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1) Advance Purchase-10 Days / 20 Days / 30 Days: - With Advance Purchase we have a good options considering that we will get guaranteed paid revenue from these promos. We should evaluate your advance purchase inventory and make sure that aren't giving up rooms that you could easily sell for BAR 2) Theme Banners – (Theme Banners such as Luxury, Shopping, City, Romance, Family ) Packages and Promotions such as Last minute deal, Save 20pct Off) 3) Long Stay Discount 4) Reports: - search criteria for specific destination, web analytics and from where more clicks are coming etc. Based on that, do some specific POS (Point of Sale) promos 5) News Letter Delivery to inbox 6) Flamed deal: - When a deal is so hot that it needs to stand out from the crowd, its know as Flaming Deal. They are the deals are the best value for that property, on that day. We're convinced that if you shop around, you won't find better value. We decide which deals are the hottest and update them every day depending on wot's going on in that region. 7) Promotion on Face Book and Twitter 8) Reputation Management: - Check your reviews--have you responded to any reviews that may negatively impact someone's choice to book your hotel? We cannot emphasize the importance of good reviews and visual media enough.
Parameters or Factors which help hotels to generate more business via GDS
(Two Advertisement available:- When Agents Login and when they book Air Tickets) 1) 2) 3) 4) 5) Brand Recoznization: - Getting listed and get the Chain Code Completeness and Accuracy of the information about the property Paying high commission promptly to the agents that drive your business Hot Spots Hotel Display advertisement:-
•The items most critical in display messages that will help lead to making a hotel booking… •Ensure Promotion Shows a Rate that Agents Can Actually Book for the Dates Searching for •Ensure Promotion Only Shows the Destination Searching For •Ensure Promotion Shows the Hotel’s GDS Property ID •Ensure Promotion Offers a Value Greater than the Hotels Standard Available Rates –Be Competitive •Ensure Promotion Includes Information on Amenities, Travel Agent Incentives and Other Add-ons in Addition to Price
Effects of Internet on Hotels and Travel Suppliers
• • • • • • World wide distribution and marketing Access to mountains of information Flexibility Control and real time decision making Revenue Management Consumer is now ‘Pro – sumer
Effects of the internet on intermediaries
• Traditional travel agents: value added / mix model / less Transactional more experiential • Wholesalers and traditional tour operators: direct to consumers / large investments in technology and marketing • Online travel agencies: Battle to win hearts and minds of consumers and suppliers • Better functionality for consumers • Improved tools for suppliers • Alternative compensation models (transactional & media) Expedia :- No 1 OTA in 19 Countries Hotels.com :- No 1 Hotel Specialist in 50 Countries Hotwire :- No 1 Leading discount travel website Trip Advisor:- No 1 Community Player with more than 15 Million reviews
Emphasis is placed on the most recent information. Trip Advisor calculate the Popularity Index using an algorithm. Global: Reflects reviews from around the world. TripAdvisor's Popularity Index is: • • • • Pure: Completely organic. If you do.According to the travel agents surveyed. Unbiased: Based on the good and the bad! Important factors that may impact the TripAdvisor Popularity Index: • • • • Complete and up-to-date content Quality of reviews Quantity of reviews Recency of reviews TripAdvisor Best Practices for Hotels: Keep the content in your listing updated and fresh Encourage customers (via on and offline means) to write reviews of your hotel (but do so in a way that doesn't violate TripAdvisor's Terms of Service--ie. email/fax •Urgent queue •Some other way How to Improve Hotel Rankings TripAdvisor ranks hotels using an automated tool they call their "Popularity Index” The TripAdvisor Popularity Index incorporates Traveler Ratings to determine traveler satisfaction. you may find your hotel penalized for this violation Monitor your customer reviews Respond to BOTH negative and positive reviews Use your customer reviews as free market research to enhance your hotel's internal operations Enhance the good and fix the bad features of your property Consortia Programs A) LAYNON :. . The Global consortia. the best time to receive a promotional message for making a hotel booking is… •At the point of sale •When first sign in for the day •Other than GDS screen i. don't "reward" customers for leaving reviews. Travel Management Companies (TMCs) and corporates book the vast majority of the world’s business travel. Lanyon provides you the opportunity to gain a share of that business.also known for a Consortia Bid Submission tool Lanyon is a tool used to receive and to respond to RFPs from consortia and Corporations.e. No paid results influence rankings. What is an RFP? RFP means Request for Proposal. Fresh: Constantly incorporates new information.
