PUR­CHAS­ING POWER

Hotelier Middle East - - SUPPLIER NEWS & PRODUCTS -

Fair­mont Dubai pro­cure­ment man­ager Zehra Ma­sood talks sup­plier chal­lenges and why trans­parency is key

HOW LONG HAVE YOU BEEN IN HO­TEL PUR­CHAS­ING?

I have been work­ing in the ho­tel pur­chas­ing for the past seven years, across a num­ber of rep­utable lux­ury ho­tel brands. Af­ter grad­u­at­ing col­lege, I joined Fair­mont Dubai in Jan­uary 2017.

WHAT SPE­CIFIC PROD­UCTS ARE YOU ON THE LOOK­OUT FOR?

As we an­tic­i­pate all the de­part­men­tal needs at the ho­tel, I am on the look­out for ev­ery­thing that is in de­mand. Once the ho­tel bud­get has been ap­proved by the own­ers, each depart­ment head comes to the pur­chas­ing depart­ment with their in­quiries; in or­der to get the yearly pro­cure­ment needs ful­filled.

WHAT ARE SOME OF THE CHAL­LENGES YOU FACE IN FI­NANCE AND PUR­CHAS­ING TO­DAY?

As there is an in­creas­ing com­pe­ti­tion in the mar­ket be­tween dif­fer­ent sup­pli­ers, I per­son­ally feel that one of the chal­lenges is the trans­parency fac­tor, which we al­ways have to be aware of. Have we re­ally done our mar­ket re­search well? Have we put all our forces to the mar­ket, in or­der to ob­tain the best prices for the ho­tel?

TELL US ABOUT ONE OF YOUR MOST SUC­CESS­FUL DEALS?

The most sig­nif­i­cant project dur­ing my seven-year hos­pi­tal­ity ca­reer has been a lobby re­fur­bish­ment worth AED32 mil­lion (US $8.71 mil­lion). Amongst many of the items, I had to pur­chase a ceil­ing chan­de­lier, which ini­tial pro­posed price was an AED1.8 mil­lion ($490,000) and I man­aged to ne­go­ti­ate it down to AED1.4 mil­lion ($380,000). I was per­son­ally in­volved in this deal from the be­gin­ning through­out a five-month pe­riod:

From se­cur­ing the deal, ship­ping the item, and pur­chas­ing the in­sur­ance for the peo­ple, who were in­stalling the chan­de­lier.

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