Avendra International · Hospitality Procurement

The Strategist Cadence Procurement Partnerships

Better questions. Better signals. Better procurement partnerships.

Helping hospitality operators reduce cost, protect the supply chain, and elevate the guest experience.

Awareness

"One of the greatest qualities we can have is self-awareness."

Step 1 · Internal Awareness

How clear are you on what's important and why?

Before any task, call, meeting, site-inspection, presentation or important conversation:

🎯
PREPARE YOURSELF
Focus & Intent Mode
Run this on yourself before you act. It turns a task into a decision made with purpose.
5 Steps · What · Why · Who · How · Now

The five-step ladder — tap each to open

This createsClarity→Focus→Action

Step 2 · External Awareness

Who are you talking to?

Pick the buying influence inside the hotel, restaurant group, or operator. The cadence reshapes to their role and mindset.

Remember: You're not just selling lower invoice prices. You're selling $14B+ of leveraged buying power, 2,600+ supplier agreements, supply-chain protection, time back to the operations team, and 25 years of hospitality procurement expertise.
Select a buying influence above to load their question cadence.

The four-question ladder — tap each to open

Avendra fit — what to position when you hear it

What you are listening for

Clarity
Can they name the cost, supply, or efficiency problem clearly?
→ You get the goal
Ownership
Do they own the budget, the supplier list, or the kitchen?
→ You see the current state
Impact
Does it affect margin, guest experience, or staff time?
→ You uncover the gap
Timing
Is there a budget cycle, contract renewal, or opening to act on?
→ You test readiness to move
Role+Mindset=Reality

Role = how they see the problem. Mindset = how they feel about changing procurement.

Step 3 · Situational Awareness

🎯 Opportunity Qualification · Measure by Account

This answers one question:

Is this account worth pursuing?

Right Fit+Right Now=Opportunity Qualification
🔵 RIGHT FIT
Are we the right business fit for this account?
  • Procurement opportunity exists.
  • Operational fit is clear.
  • We solve a meaningful problem.
  • Spend supports ROI.
  • Growth potential exists.
  • Strategic account value.
  • Decision access available.
  • Competitive advantage exists.
  • Trust can be earned.
🟢 RIGHT NOW
Are they ready to improve?
  • Current process falls short.
  • Improvement is recognized.
  • Leadership wants better.
  • Budget or pathway exists.
  • Resources are committed.
  • Adoption is supported.
  • Timeline is defined.
  • Business urgency exists.
  • Executive priority today.

Step 4 · Gap Awareness

Sales wins the agreement. Service wins the behavior change.

Tap any stage to open it.

Select a stage above to open it.
✅
Adoption

The contract gets signed… but purchasing habits don’t change.

Managers continue ordering from
  • preferred vendors
  • old distributors
  • familiar reps
Behavior doesn’t automatically follow agreements.
📊
Utilization

Many clients never utilize the full program.

Examples
  • only using 35–60% of available contracts
  • ignoring analytics
  • missing rebate opportunities
  • never reviewing spend reports
Client Service becomes more important than Sales.
🔄
Change Management

Departments all operate differently.

Different buyers, different needs
  • Engineering buys differently than Food & Beverage
  • Housekeeping buys differently than Rooms
Everyone needs to understand: “What’s in it for me?”
📈
Demonstrating ROI

After six months… customers ask: “What exactly have we gained?”

If the supplier can’t continuously demonstrate
  • savings
  • efficiencies
  • compliance
  • labor reduction
  • operational improvements
… the relationship slowly weakens.
🌱
Expanding the Relationship

Many customers plateau. Instead of asking “What else can Avendra provide?” they simply renew what they’re already doing.

Great account managers continually uncover
  • new categories
  • new properties
  • new initiatives
  • ESG goals
  • technology improvements
  • supplier innovation
This is where strategic account management creates growth.

The Four Values

Helping organizations improve in four areas

ImprovementPartner Win
💵Save MoneyBetter margins
⏱️Save TimeSimpler purchasing
🛡️Reduce RiskReliable suppliers & compliance
⚙️Improve OperationsBetter guest experience

People don’t buy procurement. They buy improvement.