2Objectives for Reservations At the completion of this unit, the students will able to:Describe the different types of reservations and identify the information sought during a reservation inquiry and contained in a reservation record.2. Identify major sources of reservations.
3Competencies for Reservations (continued)3. Identify the tools managers use to track and control reservations availability.Describe policies and procedures surrounding the confirmation, change, and cancellation of different types of reservations.Explain the function of typical management reports and reservations records that can be generated from reservations data.
4What is a reservation?It is a booking in advance for a space for a specified period of time.E.g. Hotel ballroom, restaurant booking, airline seat, a theatre seat, a hotel guestroom, a doctor’s appointment.
5IntroductionFrom a guest’s point of view, the most important outcome of the reservations process is having a guestroom ready and waiting when the guest arrives.To achieve these outcomes, the hotel must have efficient reservation procedures in place.Here are the reservation process activities:-
6Reservation Activities · Conduct reservation inquiry.· Determine room and rate availability.· Create reservation record.· Confirm reservation record.· Maintain reservation record.· Produce reservation reports.· Research, plan, and monitor reservations.
7The guest must provide us a method of payment. Types of ReservationsGuaranteed Reservation: Insures that the hotel will hold a room for the guest until a specific time of guest’s scheduled arrival date .The guest must provide us a method of payment.If the guest does not show up or cancel properly,the guest will be charged for one night accommodation.If the hotel then fails to provide the room for a guaranteed reservation, legal penalties can be applied if the guest files a complaint.In order to guarantee a reservation, guests can choose one of the following methods:[i.e. Check-out time or start of the hotel’s day Shift or any time the lodging property chooses
8Guaranteed Reservations The reservation can be guaranteed by Prepayment· Credit card· Advance depositTravel agent voucher/miscellaneous chargeorder (MCO)· Corporate (direct billing account)
9Non-guaranteed Reservation Non-guaranteed Reservation: Insures that the hotel agrees to hold a room for the guest until a stated reservation cancellation hour (Usually 6 p.m.) on the day of arrival.It is common for hotels planning on full occupancy or nearing full occupancy to accept only guaranteed reservation once a specified number of expected arrivals is achieved.
10Guest’s name, address and telephone number Reservation InquiryGuests can communicate their reservation inquiries in person, over the telephone, via mail, through facsimile, telex, …While getting a reservation inquiry, the reservation staff shall obtain the following guest-related information:Guest’s name, address and telephone numberCompany or travel agency nameDate of arrival and departureType and number of rooms requested
11Number of people in the group, if applicable cont.Desired room rateNumber of people in the group, if applicableMethod of payment and/or guaranteeAny other special requests Most of the above mentioned information is used to create a reservation record.
12The seven steps reservation sales process 1. Greet the caller. ( thank you for calling Holiday inn. This is Mary speaking How can I help you today?)2. Identify caller’s need ( arrival date, departure date, preference ....)3. Provide an overview of the hotel’s feature ( number of restaurant, swimming pool )4. Make a room recommendation and room rate.5. Ask for the sales ( Would you like me to book the reservation for you?
13cont.6. Create a reservation record according to the hotel procedures.7. Thank the caller. Closing a call as warmly as opening a call leaves the caller with a sense of confidence that they have made the correct decision.The reservation function is a sales process, if the reservation staff is unenthusiastic, the caller will not a have a positive impression of the hotel and may decide to go elsewhere.
14cont.Reservations can be made for individuals, group, tours or conventions.An individual, not part of the a group is referred as a FIT. ( free independent traveller)The customers make reservation by using different sources.
15Sources of Reservations Central Reservation System· Global Distribution System· Intersell Agencies (for example flight centre)· Property Direct· Internet
16Central Reservation System (CRS) A central (or computerised) reservation system that controls and maintains the reservations for several hotels in one location, and automatically redirects the reservation to the required hotel.
17Central reservation systems The majority of hotel groups belong to one or more Central Reservation Systems A central reservation system is composed of a central reservation office, member hotels connected together via communication devices, and potential guests.It exchanges room availability information with members hotel. Central Reservation Office [CRO] offers its services via a 24-hours toll free telephone number(s) [Green Numbers].
18continuedOn return, central reservation offices charges a fee for the utilization of its services which might take the form of a flat fee and a variable fee, or a flat percentage of potential room revenue, actual room revenue, and/or Rooms Division gross profit…
19Global Distribution Systems Computerized system by which reservation-related information is stored and retrieved for multiple organizations.Global Distribution Systems [GDS] System including several Central Reservation Offices connected to each other.Selling hotel rooms is accomplished by connecting the hotel reservation system with the GDS system.GDSs have become a powerful force in hotel reservation.
20Inter sell AgenciesInters ell Agencies are special types of central reservation offices contracting to handle reservation for more than one Product Line [ex: Handle at the same time Airline Tickets, Car Rental, Hotel Reservation…] “ One Call Does it All Approach “!
21Property Direct Reservation System: Even though many of the five-star hotels rely heavily on central reservation offices and intersell agencies, some potential guests still find it convenient, and personal to call directly the hotel to communicate a reservation inquiry.
