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 Departure Sunday Arrival Wednesday Departure Wednesday 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 want And 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?