.

“People want to eat locally, the locavore trend is huge. People want to know where things are coming from,” he says. “If they can get locally grown carrots or potatoes or cabbage or beef or salmon or whatever, they prefer that than to have strawberries that are flown in from Peru, for example. That ability to eat locally, to eat [what are] often biodynamic or biologically raised products – they’re interested in sustainable development and I think those are trends that will continue. Once again, Ireland has a real card to play in that sector.”

RECOGNITION When we met, Ellis had just finished speaking at the Restaurants’ Association of Ireland annual conference in Adare Manor, having shared some insights into the Michelin Guide’s operations, the role of the Michelin inspectors in the judging process, and the power behind the Michelin brand. The Guide covers four continents, 28 countries and over 28,000 restaurants in each edition – 14 per cent of which receive a coveted Michelin star. But stars aren’t the only thing Michelin gives out, and the Guide is placing an increased emphasis on value

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IN EACH EDITION, THE MICHELIN GUIDE COVERS

4 28 28,000 14% CONTINENTS

COUNTRIES

RESTAURANTS

RECEIVE A COVETED MICHELIN STAR

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FOOD HEROES

Michael Ellis speaking at the Restaurants’ Association of Ireland annual conference in Adare Manor

#Michelin Ratings STARS: One for high quality that’s worth a stop.

Two for food worth going out of your way.

Three represents high-class cooking, a food destination where people go just to have a meal.

BIB GOURMAND: Good quality cooking at good value.

MICHELIN PLATE: A good meal prepared with care.

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going forward, part of the reasoning behind the development of the Bib Gourmand and the Michelin Plate – both signifying very good cooking albeit not to the stratospheric standards that would earn a star.

Quite a bit of mystique surrounds the process of how exactly one earns Michelin recognition. Michelin’s exact criteria are a closely kept secret, though we do know that the quality of the ingredients, the personality of the cuisine, a demonstrable mastery of techniques and flavours, consistency and the quality to price ratio are all considered.

The criteria remain the same regardless of locations – a restaurant in Shannon or Shanghai will be judged on the same basis.

Food worthy of a Michelin Star doesn’t have to be complicated but it does have to be perfectly cooked when encountered by one of Michelin’s thousands of food inspectors – a unique and completely anonymous job done by food experts with the ability to really taste what’s on their plate and then transcribe the experience into written form.

Those anonymous men and women are just one strand of a broader focus that has strengthened and solidified the Michelin Guide’s reputation across the globe.

“I think there’s three pillars to what we do.

First of all it’s the fact that we’ve been doing it for 118 years, at considerable expense. You can imagine – the inspectors are [located] all over the world, they’re full-time employees, they’re anonymous, they always pay their bills and, of course, that has a significant cost to it. Fortunately we have this great industrial company, Michelin, behind us, who give us

the means and the resources to do that,” Ellis tells me. “I think the second thing is the fact that we have the Michelin criteria – we’re looking at the ingredients, we’re looking at the quality of the cooking technique, we’re looking at the harmony and equilibrium and balance of the flavours. We’re looking at the chef ’s personality, we’re looking at the consistency throughout time – whether it’s February, June or November it should be the same, and throughout the menu whether it’s the first course, main course, whether it’s fish, meat, poultry, whatever, we want that to be at the same level of quality. So I think it’s those unique Michelin inspectors applying those criteria and doing so for over a century that has given us this unique status.”

Nor does it have to be served in a highend city centre restaurant featuring the latest food trends from Scandinavia. Take The Wild Honey Inn in Lisdoonvarna, a gastropub that was awarded the only new Michelin star for Ireland in 2018. Dating from 1860 and refurbished in 2009, the pub is owned and run by chef Aidan McGrath and his partner Kate Sweeney and focuses on classical French food as well as wild and local produce. “To be the first is huge. For a pub and a small business like ours, it’s hugely important in the West of Ireland,” McGrath said at the event in Adare Manor.

Talent is certainly a key factor in any successful restaurant with Michelin ambitions, though Ireland’s chef shortage continues to pose a stumbling block. “You need ambition and a lot of these chefs want to fill their restaurants up with happy customers and they’re willing to try new things, to be creative, and think about what they want to cook – they need the means,” Ellis says. “The Irish economy has come roaring back after a few difficult years, as everyone had after 2008. The Irish economy has bounced right back and they also have this incredible bounty of great products locally. That cocktail of talent, ambition and product can only mean good things.”

