hotelcontracts-120120080704-phpapp02
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hotelTRANSCRIPT
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.
