Why Owner Pressure Is Forcing Hotel Management Companies to Rethink Their Sales Stack

The hospitality industry is in the midst of transformative consolidation with M&A activity at a high, with mid-sized regional management groups and global players rapidly expanding their portfolios. JLL’s 2026 Global Hotel Investment Outlook forecasts volume is set to accelerate by 15–25% in 2026, as management companies pursue scale to boost operational efficiency and maximize owner returns 

But with every merger and acquisition comes a challenge that rarely makes headlines: technological sprawl. New properties bring their own legacy systems, customized processes, and patchwork tools for sales and catering, CRM, contracts, and analytics. 

Over time, portfolio growth compounds this fragmentation, leaving leadership teams to reconcile fragmented reporting, inconsistent workflows, and silos that constrain performance.

Hotel Revenue Growth

Group and event business is not a side note in hotel performance—it’s the growth engine. Group business and food & beverage are expected to be key revenue drivers in 2026, but both will require strategic management to protect profitability (Hotel Online). 

Harnessing this demand requires more than talented sellers. It requires the infrastructure to capture, track, analyze, and optimize group revenue across the entire portfolio. 

For ownership groups focused on ROI, the strategic value of unified sales stack technology is clear: it enables disciplined revenue capture, speeds up response times, and supports portfolio-wide performance improvement.

Fragmentation Creates Friction

When management companies grow through acquisition, they inherit the technology decisions of every company absorbed. Sales teams may be on spreadsheets, outdated desktop systems, or single-property cloud platforms, each tracking pipeline, accounts, and events differently. Corporate directors spend Mondays chasing data, reconciling inconsistent reports, and stitching spreadsheets together to answer basic questions from ownership.

As portfolios grow, the costs multiply. Fragmented systems slow response times, complicate cross-selling, make pipeline reporting inconsistent, and restrict the sharing of group leads or client preferences between properties. 

This fragmentation persists as one of the hotel sector’s greatest bottlenecks, with siloed systems preventing workflows from seamlessly feeding management and ownership with the data they need to drive growth.

Real-World Example

Consider a hypothetical management company called The Horizon Group. They manage 15 properties across three states. Before unifying their systems, their regional VP of Sales spent every Monday morning chasing down spreadsheets from individual property Directors of Sales.

One property, the Downtown Grand, was using a legacy desktop system. Their sales team could not access files when working remotely. Another property, the Seaside Resort, was using a generic CRM that didn’t handle catering details.

The Horizon Group missed a major opportunity. A corporate client wanted to book a series of events across three different Horizon properties. The sales team at the Downtown Grand had no easy way to see availability or share client preferences with the Seaside Resort. The client got frustrated by the repetitive questions and disjointed process. They took their business elsewhere.

Horizon decided to switch to a “One Company, One Solution” model. They migrated all 15 properties to a single cloud-based ecosystem.

The results were immediate:

1. Cross-Selling: The sales team at the Seaside Resort could now see that a client also booked events in the city. They could offer a multi-property package instantly.

2. Centralized Reporting: The VP of Sales could pull a pace report for the entire portfolio in seconds. No more Monday morning spreadsheet chases.

3. Standardized Contracts: Every property used the same professional templates and e-signature tools. This reduced legal risk and sped up the signing process.

The Advantage of One Platform

Adopting a “One Company, One Solution” strategy delivers tangible  benefits daily:

• Single Source of Truth: Portfolio-wide CRM unifies client histories, preferences, and pipeline. Sales managers collaborate on corporate accounts that span properties without duplicate data or blind spots.

• Consistent, Automated Reporting: Centralized dashboards give real-time insight into lead conversion, pace, F&B revenue, and activity—without the need for manual reconciliation.

• Professional Proposals & Contracts: Standardized templates maintain brand integrity and streamline client experience at every touchpoint.

• Integrated E-Signatures: Secure digital contracts eliminate administrative friction and speed event confirmations.