Focusing on earning a Michelin star, however, is certainly the wrong way to go about your business. Ellis notes that it’s all about putting the focus on your business first and creating something that your customers will enjoy. “That has to be objective number one – a chef or restaurateur has got to understand what does this customer want to eat, how much do they want to pay, and what kind of an environment, what kind of ambience they want?” he explains. “Fill the restaurant up with happy customers who want to come back and, if they do that well, the Michelin Guide will find them.”

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JR_A5_Ads_Landscape_v4.pdf

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Commercial

PROFILE

TOURISM IRELAND CAMPAIGNS

TARGET GLOBAL VISITORS IRELAND IS PUTTING ITS BEST FOOT FORWARD AND ATTRACTING VISITORS FROM ALL OVER THE WORLD, THANKS TO A SERIES OF TOURISM IRELAND CAMPAIGNS

A ‘HOLE IN ONE’ FOR TOURISM EXPERIENCE THE

‘WONDERS OF THE WILD ATLANTIC WAY” Around 300 eye-catching outdoor ads have been highlighting the Wild Atlantic Way in key roadside and city centre locations across Britain. The ads feature strong and iconic images of various locations along the Wild Atlantic Way and the key message is the quick and easy access from Britain to those spectacular locations in under two hours. It’s all part of Tourism Ireland’s ‘Wonders of the Wild Atlantic Way’ campaign in UK cities with direct flights to the West of Ireland including London, Liverpool, Manchester, Birmingham, Glasgow and Edinburgh.

Tourism Minister Brendan Griffin visited London recently, where he met with the Tourism Ireland team to view the impact of the campaign.

He was fully briefed on the organisation’s promotional programme for 2018, including this €1.35 million Wild Atlantic Way campaign, which will reach at least 10 million potential holidaymakers.

Minister Griffin is pictured with Siobhan McManamy and Judith Cassidy, both Tourism Ireland, at one of the outdoor ads in London.

As the 82nd US Masters got under way in Augusta recently, Tourism Ireland launched a new golf campaign in the United States. The campaign included a 30-second ad which aired to an estimated 6.5 million households on the hugely popular NBC Golf Channel. In addition, a further 1.2 million people saw messages about golf in Ireland online, on Golfchannel.com. The TV ad will also air in the US later this year, around other major championships and relevant TV shows. Tourism Ireland is also promoting our superb golf courses on Ireland.com and through social media, right throughout the year. Key messages include the fact that Ballyliffin is home to the 2018 Irish Open and that Royal Portrush will host The Open in 2019.

NEW FLIGHT FROM BEIJING TO

DUBLIN WELCOMED

Tourism Ireland has warmly welcomed the recent announcement by Hainan Airlines of its new flight from Beijing to Dublin, which will commence on 12 June. This is the first ever flight from mainland China to Ireland and will help to significantly boost tourism from China to Ireland. The announcement means that, together with the new Cathay Pacific service from Hong Kong (also due to launch in June), for the first time ever there will be eight direct flights per week this summer from China and Hong Kong to Dublin.

HOTEL

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Commercial

PROFILE

IRELAND SHOWCASED AT

BRITISH TOURISM AND TRAVEL SHOW Eight Irish tourism companies joined Tourism Ireland at the British Tourism and Travel Show in Birmingham.

The British Tourism and Travel Show is an annual event for the travel trade in Britain – attracting more than 2,500 coach tour operators and group travel organisers, including leading travel companies like British Airways Holidays, Coachholidays.com and Pictured is Jim Maher, Select Hotels of Ireland, Juno Thompson, Tourism Ireland and Neil Grant, Celtic Ross Hotel at the Show.

JacTravel. The two-day event provided a valuable opportunity for the participating Irish companies to meet, and do business with, key players in the British travel trade – encouraging them to introduce Ireland into their programmes for 2018 and beyond, or to extend the programmes in which Ireland already features.

CORK GOES UNDERGROUND

IN PARIS METRO!

Ads highlighting Cork have been running in the metro stations of Paris, part of a new Tourism Ireland campaign in conjunction with Aer Lingus and Cork Airport to promote flights from Paris to Cork and to grow French tourist numbers to the South of Ireland this year. The ads have been running on around 137 screens in the metro stations across the French capital, reaching more than 10 million people. The campaign also includes online advertising on popular websites to highlight Cork Airport as an important gateway to both the Wild Atlantic Way and Ireland’s Ancient East.

