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Hotel Contracts

Contract Negotiation Strategies/Setup/Plan/Platform

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Negotiation Strategies1. Centralized Reservation System2. Maximum bookings at same Hotel3. One Point of Contact4. Suitable Approach as per Hotel’s demand/standard

-Profit Sharing Partner @ room night- Profit Sharing Partner @ guest’s expenses in hotel-Sales & Marketing Agent -Online Travel Portal (B2B)-Online Travel Portal (B2C)-Travel Agent/Tour Operator

5. Offer hotel to participate in Different Promotional Schemes

Hotel Promotion for Better RatesExample:1

Hotel Promotion for Better RatesExample:2

Hotel Promotion for Better RatesExample:3

Negotiation Tips (I)(pre contract preparation for best rate/deal) 1. Set Hotel’s Priority for our group2. Review Last Year’s Contract for reference3. Deep study of past data, specially room nights provided to the specific hotel

or its competitor (in case of fresh contract)4. Set hotels profile on basis of past record (what we have provided maximum

to this specific hotel)No of rooms orNo of room nights orNo of guest orSale amount

5. See/Examine the different promotional schemes that are being followed by others for this specific hotel.

6. Set Approach to be followed

Negotiation (II)

1. Warm Introduction

This includes your personal & our group’s introduction both

Negotiation (II)

2. Presentation

Info/figures/awards/of our past achievements in different areas.

Negotiation (II)

3. Shopping at different portals

Front shopping

Negotiation (II)

4. Complementary Room

On the basis of past records connected to No of rooms, No of room nights, No of guest, Sale amount (whatever applicable in our favor)

Negotiation (II)

5. Re-negotiate contract for Shoulder Dates

Always try to renegotiate rates in low season & get the contract revised in our favor.

Negotiation (II)

6. Future Rates

If rates are not definite yet, confirm theformula to be used.

Thank You

-Nitin Sharmataj_nitin@yahoo.com

Contracts Manager @ www.toptraveltrip.com