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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
Every day of the week has a different demand
What day of the week has the highest demand?
Answer – Tuesday
What is the next highest day of demand?
Answer - Wednesday
What is the next highest day of demand?
Answer – Monday
What is the next highest day of demand?
Answer – It’s a tie , either Thursday or Saturday
Which day is the lowest demand?
Answer – It’s a tie, either Friday or Sunday
Arrival Departure Patterns
What is the Worst Business for a Hotel in terms of arrival departure pattern?
Answer – Tuesday Arrival and Thursday Departure
Do you know why?
It will be almost impossible to fill Sunday, Monday and Thursday
nights
What are considered normal business patterns to a hotel?
Sunday Arrival Friday DepartureSunday Arrival Wednesday
DepartureWednesday Arrival Friday
Departure
Other Patterns Frequently Requested
• Monday Arrival Wednesday Departure• Monday Arrival Thursday Departure• Monday Arrival Friday Departure
What Is An Ugly Baby?
• A group with large attendance with few guest rooms
• A group that is meeting space intense• A group with a bad arrival departure pattern
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
Bundling Your Business
• Using Multiple Conferences to get the space you need
• Using the same supplier frequently• Establishing a Blanket Purchase Agreement
Using the same Supplier Frequently
•Focus your business on the hotels that
consistently want you
Use the National Sales Office to distribute your leads
and/or
Use the Convention Bureau of the cities you frequent most often
Business Ethics
How to get what you wantAnd not be measured for
An Orange Jumpsuit
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
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
Contracts, Cancellation and Attrition
• Do You Have a Burning Question?