IRELAND WINS

‘BEST GOLF DESTINATION’ AWARD Ireland has been named ‘golf destination of the year’ in Germany. The announcement was made at Rhein Golf in Düsseldorf, Europe’s largest exhibition for golf travel and equipment.

Beating off stiff competition from the likes of Scotland, England and Austria to claim the title, the award was presented to Orla Kraft of Tourism Ireland (pictured), in Düsseldorf.

NEW AIR CANADA FLIGHT

FROM TORONTO TO SHANNON

An event to highlight Air Canada’s new, direct flight from Toronto to Shannon took place recently in downtown Toronto.

The event, organised by Tourism Ireland, was attended by around 100 leading Canadian travel journalists and travel agents, as well as senior representatives of Air Canada and Shannon Airport. The four-times weekly flight begins in June.

Pictured at the event are Dana Welch, Tourism Ireland, Virgilio Russi, Air Canada, HE Jim Kelly, Ambassador of Ireland to Canada, and Declan Power, Shannon Airport.

HOTEL

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INTERIORS

Interior DESIRE New life has been breathed into Marine Hotel Ballycastle in Co Antrim.

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Located in the heart of the Giant’s Causeway and boasting an impressive seafront position, the Marine Hotel Ballycastle recently underwent an extensive refurbishment which included the renovation of all 33 bedrooms, its function rooms and seafood restaurant.

Belfast-based design studio ADO was responsible for the design of the new spaces and managed to inject a fresh, beachy vibe into the hotel.

“We were keen to utilise the hotel’s really unique aspect for our design – its location right beside the beach. It has such an amazing location but before the re-design, the hotel didn’t feel very beachy. We looked at equivalent hotels in upmarket beach towns like Newquay and Cornwall and applied what we saw there to our own ideas,” said John Busteed of ADO. The bedrooms, reception and bistro areas are now light and summery, perfectly in keeping with the beach on the hotel’s doorstep. The main function rooms, used for weddings and other events, have also been refurbished and although their design is more formal and high end in nature, they still reflect the ‘beachy’ vibe that ADO wanted to achieve.

A lot of thought has gone into materials and colour throughout all the refurbished spaces. “With every project we work on we try to experiment with colours and that’s what we did with the Marine Hotel Ballycastle.”

Renovation works are set to continue at the hotel, with the next phase to include 12 new bedrooms and a complete refurbishment of the remaining bedrooms. “It was a lovely project to work on. The owner, Claire Hunter, was extremely enthusiastic about the re-design so we’re delighted with the result.”

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Commercial

PROFILE

COCA-COLA STILL ON TOP

COCA-COLA ZERO SUGAR IS DRIVING COLA CATEGORY GROWTH, OFFERING A SIGNIFICANT OPPORTUNITY FOR THE ON-TRADE

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oca-Cola Zero Sugar is driving cola category growth, with a 26% increase in value and an additional 7.7 million transactions delivered through the brand in 2017 versus prior year.

While the zero sugar brand accounts for 17% of all cola sales in the grocery channel, it currently delivers just 1% in the on-trade, representing a huge opportunity for growth.

HOTEL

To help capture this growth opportunity for its on-trade partners in 2018, Coca-Cola HBC Ireland and Northern Ireland has launched a new 200ml glass pack for mixability, in addition to the 330ml pack for the ‘straight-drinking’ or ‘with food’ occasion.

The expansion in pack range for Coca-Cola Zero Sugar comes in advance of the introduction of the

Government’s tax on sugarsweetened soft drinks, which is scheduled to come into effect from 1st May 2018.

As a direct result of the government tax, the price per litre of Coca-Cola Classic will increase from that date, but the no sugar options in the Coca-Cola range including Coca-Cola Zero Sugar and Diet Coke are not affected by the sugar-sweetened drinks tax.

Matthieu Seguin, General Manager, Coca-Cola HBC Ireland and Northern Ireland said, “In line with our overall strategy, we are increasing the marketing and availability of Coca-Cola Zero Sugar across licensed outlets.

“The introduction of the new 200ml glass pack, in addition to the 330ml pack, comes in advance of the introduction of the Government’s tax on sugarsweetened soft drinks which will come into effect in May. As a direct result of this tax, the price per litre of CocaCola Classic will increase.

However, our ‘zero sugar’ colas will be exempt from the soft drinks levy, offering value for both consumers and our retail partners.

