Daring Caution: The Executives Guide to Pricing Improvement


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A Hostile Environment

Since the sale, the value of hotels has plummeted — "an average of 30 percent since , when prices peaked," says Stephanie Ricca, editor in chief of HotelWorld Network. The economy was booming, the stock market climbing. But White, who reads voraciously — The Wall Street Journal, trade magazines, political books — had a bad feeling. Mitch Daniels, "just as the financial world was beginning to unwind.

And I asked him how seriously he'd been affected. He very modestly said, 'Not too much. He was very self-effacing about it. Basically, he was describing one of the savviest moves anyone on the planet had made, and it came out, 'Aw shucks. Whatever happens with the Marriott, White is likely to hold people to their word and not get overly sentimental about the project. White recalls being "very emotional" as he contemplated selling the billboard company his father founded. White became friends with Bob Hope, often golfing with the comedian between shows at the Star Plaza. White and his wife, Barbara, socialized with the Hopes in Merrillville and California.

White says his heart was heavy when Hope's skills waned, along with his ability to fill the Star Plaza. It looked as if he should cease booking his old friend's show. Chancellor Media's former chief executive, Jeffrey A. Marcus, said he agreed on a handshake at White's vacation home in Beaver Creek, Colo.

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He didn't panic, didn't threaten to sue. He said, 'Look, Jeff, we shook hands. I've done everything I said I'd do. I trusted you, and I expect the same from you. I'm asking you to honor your agreement.

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It's not clear whether White would seek political solutions if the Marriott project does not succeed. But he is known to lobby the government. There is the story about the Highway Beautification Act in the mids. The first lady, Lady Bird Johnson, led the charge, demonizing billboards as crass, unsightly clutter.

The billboard industry was represented in Washington by the powerful Outdoor Advertising Association of America. But White, a tireless worker known for holding meetings at a.

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He feared the bill would "take everything he'd worked so hard to build," says Bruce White, "and without compensation. Dean White's first call was to his older brother, Paul, who'd become chief justice of the Nebraska Supreme Court. The judge, now deceased, knew a number of U. Nearly a half-century later, it's difficult to evaluate White's role in shaping the legislation, but at some point in the negotiations White came to think the industry would survive. He doubled down, buying up several still-scared competitors on the cheap.

He was correct. In , the bill passed, and it was not ruinous. He now has a Bentley. White's latest political cause is the proposed Illiana Expressway. It would cut through southern Lake County, providing an alternative route into Illinois. The roadway would benefit the small town of Cedar Lake by shortening the commute to Chicago and opening up land to development. White has been accumulating property in the town, which abuts a small lake by the same name. Simon Moore. Strategic Management. Confronting Reality. Larry Bossidy. Harry Macdivitt. Best Practices in Planning and Performance Management.

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