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

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Presentation on theme: "Why hotels say no to business Presented by Ted Miller, CHME, CHSP, CGTP, CGMP, Starwood Hotels and Resorts."— Presentation transcript:

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 week Arrival Departure Patterns Ugly Babies Bundling Your Business Business Ethics- Free Food Contracts, 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 Departure Do 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 Departure Sunday Arrival Wednesday Departure Wednesday 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 you Use the National Sales Office to distribute your leads and/or Use 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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