“We are continuing our reformulation programme to reduce sugar across our portfolio, while retaining the same great taste of our

drinks. More than 60 per cent of our sales volume is made up of drinks with less than 5g sugar/100ml and will, therefore, be tax exempt.”

Since 2010, Coca-Cola has reduced sugar across its portfolio by approximately 13%. While the recipe for Coca-Cola Classic will remain unchanged, sugar reductions have already been made in most other brands across the Coca-Cola HBC range.

Following initial reformulation of Fanta Orange in 2017, it has recently undergone a further sugar reduction to bring the sugar content below 5g per 100ml.

Furthermore Sprite, which is already a mid-calorie drink has moved to a no sugar recipe.

Thanks to these efforts, both Fanta Orange and Sprite will be exempt from the government’s tax on sugar sweetened soft drinks.

As the core Schweppes range continues to deliver growth in the category, all key variants will be reformulated to reduce sugar to less than 5g sugar per 100ml.

Across the on-trade, the only drinks from the Coca-Cola HBC portfolio that will be applicable for the new tax will be CocaCola Classic, Monster Original, Schweppes White Lemonade, and the premium 1783 range from Schweppes.

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PROFILE

THE Hospitality Wikipedia RECRUITER AFTER THREE DECADES IN THE HOSPITALITY SECTOR, JERRY O’SULLIVAN IS TURNING HIS TALENTS TO BESPOKE RECRUITMENT WITH HIS NEW BUSINESS, ASTORIA PARTNERSHIP.

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f you’re in the hospitality trade, then chances are you’ve heard of Jerry O’Sullivan. ‘Jerry from Kerry’, as he’s often known, has worked in hospitality for the past 34 years. From washing cups in the kitchen of a golf club at the age of 14, to acting as personal chef for Tom Cruise in the Caymen Islands, he’s seen and done it all. Now, Jerry is utilising his vast experience in both recruitment and hospitality to create his own unique talent sourcing service.

Astoria Partnership has been operating for only eight weeks and already has well over 70 vacancies on its books. With an office on Dawson Street in Dublin and another in Portland Street, London, the company aims to recruit the best talent for the hospitality industry in Ireland and Internationally.

When it comes to sourcing talent in hospitality, Jerry has a wealth of experience, and is often referred to as the Hospitality Wikipedia of Ireland. After college, he travelled the world and worked in various five star hotels and with international brands such as Hilton and Hyatt Hotels including a stint as a Head Chef in a 150-bedroom hotel when he was just 21 years old. After feeding Tom Cruise on the set of The Firm in 1993 and working in various other

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Jerry O’Sullivan, Managing Director Astoria Partnership.

roles, he joined Sodexo in 1997. In 2001, Jerry struck out on his own and established Caterassist. “In the boom I had seven offices and around that time I also purchased another recruitment company from the legendary Kay Caball. Once the recession hit, a company specialising in permanent recruitment was never going to last so I closed the business and moved to Noel Recruitment as Business Manager for Ireland. Jerry was extremely thankful to

the firm for recognising his skills, where his contacts were invaluable to the company.

After four enjoyable years, he left and set up Astoria Partnership. “People always ask me where the name ‘Astoria’ came from. Firstly.

It’s a part of New York that I know and secondly, there’s a hotel in Budapest called Astoria that I’ve always admired, and of course there is the iconic Waldorf Astoria Hotel in New York. I think the name exudes professionalism

and is also very historical! The ‘partnership’ bit is about the partnership I have with the candidate and the client.”

The biggest issue in hospitality recruitment at the moment is sourcing the right people. Jerry looks to countries including Germany, Holland, Italy and Canada as well as the UK market to find the right staff for his clients.

“I have clients in Ireland, the UK, Europe, Canada and the USA and the variants of the salary bands are huge in

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Commercial

PROFILE

IT’S HECTIC BUT I’M PASSIONATE ABOUT HOSPITALITY AND I HONESTLY ENJOY EVERY MINUTE OF WHAT I DO. I DON’T GET SOMEONE A JOB, I REALLY DISLIKE THAT WORD. I GET SOMEONE A CAREER. I’M LIKE THE PRIEST – I MARRY THE CANDIDATE. each country. This is making it difficult to find the right people.” Ensuring employees are paid correctly and receive the appropriate reward and recognition are also issue in the market. “Chefs and Head Chefs for example, could and should get paid more as their role isn’t just about cooking; it’s also about food safety, allergens, purchasing and wastage. The skillset of a Head Chef today involves technicality, planning, food science, technology, accountancy etc – imagine all the skills that are required in just one title? I think in 2018 and beyond, the sector will be more about reward and recognition.”

