Summary Slide

Room Sales DifferentiationDiagram–Group vs. TransientTransient Reservation AvenuesDiagram–Reservation AvenuesMarket SegmentationDiagram–Market SegmentsInternet Exercise

Figure 3-1

Room Sales Differentiation

Group RoomsTransient Rooms

What is the relationship between group and transient rooms?

What is a booking cycle?

Figure 3-2

200

300

400

500

100

Group Rooms

M T W Th F Sa Su

Days of the Week

Nu

mb

er o

f H

otel

Sle

epin

g R

oom

s

Transient Rooms

This illustration shows how a hotel might incorporate both group and transient rooms in order to sell every room. Figure 3-3

Group vs. Transient

Transient Reservation Avenues

Global Distribution System (GDS)Central Reservation System (CRS)Direct Contact

Travel Agent or Mgmt. Co. Guest

How has the Internet affected reservation avenues?

Figure 3-4

Transient Reservation Avenues

TransientGuest

CRS

GDS

Hotel

Travel Mgmt. Co.or Travel Agent

Via

Ph

one

or F

ax

Via

In

tern

et

Figure 3-5

Market Segmentation

Group Market Segments Corporate Association Other

Transient Market Segments Business Pleasure

What factors affect the hotel choices of the transient guest?

Figure 3-6

Pleasure

Business

Other

Association HHootteell GGuueesstt RRoooomm

DDeemmaanndd

Corporate

Figure 3-7

Market Segments

Rate Comparison Internet Exercise

As we know, there are many reservation avenues to a hotel. The Internet is becoming a widely used avenue.

Using the sites listed on the next slide, check the availability of any hotel for a specific date and answer the following: Do all travel sites offer the same rates for

the hotel? Why would these rates differ? Do incentives/special offers come into

play?Figure 3-8

World Wide Web Travel Sites

http://www.travelocity.com

http://www.expedia.com

http://www.priceline.com

http://www.travelnow.com/usa/?cid=3462

http://www.travelweb.com

http://www.sundaynews.com

http://www.usahotelguide.com

http://www.funtastiktravel.com/AmericaHotels.html

http://dir.travelzoo.com/Lodging.asp?intCategory=21

http://www.skyauction.com

http://www.lodging.com

http://www.traveleader.com

http://www.hoteltravelnetwork.com

http://www.11thhourvacations.com

http://www.travelguys.net

http://www.hotelreservation.com

http://www.hoteldiscount.com

http://www.travelscape.com

http://www.hotel-accommodations.com

http://www.hotelbook.com

http://www.travelhero.com

http://www.hotelreservations.org

http://www.quikbook.com Figure 3-9