if your property is offering consortia rates. you must use the same season (such as annual) and rooms (such as standard) in both the comparison rate template and the negotiated rate plans. How many rate seasons can I offer? You may offer annual rates or rates with 2. The comparison rates only need to be entered once at the beginning of the year. and then they will automatically go into all your bids. In order for the client to understand a direct comparison. Four is the maximum number of seasons you may use. TMCs invest in corporate self booking tools. The agencies that are part of a TMC are either owned or are affiliated with that specific TMC. When should I use a Comparison Rate Template? You should use a Comparison Rate Template on every bid. this is the Parity Rule. The same consortia rate must be given to every consortia. Each agency is identified with that name – hence – Carlson Wagonlit Travel agency. your Consortia net rate would be $90. What is My Consortia Net Rate? Your consortia net rate is your consortia rate minus your property’s travel agent commission. The Comparison Rate Template is an area where you can enter these comparison rates. For example. the client (the consortia or corporation) requires comparison rates. you have the ability to add a Comparison Rate Template that has already been completed. and your property’s commission was 10%. .These are the programs that are opened on Lanyon and to which Hotels are invited toparticipate. such as required by CWT and JTB. back office technology and concentrate on accumulating large to medium local. 3 or 4 seasons. When you complete the negotiated rate plan. A corporation requires a negotiated rate to be submitted. TMCs can authorization policy to their agencies. What is a consortia? Consortia are a group of independent agencies joined together under one umbrella. national and multinational corporate clients and servicing their accounts Who are the major global TMCs? American Express (Amex) Carlson Wagonlit Travel (CWT) BCD (formerly BTI and TQ3 EMEA) HRG (formerly Hogg Robinson – part of BTI) FCm How many rooms can I submit to a consortia/corporation? The consortia or corporation bid types require up to two rooms – a standard room or a standard and an upgraded room. What is the difference between a consortia bid and a corporate bid? Consortia require a consortia rate to be submitted. What is a Comparison Rate Template? When a property offers rates. We recommend that a hotel’s consortia rate should be at least 15% below rack. the client requires your rack rate to identify what discount they are receiving. such as Tesco and IBM. if your consortia rate was $100. The only rates entered in the comparison rate template that may be loaded into the GDS are the consortia net rates. All other rates in the template are just for comparison purposes. For example. What is a TMC? A TMC is a Travel Management Company. This should be lower than the consortia rate but it can be different for each corporation.
the net rate will automatically be submitted. a double rate cannot be associated to the same room. . Submitted – The bid has been sent to the client and we are waiting for acceptance. the four mega agencies are American Express Business Travel. the last room must be sold at the negotiated rate. Note: A single room is defined as having only one single bed which can accommodate only one person. Why do I have to pay to participate in some consortia? Some consortia request that you pay to take part because of the additional marketing they include in their programs. If the consortia net rate is booked. If you complete this rate in your comparison rate template. How can I market my hotel to the consortia I am participating in? Most of the consortia offer cost-effective ways of increasing your visibility to their booking agents. What is a parity rate? Most consortia request a parity rate. you may not hold that room back and sell it at a higher level. In Progress – The bid has been started but not finished. The bid has not been started. Account Rejected – Your bid was rejected. your property will receive the same amount as if the consortia rate had been booked. such as your rack rate. How do I know when my bid is finished? Look at the status of your bid. That is. The bid must be “Approved” before the deadline to be submitted to the client. you must offer your last room at the lower negotiated price. A travel management company that operates as a global organization with wholly owned joint venture and licensed operations around the world. For a relatively small investment you can gain preferential placement B) Consortia CONSORTIA MEGA TMC Groups of independent travel agencies that come together under one umbrella and negotiate preferred rates with hotels. Account Accepted – Your bid was accepted. advertisements on intranets or visits to their IATAs. Currently. Verified – The rates have been added to the bid but the bid is not finished. Some ask for BAR – which is defined as the best available unrestricted rate. What does LRA mean? If your property offers Last Room Availability.There is no separate rate plan for your consortia net rate. Approved – The bid is finished and waiting for submission by the Rate Solicitation Team. The consortia will not accept a single room – they require both a single rate and a double rate. Can I offer the consortia a single room? Unfortunately. Internally Rejected – Your hotel decided not to take part in the bid and declined the bid. This may include e-mail blasts. They may print directories. single rooms cannot be used to apply for consortia programs. megas process millions of transactions a year for thousands of clients. Carlson Wagonlit Travel and HRG. Your rates will automatically be loaded. use online directories and provide many other marketing tools to promote your property. BCD Travel. Therefore. conduct Web marketing. The status of your bid could be any of the categories below: New – A new bid has opened for your hotel. and it is asked for by the consortia. Unlike large regional agencies that process hundreds of thousands of transactions. That means that you have to offer the same rate to all the consortia. if you have one room available. With LRA.