At the moment, Jerry is living between a car and a plane. “It’s hectic but I’m passionate about hospitality

and I honestly enjoy every minute of what I do. Some weeks I clock up 70-80 hours but hard work killed no-one.

I don’t get someone a job, I really dislike that word. I get someone a career. I’m like the priest – I marry the candidate and the client!” Jerry’s already healthy client base has grown from referrals and previous clients. “I work with exclusive 5* hotels, resorts and groups and I also have clients at 3 star and QSR Groups. Everyone is treated the same.” The company may have a different name, but Jerry has remained the same.

“I’ve built up a high level of trust with longstanding clients who are happy to take on the one referral I send them. I’m confident doing that because during the interview process, I feel

like I drill down to the core of what a person is telling me.

There is analysing, verifying and detective skills required in a top recruiter and I guess it’s in my Kerry genes that we are inquisitive and so nosey, but it’s a good thing!

I’m lucky in that I have a bit of a hospitality Wikipedia and I remember names and places from my years in the trade. I’m only as good as the last person I place.

When someone doesn’t work out I always go back to the employer and question why and then go back to the candidate. It’s not always the right fit and that’s life, but in 99% of cases, I get it right.”

With Astoria Partnership, Jerry’s aim is to be the recruiter of choice for the hospitality sector. Building trust with both clients and

candidates is key to the business. “I will only take on a job once I know I can fill it unlike some recruiters who don’t carry out the necessary research on a client before presenting them with a CV. Some people are happy to buy a sandwich for €1, but others will pay €3 for a better quality sandwich. They don’t mind paying the extra because it feels good. I want the client to feel good too.”

Whether it’s driving to Galway or Belfast or Kerry or taking a call at 11pm at night, Jerry is available to his clients round the clock. “I’m a true advocate of hospitality and I know that it’s a 24/7 business.

I’m always available to both clients and candidates and that’s what sets Astoria apart.

I don’t want to be the biggest, just the best!”

Contact Jerry at jerry@astoriapartnership.com or 0861001444

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UTILITIES

Harnessing the

power

Solar of

As new energy efficient requirements come into play from 2020, solar power is set to play a bigger role in hotels.

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UTILITIES

Photos: Snøhetta/Plompmozes

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estled at the foot of the blue-black Svartisen glacier, just above the Arctic Circle in Norway, an ambitious project is underway. Architecture firm Snøhetta, working alongside Arctic Adventures of Norway, Asplan Viak and Skanska, is building a hotel on the edge of the world, the first building in a northern climate to be built under the Powerhouse standard designed to bring about energy positive buildings. These are buildings that generate more energy while operational over a 60-year period than would be needed to produce materials, build, run and demolish the building. The concept is a collaboration between Snøhetta, Skanska, Entra, Asplan Viak and the ZERO Emission Resource Organization.

According to a Phys.org report, buildings across Europe make up around 40 per cent of energy consumption and 36 per cent of CO2 emissions, both of which are key factors in climate change.

Under an EU directive, all new buildings must be near zero energy by 2020 – public buildings should reach that standard this year. There’s no doubt that it’s an ambitious task but the results could create positive repercussions on a global scale.

Due to begin construction in 2019, the sustainable hotel is set to open to the public in 2021. Alongside a minimalist footprint and a design that strives to live in harmony with nature, Svart will reduce its annual energy consumption by around 85 per cent compared to a modern hotel, while also producing its own power – helpful in such a remote location. In its aim to reach the lofty Powerhouse standard several high-tech design choices were used. The architects behind the project conducted an extensive mapping project of solar radiation behaviour in a bid to optimise energy harvesting – hotel rooms, restaurants and terraces have been placed deliberately to take advantage of the sun’s position during both the days and the seasons. Norwegian solar panels produced using clean hydro energy are placed on the roof to reduce the building’s carbon footprint even further, with the ability to harvest large amounts of solar energy thanks to long summer nights.

While new Irish hotels will have to take in zero or near zero energy requirements into consideration from 2020, there are a range of measures current hotels can take, including the use of solar power.

AS SYSTEM COSTS COME DOWN, IRELAND HAS SEEN AN INCREASE IN THE UPTAKE OF SOLAR PV ON COMMERCIAL AND PUBLIC SECTOR ROOFTOPS AS A MEANS OF LOWERING ENERGY BILLS.