• Native Connections: Integrations with PMS, revenue, and BI platforms (like Infor HMS, Mews, Cloudbeds, Otelier, and ProfitSword) automate two-way flows with no custom workarounds required.

• Portfolio Controls with Property Flexibility: Corporate sets standards, while individual properties tailor details for their market needs.

A Unified Solution for the Modern Hotel Portfolio

SalesAndCatering.com designed STS Cloud to address the unique needs of multi-property management companies. Key features include:

• Multi-Property Access: Manage every hotel from a single login, with rollup reporting and unlimited users.

• Comprehensive Sales Tools: CRM, booking management, group room blocks, function diary, BEOs, custom document merges, and robust analytics.

• Enhancements for Impact: Integrated e-proposal module ProposalPath for visually compelling, branded client presentations, 3D diagramming with Visrez, PCI-compliant e-signatures, and seamless PMS/B.I. interfaces.

• Transparent Pricing: Flat monthly fees with no penalty for adding properties or users mean predictable costs and scalable growth.

For groups operating cluster sales teams, STS Cloud allows events and groups to be managed centrally while attributing business across properties, ensuring every opportunity is tracked, followed, and closed efficiently.

Why This Matters to Owners and Investors

Ownership groups measure management partners on their ability to drive sustainable NOI. As brands exit direct management to focus on consumer marketing, third-party operators armed with effective, standardized sales tools are positioned to own the full cycle of revenue generation and accountability. Consistent group sales processes and unified reporting demonstrate value and deliver results that ownership expects.

Fragmented, disconnected tech stacks create friction at every level of management, frustrating sales teams, leadership, and owners alike. A commitment to a single, unified sales and catering ecosystem is a strategic foundation for growth, transparency, and ROI.

SalesAndCatering.com’s all in one ecosystem demonstrates that the infrastructure is available now for management companies ready to modernize and unify. The result: a coherent operation that maximizes every opportunity, delivers on owner expectations, and positions your company for the next phase of hospitality leadership.

About Mike Pavicich

Mike Pavicich is the Global Sales Vice President at SalesAndCatering.com, where he leverages over 20 years of rich experience in the hospitality industry. His professional trajectory is marked by a series of leadership roles across prestigious hotel brands, demonstrating a consistent ability to drive sales performance and revenue enhancement. Mike’s roots in the industry trace back to fundamental roles in sales and operations at distinguished establishments such as Hyatt Hotels, Hard Rock Hotel & Casino, and Station Casinos.

Mike’s career trajectory shifted when he began exploring the synergistic blend of technology and hospitality. His contributions have been pivotal in advancing growth-driven solutions at leading technology firms, including Orbitz (now part of Expedia), Rainmaker (later acquired by Cendyn), and Sabre. In a recent role, he played a key part in managing the gaming markets for Priceline-Agoda. As a graduate of the University of Nevada, Las Vegas, class of 1999, Mike combines a profound understanding of the hospitality sector with a keen insight into technological innovations.

Outside the professional sphere, this industry veteran is a dedicated family man residing in Las Vegas. When not working, he relishes quality time with his wife and two teenage sons, passionately supports the UNLV Running Rebels basketball team, and contributes to the community as a volunteer youth lacrosse coach.

Connect with Mike on Linkedin

About SalesAndCatering.com

SalesAndCatering.com provides the most affordable full-featured Sales and Catering systems for hospitality.  Its STS Cloud Sales and Catering system is widely installed and engineered to give property sales teams the sales tools that help them achieve their goals. SalesAndCatering.com’s  systems are developed and supported by the company’s US-based offices. It is a trusted full-service sales and catering partner that delivers solutions via a software-as-a-service model that ensures greater client communication to streamline the sales process and maximize staff productivity. SalesAndCatering.com’s systems help hotel companies meet revenue goals through anytime-anywhere data access and integration with multiple PMS systems.  STS Cloud delivers unparalleled performance to help you thrive in today’s competitive sales environment. 

For more information, please visit salesandcatering.com.