1. Summary Slide Room Sales Differentiation Diagram–Group vs. Transient
Transient Reservation Avenues
Diagram–Reservation Avenues
Market Segmentation
Diagram–Market Segments
Internet Exercise
Figure 3-1

2. Room Sales Differentiation
Group Rooms
Transient Rooms
What is the relationship between group and transient rooms?
What is a booking cycle?
Figure 3-2

3. Group vs. Transient
This illustration shows how a hotel might incorporate both group and transient rooms in order to sell every room.
Figure 3-3

4. Transient Reservation Avenues
Global Distribution System (GDS)
Central Reservation System (CRS)
Direct Contact
Travel Agent or Mgmt. Co.
Guest
How has the Internet affected reservation avenues?
Figure 3-4

5. Transient Reservation Avenues
Guest
Travel Mgmt. Co.
or Travel Agent
CRS
Via Phone or Fax
Via Internet
GDS
Hotel
Figure 3-5

6. Market Segmentation Group Market Segments Transient Market Segments
Corporate
Association
Other
Transient Market Segments
Business
Pleasure
What factors affect the hotel choices of the transient guest?
Figure 3-6

7. Market Segments
Figure 3-7

8. Rate Comparison Internet Exercise
As we know, there are many reservation avenues to a hotel. The Internet is becoming a widely used avenue.
Using the sites listed on the next slide, check the availability of any hotel for a specific date and answer the following:
Do all travel sites offer the same rates for the hotel?
Why would these rates differ?
Do incentives/special offers come into play?
Figure 3-8

9. World Wide Web Travel Sites
Figure 3-9