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?