Page 7 - Get_Down_To_Business_2018

Presenters: Sarah Rosenbaum

and Jennifer Viccellio

Recognize the traveler at check-in

• Represents the lowest cost way to encourage repeat business from a
group or corporation
• Can help create referral business
• May enhance your LTR scores, online reviews, or surveys
• Need ideas? Check out this session summary!

Find the right balance of business between corporate, groups, and leisure
• Have an event calendar for 18 months out to help you control lower-rated
business versus transient, higher-rated business.
• Set a ceiling on group rooms booked to allow for regular corporate business
that is traditionally shorter term and in many cases, repeat business.
• Understand that not every piece of group business is the right fit for the
hotel. Evaluate your rate based on time-of-the-year demand. Use the CVB’s

compression report for upcoming conventions and events.
• Pay attention to shoulder dates for groups. If the group rate isn’t offered on
those dates, you might deter business interested in extending their stay.
• Talk to your AD or Revenue Manager about the right balance for your hotel.

How can you attract corporate travelers or groups?

Transform your hotel features
into benefits geared toward
each market segment.