SOLAR PVS The cost of purchasing and installing solar PVs has dropped substantially in recent years and grants are also available for businesses from the Sustainable Energy Authority of Ireland (SEAI). The Accelerated Capital Allowance Scheme is a tax incentive that encourages Irish businesses to invest in energy saving technology, allowing companies to write down the cost of Triple E equipment in the year that it’s purchased rather than across the standard eight-year period. Equipment has to be bought new and can’t be leased, let or hired. The process is quite simple – decide on the equipment you’re buying, check the Triple E register to check it’s eligible for the scheme (nearly 21,500 products are listed) and then claim the incentive through the CT1 return of income form.

Commenting on solar PV, Majella Kelleher, Head of Business and Public Sector at the Sustainable Energy Authority of Ireland said: “As system costs come down, Ireland has seen an increase in the uptake of solar PV on commercial and public sector rooftops as a means of lowering energy bills. With the new Part L Building Regulations for non-domestic buildings, solar PV will definitely feature more prominently in new build projects such as hotels.

“However, PV may not be suitable for all businesses.

We invite all those in the hotel and catering sector along with their advisors and suppliers, to get in touch with our team and find out how we can help you embed long-term savings and increase the sustainability of your business. For example, we are now accepting applications from businesses for smart lighting grants. The grant will cover approximately one third of the cost of energy efficient lighting upgrades, helping small and mediumsized enterprises save up to 90 per cent on their lighting costs. These smart lighting upgrades will typically pay for themselves in two to three-and-a-half years.”

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CATERING REVIEW

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YELLOWBELLY BEER

SUPPLY LINE

Crafty A

Choice

YellowBelly Beer is one of Ireland’s leading breweries, dishing out an award-winning range of craft beers that always offers something new. This brewery is known for its sours, innovative styles and hop forward ales using the very best ingredients around and pushing its Head Brewer, Declan Nixon, and his team to their limits. In addition to this, every YellowBelly Beer has been given individual artistic treatment by the brewery’s Creative Director Paul Reck, creating individual stories, illustrations and artwork for every beer release and expanding the YellowBelly Universe through a comic book series and video game.

For more information see www.yellowbellybeer.ie.

Thanks to the craft beer revolution, there are plenty of options available for your thirsty customers.

WICKLOW WOLF Based in Bray, Wicklow Wolf brews handcrafted beers 1,500L at a time, using the finest grains, hops and yeast varieties from Ireland, the UK, Europe and beyond. The founders also grow their own crops on their 10-acre farm in Roundwood. Regular brews include the Free Ranger IPA, Elevation Pale Ale, and the Black Perle Porter, while seasonal beers include the Belgian Brown, Solar Eclipse Saison and Falconer’s Flight Blonde Ale. For more see wicklowwolf.com.

RASCALS BREWING Founded in 2014 by Emma and Cathal, Rascals Brewing Company lives up to its name in the style of craft beer it likes to brew. Alongside regulars including Yankee White IPA and Big Hop Red, they produce a broad range of specials on occasion, such as Milkshake Stout (flavoured with coconut, sweet vanilla and dark chocolate), Ginger Porter (traditional porter brewed with fresh root ginger) and Kim Jong Lem-un (a crisp saison brewed using lemon peep, whole lemons and wakatu hops).

For more information visit www.rascalsbrewing.com.

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SUPPLY LINE BOYNE BREWHOUSE Located in the heart of the Boyne Valley, Boyne Brewhouse takes its inspiration and ingredients from its surroundings. Water is sourced from their own deep water well, the majority of the malt is Irish and locallysourced, and spent grains are used as animal feed for local farmers. All beers are brewed to original recipes in their stateof-the-art brewhouse, including an IPA, Saison and an interesting Oatmeal Stout.

For more information see www.boynebrewhouse.ie.

MESCAN BREWERY Mayo’s Mescan Brewery is named after Mescan, an ancient monk who was St. Patrick’s friend and personal brewer. It is situated on the slopes of Croagh Patrick near Westport and is owned and operated by Bart Adons and Cillian Ó Móráin, two ex-veterinary surgeons who have been friends and colleagues for nearly 20 years.

