Purchasing Power: InterContinental Abu Dhabi's Ashley Lobo

InterContinental Abu Dhabi director of procurement Ashley Lobo shares a few of his opinions and experiences, having spent more than a decade in hospitality purchasing

How long have you been in hotel purchasing for?

I have been in hotel purchasing for the past 11 years.

What products in particular are you on the lookout for?

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We are on the lookout for everything required for operations, plus added products which give an additional value for operation, at the best price offer. These can range from a variety of customer needs.

What is the biggest challenge in purchasing today?

Consistency of the value of the product is one of the biggest challenges. The yield has diminished over a period of years of both quality products and services in the industry.

Tell us about one of your most successful deals?

There are many to name; the one which was the best was achieving TGOP for the [previous] year. The deal was not down to a single one, but a combination of several deals throughout the year.

What does a supplier have to do to impress you?

Show commitment, consistency and reliability. I also never work with a new vendor which consistently points out the weaknesses of its competitors.

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