How to sell to Procurement leads at Hospitality companies
Procurement leads in hospitality are primarily measured on cost savings and supplier performance. They respond positively to outreach that demonstrates a clear understanding of their unique challenges, such as managing supplier relationships while ensuring quality service delivery. Highlighting specific examples of how you can help reduce costs or improve supplier efficiency will capture their attention more effectively.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 548 hospitality company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- supplier quality inconsistencies
- delivery delays
- cost management pressures
- inventory shortages
The playbook
- 01
Identify recent hotel renovations
Research hotels that have recently undergone renovations or expansions. These projects often require new suppliers for furniture, fixtures, or amenities. Use industry news sites or local business journals to find relevant updates and make a list of potential contacts within those organizations.
- 02
Target restaurants with new locations
Focus on restaurants that have recently opened new locations or are planning to expand. These establishments often need to revamp their supply chain to accommodate new menus or increased customer volume. Use restaurant industry reports or social media announcements to identify these opportunities.
- 03
Connect on sustainability initiatives
Identify procurement leads who are involved in sustainability initiatives. With the growing emphasis on eco-friendly practices in hospitality, reaching out to discuss how your solutions can support their green goals will resonate. Use LinkedIn to find profiles that mention sustainability in their roles.
- 04
Address common supplier pain points
Prepare to address the common pain points procurement leads face, such as inconsistent supplier quality or delivery delays. Craft your outreach to highlight how your solution mitigates these issues, based on your understanding of the hospitality industry's specific challenges.
- 05
Follow up after industry events
After major hospitality trade shows or conferences, follow up with procurement leads who attended. Mention specific sessions they might have found valuable and offer insights or solutions related to topics discussed. This demonstrates your attention to their industry and builds rapport.
Can hospitality companies even receive your mail?
We measured the DNS of 548 hospitality companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 15.6% of 1–10-person companies against 73% of the largest — 57 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Boosting supplier performance
- Cutting costs in hospitality
- Sustainability in procurement
Questions
- Why do procurement leads in hospitality ignore cold outreach?
- Procurement leads often receive numerous cold emails that fail to address their specific challenges. If the outreach doesn't show a clear understanding of the hospitality industry or offer tailored solutions, they may dismiss it as irrelevant. Personalization and industry relevance are key to breaking through.
- What factors influence procurement decisions in hospitality?
- Procurement decisions in hospitality are influenced by cost, quality, supplier reliability, and alignment with sustainability goals. Leads prioritize suppliers who can deliver consistent quality while also contributing to cost-saving initiatives. Understanding these factors is crucial for effective outreach.
- How can I demonstrate value to procurement leads?
- To demonstrate value, share case studies or examples of how your solution has helped other hospitality clients reduce costs or improve supplier performance. Highlighting measurable outcomes and industry-specific benefits can make your outreach more compelling and relevant.
- What challenges do procurement leads face in the hospitality sector?
- Procurement leads in hospitality often face challenges such as managing supplier relationships, ensuring consistent quality, and navigating fluctuating costs. They must balance the need for cost savings with maintaining high standards of service and guest satisfaction, making their role particularly complex.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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