Bart is Belgian and the pair spent four years perfecting their original recipes for beers inspired by Bart’s homeland. Working in the foothills behind Croagh Patrick, Mescan produce artisan Belgian-style beers brewed in small batches with craft, care and attention to detail. They are matured for months before they reach perfection and are released for sale, their Blond beer is the flagship brew.

For more, visit Mescan Brewery on Facebook.

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CATERING REVIEW

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HOSPITALITY TECH

HOSPITALITY

TECH ESSENTIAL PRODUCT KNOWLEDGE

GUESTLINE

HOLISTIC APPROACH Guestline has partnered with Journey – one of the UK’s leading hotel marketing technology companies – to develop Websuite, a range of website solutions and digital marketing technology. Websuite products are integrated within the Guestline platform with the aim of providing a more holistic approach for hoteliers in managing the customer journey from start to finish. The new suite includes a website platform, online booking conversion tools and a dashboard that is integrated with Guestline’s internet booking engine, distribution and property management services.

For more see www.guestline.com.

FEM LTD

DIVERSEY

Glasgow-based Foodservice Equipment Marketing Ltd (FEM) has launched a series of live cooking demonstrations for the Vector multi-cook oven, which was developed by Alto Shaam in the US. The concept features up to four cooking chambers within a compact body, and uses ‘innovative airflow design’ to cook food faster and more evenly. Each chamber is independently controlled with its own time, temperature and fan settings.

Diversey, which is based in North Carolina, has introduced its IntelliLinen laundry dispenser which is powered by its ‘Internet of Clean’. The IntelliLinen system provides users with real-time data on energy and water consumption, machine downtime, chemical accuracy, and day-to-day operational costs. The dispenser connects to any mobile device and can help improve productivity, budget use, sustainability and hygiene compliance.

RADICAL COOKING

To discover more visit www.fem.co.uk.

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INTERNET OF CLEAN

For more information about IntelliLinen visit www.diversey.com/ diversey-care/intellilinen.

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Commercial

PROFILE

The SMART OPTION SMARTBOX ARE CREATING A NEW REVENUE STREAM FOR IRELAND’S HOTELS.

S

martbox Gift Experience is Europe’s leading experience gift marketing company.

They create and sell experience gifts as a marketing service for over 40,000 hotels, restaurants, spas and activity providers across Europe. A Smartbox gift experience box is purchased every five seconds online and in more than 12,000 retail and department stores across the continent, and they have sold more than 30 million

experiences over the last 10 years.

Over the next few months, they are aiming to partner with 2,000 experience providers across hotels, restaurants, spa and activity sectors in Ireland. They will roll out 24 premium-themed gift boxes for the Irish market.

Smartbox offers a low-cost marketing solution to acquire new customers. Their marketing service is 100 per cent success fee-based – there is no upfront fee, no annual fee, and you only

pay a fee when a new customer comes to your venue for the first time. After that, the customer is yours and you can then turn these customers into loyal ambassadors for your business.

Don’t just take our word for it, join the Irish partners who are already taking advantage!

HOTELS: • Royal Marine Hotel, Dún Laoghaire • Gresham Riu Hotel, Dublin • Aberdeen Lodge Dublin

• Dublin Central Inn • Castle Hotel Dublin • Waterside House Hotel • Haddington Hotel • Slaney Manor RESTAURANTS: • La Maison • Mehek • Les Petit Pois • Bobo’s Burgers • The Purty Kitchen • Ramen • Le Bon Crubeen Restaurant • Le Petit Breton Restaurant

For more information, get in touch directly on 01 691 7198 or by email: partnercare@smartbox.com

JOIN THE EUROPEAN EXPERIENCE GIFT LEADER TO ATTRACT NEW CUSTOMERS AND GROW YOUR BUSINESS

Smartbox Group, leader in Europe, present in 10 countries, with more than 40,000 partners, will be launching a range of premium themed gift boxes offering a selection of stay, gastronomy, wellness and adventure experiences across Ireland.

Contact us directly on 01-6917198 or partnercare@smartbox.com 2L_Smartbox_JM_Hotel&Catering.indd 1

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BOOKSHELF

DELALICIOUS: A FULL PLATE FOR A FULL LIFE

Author: Publisher: RRP: Available:

Sinéad Delahunty The Collins Press 19.99 Easons

FOLLOW THE OLD ROAD Author: Jo Kerrigan Publisher: O’Brien Press RRP: 16.99 Available: Preorder from O’Brien Press

Ireland can be viewed in an entirely different light if you leave behind the highways and follow the old roads. That’s the inspiration behind Jo Kerrigan’s new book which explores bygone Ireland through a variety of pathways from river roads to lost railways – some still used today, others forgotten – brought to life by Richard Mills’ wonderful photography.

