why hotels say no to business presented by ted miller, chme, chsp, cgtp, cgmp, starwood hotels and...

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?