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Why hotels say no to business

Why hotels say no to business. Presented by Ted Miller, CHME, CHSP, CGTP , CGMP, Starwood Hotels and Resorts . Presentation Topics. The Value of each day of the week Arrival Departure Patterns Ugly Babies Bundling Your Business Business Ethics- Free Food Contracts, Cancellation and Attrition.

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Why hotels say no to business

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  1. Why hotels say no to business Presented by Ted Miller, CHME, CHSP, CGTP, CGMP, Starwood Hotels and Resorts

  2. Presentation Topics • The Value of each day of the weekArrival Departure PatternsUgly BabiesBundling Your BusinessBusiness Ethics- Free FoodContracts, Cancellation and Attrition

  3. Every day of the week has a different demand

  4. What day of the week has the highest demand?

  5. Answer – Tuesday

  6. What is the next highest day of demand?

  7. Answer - Wednesday

  8. What is the next highest day of demand?

  9. Answer – Monday

  10. What is the next highest day of demand?

  11. Answer – It’s a tie , either Thursday or Saturday

  12. Which day is the lowest demand?

  13. Answer – It’s a tie, either Friday or Sunday

  14. Arrival Departure Patterns

  15. What is the Worst Business for a Hotel in terms of arrival departure pattern?

  16. Answer – Tuesday Arrival and Thursday DepartureDo you know why?

  17. It will be almost impossible to fill Sunday, Monday and Thursday nights

  18. What are considered normal business patterns to a hotel?

  19. Sunday Arrival Friday DepartureSunday Arrival Wednesday DepartureWednesday Arrival Friday Departure

  20. Other Patterns Frequently Requested • Monday Arrival Wednesday Departure • Monday Arrival Thursday Departure • Monday Arrival Friday Departure

  21. What Is An Ugly Baby?

  22. A group with large attendance with few guest rooms • A group that is meeting space intense • A group with a bad arrival departure pattern

  23. When would you smile at an Ugly Baby? • Over a City Wide Convention taking most of a hotels rooms leaving their meeting space free • Over a traditionally slow period • Holiday Period • Weekend • Off Season

  24. Bundling Your Business • Using Multiple Conferences to get the space you need • Using the same supplier frequently • Establishing a Blanket Purchase Agreement

  25. Using the same Supplier Frequently • Focus your business on the hotels that consistently want youUse the National Sales Office to distribute your leads and/orUse the Convention Bureau of the cities you frequent most often

  26. Business Ethics How to get what you want And not be measured for An Orange Jumpsuit

  27. Free Food • Have the hotel clearly state in the contract that you are being charged for meeting room rental • Have the contract state that they are offering you Complimentary Food or Beverages as an incentive to book with them

  28. Know the Value of Your Business • Ask for concessions that are reasonable based on the business you are booking • Concessions are a Request and not a Demand • Be willing to trade concessions • You both need to win

  29. Contracts, Cancellation and Attrition • Do You Have a Burning Question?

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