22Property Direct Reservations Property direct reservations are made in a several ways· Telephone· Mail· Property-to-property· FAX·
23Group Bookings Types of groups Tour groups Conference/convention Charity groups (fund raising)Flight crewsSchool groupsSporting groups
24Reservation Availability After receiving a reservation request, the hotel might accept it, as it is, if there is room availability.If not, the reservation department should suggest alternative room types, dates, and/or rates, to the potential guest.If, however, the potential guest insists on his/her previous request, the hotel should suggest an alternative hotel.That's one of the main reasons why we need to maintain good relation-ships with nearby competing Hotels
25continuedThe reservation department should always compare historical reservation volumes against actual arrivals.The main reason is to cope with overbooking, which a situation occurring when the total number of rooms reserved for a certain period of time exceeds the total number of rooms available for sale, for the same period of time.
26Number of rooms reserved for a specific date continuedIn order to cope with the overbooking problem, some statistical and historical data should be stored and processed by the hotel and should be continuously updated. Such data should include:Number of rooms reserved for a specific dateNumber of rooms occupied by stayovers (for a certain specific date)Forecasted no-shows percentageForecasted understays percentageForecasted overstays percentageForecasted cancellation percentageNumber of out of order rooms for a specific date
27Reasons for Travel Business Pleasure Education Family Religious Special events (e.g.Olympic Games)
28Types of Market Sources F.I.T. – free/fully independent travellerGroupCorporateGovernmentPackage
29Room Rate Factors Location (CBD, Country) Hotel Rating (Star/Flag/Crown)Room attributes/aspectsHotel facilitiesCompetitionTime of yearIntended client
31Five steps to selling Know your product Know your guest Match the guest to the best alternativeBe aware you are part of the sales teamAlways sell the product before the price
32Guest History Assist with marketing strategies Ensure future reservations are more efficientEnsure a quicker check-inEnsure guest’s needs are metAssist with check-out
33History data Reservation forms Registration cards Guest folios on check-outHistory can be stored and maintained:ManuallyComputerised
34Details Provided to Guest Room release time (6pm is standard)Guaranteed reservationCheck-in timeAcceptable MOPParking facilitiesHotel facilities and services
35Cancellation Retrieve original reservation Note date and time cancellation receivedRecord contact name of person cancellingUpdate manual and computer recordsFile cancelled reservationApply cancellation fee as per hotel policyThank caller
36Amendments Retrieve original reservation Note date and time amendment receivedRecord contact name of person amendingUpdate manual and computer recordsFile amended reservationThank caller
37Departments concerned with reservations report HousekeepingTo enable accurate staff rosteringBudgeting, planning for refurbishment, ordering of suppliesFood and BeverageAs above
38Departments concerned with reservations report MaintenanceTo enable accurate staff rosteringBudgeting, planning for refurbishment, ordering of suppliesConcierge/Porters/Front DeskAs above
39Types of Reports Occupancy Arrivals Cancellations Special requests V.I.P.SBlack listsMarket SegmentsGuest history
40Occupancy Reports Prepared on a regular basis for: rostering budgets maximising occupancyplanning refurbishmentordering
41Special Requests Report HousekeepingCots/rollaways/special linen/vases/flowers/baby sitters/early and late arrivals and departuresRoom ServiceChampagne/fruit baskets/flowers/VIP mini barsPorter/ ConciergeTheatre bookings/restaurant bookings/hire cars/early arrivals/late departures/wheelchair access/luggage storage/red carpet
42Special Requests Report Food and BeverageDietary, Group meals, Children, Cultural Requirements, Seating, Groups departing earlyFunctionsDietary, AV Equipment, Meal break times, Business Services
43Group and Conference Details ETA/ETDRooming list readyRooms AssignedStaffing requirementsPorter/Concierge (Luggage collection times)Food and BeverageFunctions departmentHospitality room/area
44Black List “Bad” debts (previous accounts remain unsettled) Malicious damage to hotel propertyTheft of hotel propertyVerbal/physical assault of staff members
45Reservation Reports:In the reservation department, the widely used management reservation reports include:Reservation transaction reportCommission agent reportTurnaway report (sometimes called the refusal report)revenue forecast report
46Potential Reservation Problems 4 main common problems that might be encountered:1) Errors in a reservation record:Record a wrong arrival or departure dateMisspell the guest’s name or reverse itReserve for the caller instead of the guest
47Potential Reservation Problems 2) Misunderstandings due to industry jargon:Confirmed versus guaranteed reservationDouble room versus 2 bedsConnecting rooms versus adjacent rooms
48Potential Reservation Problems 3. Miscommunications with external reservation systems:Book a guest in the wrong hotelBook a guest in the wrong city [ex: Novotel, Melbourne versus Novotel, Sydney]
49Potential Reservation Problems (continued) 4. Online reservation system failures:Fail to update central reservation system concerning room availability or to communicate rate changes in real timeDelays in communicating reservation requestsCommunication Equipment used may become technologically obsolete or inoperatable