Hilton, HSI: Long-Term Partners

Hotel giant turns to long-standing partner for POS systems.

When Hilton Hotels Corp. was set to open a major conference center and hotel in Omaha, Neb., several months ago, the company reserved a room for Hospitality Solutions International Inc., of Scottsdale, Ariz.

HSI designs POS (point-of-sale) hospitality systems for major hotels and restaurant chains around the world, and the solutions providers relationship with Hilton blankets 150 locations, including three major conference centers that opened within the past few months.

"HSI is our preferred POS partner," said Brenda Burke, Hiltons director of hotel technology. "Ive worked with the same two people from HSI—Scott Lampman and Amy Hill—for eight years. Its a great partnership."

HSIs sales force and consulting teams first connected with Burke nearly a decade ago, when she was a technology manager at Red Lion Hotels, a prominent hotel chain in the Pacific Northwest. At the time, Red Lion depended primarily on POS hardware and software from NCR Corp., of Dayton, Ohio. But as NCR gradually discontinued selected software updates, Red Lion prowled the market for alternatives.

The chain ultimately standardized on IBM desktops and servers running multiple flavors of Microsoft Corp.s Windows. That opened the door for HSI, which focuses much of its development and integration on IBM environments running Windows.

Through a series of mergers and takeovers, Red Lions Burke eventually transitioned to Hilton and emerged as the hospitality giants POS expert. With Burkes steadfast support, Hilton turned to HSI for multiple POS projects that involved front-office ordering systems, back-office servers and credit card transaction systems.

Burke said her confidence in HSI is based on the companys focus on the hotel and retail industries. "Whether youre speaking with HSI or using their point-of-sale solutions, its abundantly clear that they understand the hospitality marketplace," she said.

Some of Hiltons competitors agree. More than 3,500 hotel and restaurant locations worldwide depend on HSI, which is owned by Micros Systems Inc., a $400 million solutions provider in Columbia, Md.