American Spa recently caught up with Catherine Warren, vice president of strategic partnerships for Arch Amenities Group to discuss spa procurement trends. With over 20 years of experience in the spa and hospitality industry, Warren has established herself as an accomplished and highly respected wellness expert. In her role at Arch Amenities Group, she oversees the company's Preferred Vendor Program with more than 70 vendors, Forbes Five-Star training for over 80 properties, and plays an integral role in pre-openings, transitions, events, programming, and business development, as well as spa and wellness consulting. Here are her thoughts on spa procurement trends:
What is currently the biggest procurement challenge to your business?
The biggest procurement challenge facing our business currently stems from the diverse needs across our organization's various verticals. With our expansive operations encompassing wellness products and equipment, as well as a multitude of other essential areas such as maintenance, IT, sanitation, and beyond, the demand for reliable providers is vast and multifaceted. Ensuring that we consistently source top-tier providers who offer the optimal balance of quality and price presents a significant challenge. Our commitment to exceeding client expectations necessitates that we maintain stringent standards across all procurement processes. This entails not only identifying providers capable of delivering exceptional products and services but also negotiating favorable terms to align with our business objectives. Navigating this complex landscape requires a comprehensive approach that considers not only the immediate needs of each vertical, but also the overarching goals and priorities of our organization. By prioritizing collaboration, innovation, and efficiency in our procurement strategies, we strive to overcome these challenges and continue to deliver value to our clients at every touchpoint.
What is your most fruitful resource for finding new suppliers?
Our most fruitful resource for finding new suppliers stems from our extensive network of industry contacts and partnerships. Through proactive engagement with trade associations, attending relevant conferences and events, and nurturing relationships with existing suppliers, we continuously expand our pool of potential vendors. Personally, I find American Spa magazine and Allan Share to be invaluable resources for making connections. Allan's extensive network and generosity with his contacts have been particularly beneficial—he truly knows everyone in the industry! Moreover, we leverage online platforms and industry-specific marketplaces to discover emerging suppliers and innovative solutions. By staying informed about market trends and technological advancements, we remain adaptable in identifying new opportunities for collaboration. Referrals from trusted colleagues and peers within our industry also play a crucial role in connecting us with reputable suppliers who consistently deliver quality products and services. In essence, our commitment to maintaining an open and collaborative approach to supplier discovery empowers us to access a diverse range of options, ensuring that we can effectively meet the evolving needs of our business and clients.
Where do you think there are gaps in product offerings? For example, is there technology you haven't found that would make your job easier?
In evaluating product offerings, I recognize the potential for technology solutions to enhance efficiency in our procurement operations, tracking, and platform usability. While we utilize multiple platforms, integrated solutions are lacking. These should encompass improved analytics, automated workflows, and tailored tools for various verticals like wellness products. By adopting such solutions, we can elevate efficiency, transparency, and overall value for our organization. Wellform stands out for its marketplace catering to both B2B and B2C needs, addressing these precise challenges head-on.
How can suppliers better work with buyers and operators?
Suppliers can enhance collaboration with buyers and operators in the wellness industry by understanding the unique needs of spa, fitness, tennis, and children's programs. Offering tailored solutions, such as specialized equipment or programs, demonstrates a commitment to meeting diverse demands. Providing educational resources empowers informed decision-making, while responsive communication fosters strong relationships. Continuously innovating and adapting offerings to align with trends and emphasizing sustainability and quality further strengthen partnerships. Moreover, offering programming and supporting events is crucial. Distributors should provide more than products; they should offer comprehensive marketing plans to support properties in their successful endeavors. In the post-COVID world, where everyone is short-staffed, additional hands-on support and approaches are needed to properly launch products. Too often, salespeople sell products or equipment and then leave it to the consumer to figure out how to generate an ROI. There needs to be a specific guide to help operators maximize the value of their investments and achieve their goals effectively. By prioritizing these approaches, suppliers can drive positive outcomes and mutual success within the wellness industry.
Are there any specific products or solutions that you are currently researching and/or purchasing?
Currently, we are actively researching and seeking out products and solutions tailored to the fitness, spa, beauty, and wellness sectors for 2024, with a particular emphasis on those that promote recovery, alleviate pain, and support longevity. In our pursuit, cryotherapy and halotherapy solutions hold significant importance. Additionally, we are in need of equipment that is both portable and efficient, including compression, electromagnetic, and detoxifying devices. Our objective is to invest in innovations that not only enhance the customer experience but also contribute to the overall wellbeing of our clientele, aligning with our commitment to offering cutting-edge solutions in the realm of wellness.
What are the top three most important criteria you look for when securing a supplier?
In 2024, when securing a supplier in the wellness, fitness, spa, and beauty sectors, the top three most important criteria we prioritize are quality, innovation, and reliability. Firstly, quality is paramount as we aim to deliver exceptional experiences and results to our clients. We seek suppliers who offer products and services of the highest standards, ensuring customer satisfaction and loyalty. Secondly, innovation plays a crucial role in staying ahead in the ever-evolving wellness industry. We value suppliers who continuously push boundaries, introducing cutting-edge technologies and solutions that enhance our offerings and set us apart from competitors. Lastly, reliability is essential for maintaining seamless operations and meeting client expectations. We prioritize suppliers who demonstrate consistency, transparency, and responsiveness in their communication and delivery processes. Additionally, relationships hold immense significance in our industry, emphasizing collaboration and teamwork. We expect suppliers to not only provide goods and services but also act as integral members of our team, sharing our goals and values to collectively drive success and growth. Building strong, mutually beneficial relationships fosters trust, fosters innovation, and ultimately ensures the longevity of our partnerships.