BRIAN MCDERMOTT’S DONEGAL TABLE

Tipperary GAA football star, physiotherapist and food blogger Sinéad Delahunty has penned a collection of healthy recipes focusing on flavour and nutritional value. Covering every meal with visual guides to help balance your food intake depending on how active you are, this handy book also features ideas for leftovers, food storage, food preparation, batch cooking and last-minute fixes.

Book SHELF Make some more room on your shelf.

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HOTEL

Author: Brian McDermott Publisher: O’Brien Press RRP: 19.99 Available: Easons

In his new book, award-winning chef Brian McDermott shares some easy and affordable recipes inspired by the beauty of his home country of Donegal. A celebration of the best of food on offer in the northwest, readers can follow his expert guidance to create a variety of dishes ranging from thick batch loaf and Wild Atlantic Way fish pie to honey-glazed Donegal gammon and rustic Irish apple pie.

Sounds heavenly.

CATERING REVIEW | ISSUE 4 2018

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Barry and Fitzwilliam Irish Distributors for Brewdog.

FOR ORDERS CONTACT: sales@BandF.ie | (021) 4320900 or (01) 6671755 www.bandf.ie

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DISTRIBUTED BY

Enjoy BREWDOG Sensibly.

DISTRIBUTED BY

05/12/2017 12:20 26/04/2018 06/12/2017 12:22 15:14

A QUICK CHAT

“Local, Irish produce is extremely important.

I’m always on the look-out for fresh and new ideas.”

INSPIRATION

DARREN O’BRIEN

Going to work every day and tackling the daily challenges that the catering industry presents.

BACKGROUND

I had fantastic experience as a young chef working for great Irish chefs like Michael Clifford in Cork, Gerry Galvin in Drimcong House in Galway and Richard Corrigan in Bentleys in London. I travelled around America working in 4/5 star hotels before returning home to become ex-sous at the Shelbourne Hotel in Dublin. This led on to becoming Head Chef at the Killashee House Hotel.

“For me, cooking is all about uncomplicated dishes with seasonality, presented well.”

“It’s all about the team. A head chef needs his team to maintain high standards. ”

MENU HIGHLIGHTS

HOTEL’S DINING FACILITIES

The Iveagh Garden Hotel is all about modern, casual dining where guests can enjoy fresh, seasonal food cooked to the highest of standards.

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HOTEL

Darren O’Brien, Head Chef at the newly opened Iveagh Garden Hotel, chats to Hotel & Catering Review about his background and what’s good on the menu.

The Iveagh Garden chicken sandwich – it combines Irish chicken, beetroot, avocado and Sourdough bread which is locally sourced from an artisan bakery. Delicious!

ANYTHING ELSE YOU WOULD LIKE TO ADD?

Keep supporting our industry.

CATERING REVIEW | ISSUE 4 2018

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25.09.2018 Now in their 30th year, the 2018 Gold Medal Awards are recognised as the leading independent awards programme for the Irish hospitality industry.

Judged by industry experts, the Hotel & Catering Review Gold Medal Awards recognise and reward excellence in hospitality and catering operations across the island of Ireland. The 2018 awards will be presented at a black-tie gala dinner on the 25th of September 2018 at The Lyrath Estate Hotel, Kilkenny.

For more information visit: hotelandcateringreview.ie/awards or contact Jacinta O’Rourke, Event Manager Phone: 01 432 2201 | Email: jacinta.orourke@ashvillemediagroup.com

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Choose Choose better value Did you know, Coca-Cola Zero Sugar is the fastest growing zero sugar brand, contributing +26% in value for the cola category*

The Government’s tax on sugar-sweetened soft drinks will come into effect on the 1st May. As a direct result of this tax, the price per litre of Coca-Cola Classic and some of our mixers and energy drinks will increase from that date.

IOI Nielsen Sales MAT Grocery Nov 17

However, no and low sugar drinks are not affected by the tax. !

NEW

!

NEW

TAX EXEMPT

TAX APPLICABLE

Stock up on the new 200ml or 330ml Coca-Cola Zero Sugar glass packs today!

Contact your local Coca-Cola Market HBC Developer or Customer Services on ROI 1890 26 22 26 | NI 02892 620520 for further details

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