This is actually the approach we started off with, and still pursue to a limited extent. (See earlier comment—we're moving away as much as possible from individ

This is actually the approach we started off with, and still pursue to a limited extent. (See earlier comment—we're moving away as much as possible from individual hotels and trying to pursue hotel groups). The issue we've run into is that it takes a lot of time to percolate up to someone who can rubber-stamp it, so we're now trying to work top-down in the hopes of more quickly validating the sale. It's been nice to have that existing internal advocacy when we meet with higher managers, but the times that I've met them first, it hasn't really changed the conversations. Most of the managers we've talked to think pretty well in terms of concierges and front desk interactions—and they're concerned with the higher-level business ideas of guest retention and being able to offer and advertise new types of services and things like that. EDIT: Clarified my wording.