Coffee Maker. HSIA. and featuring typical Business traveler expected amenities – HSIA. Secondary or Destination area(s) Business Travelers – although many programs book leisure travelers 60 or more guestrooms/suites recommended. -Minimum 2 Diamond AAA rated or equivalent and retain a QA Score of 475 up offer added value complimentary amenities to consortia rates – such as Continental Breakfast. government facilities. and Int’l or Regional Airports participate in PEROT Commission process and receive strong bookings through the GDS hotel’s competitors in the local market are with major brands BENEFITS IN PARTICIPATING Increased Bookings • Increased Visibility • Increased Revenue • Marketing Opportunities Prominent GDS Display with Preferred Rate Codes provided by each Consortia in all 4 GDS On-line Hotel Directory Listings with Logo and up to 3 or more Photos CD-Rom Hotel Directory Listings with Logo and Photo Pet Friendly Logo if applicable Highlighted listing in printed directories distributed to Corporate Clients Listing in Online Hotel Portals for easy hotel/rate searching by Agent with access to GDS Co-op Marketing and Advertising Opportunities with VHG and Consortia partner GUIDELINES FOR SUCCESS Consortia Rates will be submitted at 10% off BAR or 10% off lowest published Corporate Rate Consortia Rates are 10% Commissionable and available 7 days Consortia Net Rates are highly recommended and will be submitted at 20% off BAR or lowest published corporate rate Maximum of (2) two room types and (4) four Seasons are allowed Rates must be valid for the Calendar Year January 1 – December 31 Last Room Availability (LRA) 24 Hour Cancellation and Credit Card Guarantee Suggested Complimentary Value Added Amenities (Will be displayed in online Directories) o o o o o o o Continental Breakfast High Speed Internet Access Exercise or Fitness Facility Business Services or Center (Fax. Iron/Board. Tertiary. Cable TV. Fridge etc. and Business Center or Services within a 5-10 mile radius of major businesses. preferred inside entrances.CONSIDERATIONS & RECOMMENDATIONS FOR PARTICIPATION located in a primary suburb or metro. Copy) Room Upgrade Local Calls and Incoming Fax Airport/Hospitality Shuttle (if available) . Airport.
. but the standard requirements include: • • • • • A minimum of 10% off the lowest single published rate (Rack or Corporate) Rate Parity Last room availability guarantee 10% commission to the Agent All rates quoted are to be guaranteed for the entire year starting from Jan 1 – Dec 31.Consortia Programs According to HEDNA a consortia is a “rate negotiated between a hotel company and a travel agency group. Promotional Tier: Offer rates to the leisure market. It is generally the rate that the hotel calls a Rack Rate Business Tier: includes business rates that are non-last room availability. They are usually found using one global name (ABC Corporate Services). Each program has a list of requirements and fees to participate. Consortia’s is a conglomerate of travel agency members that have joined an organization and by doing this can now increase marketing to their customers by offering competitive rates at hotels worldwide. Net Tier: Used to distribute merchant rates or opaque rates to the internet. unless otherwise noted What are the benefits to participation Increased visibility – You will be visible by all agencies under the consortia umbrella Increased Revenue – You will see an increase in revenue generated through participation Marketing opportunities – Each consortia will have a number of opportunities you can participate in Rate Strategy :- 1) By using the rate strategy model. or continuing to keep their name. Viewership of these rates in the GDS by a TA or other GDS user is restricted and the rate may be booked only after entry of either the Agents or Client authorization code.” Originally started for mom and pop travel agencies. These rates are used to attract these sectors into the hotel. Internet Tier: Used to distribute rates to the internet that are not opaque or marked up. Consortia’s have become a major player in the travel industry. for example Consortia rates. you gain maximum exposure on the Global 2) Makes managing your rates easier and makes sure your rates are in line with the global market Distribution Channels 3) Ensures a maximum presence in the GDS and Internet sites There are 7 Rate Tiers Rack Tier: is the highest room rate for each room type. LRA (Last Room Availability) Tier: Rates targeted towards business clients where the contract has a last room availability clause. Membership Qualified Tier: Available to certain sectors of the market. but using the relationship and tools of the program that they are members of.
Corporate Rate Negotiated Rates Non-LRA (Last Room Availability) A Negotiated Rate is a company rate that has been agreed with a corporate customer. This is not to be confused with the Corporate Rate. The number of black out dates varies per consortia.Stand Alone Rate Recommended Interface Name :.Corporate Recommended Interface Name :. These rates are secure. like American Express or Carlson Wagonlit. Why use Weekend Rates? . They are not viewable by the general public and can only be seen and booked by the consortia who contracted the rate. only the company with whom the rate was agreed will ever see the rate.A) B) Rack Tier: --Rack Rate is the highest room rate for each room type. it could be a rate that is only available for IBM employees. certain dates can be provided (like key fair dates) where the consortia rate is allowed to be closed out. A hotel can initially set the rate up as 75-80% of the Rack Rate and then change the rate according to their demand. Rate Category: . Lanyon is a software program that allows hotels to view available rate programs and place bids on them C) Promotional Rates Weekend Rate The rates can be an amount on BAR or a percentage of the BAR rate. this rate is always available as long as there is a qualifying room available for sale. The rates are secure.Promotional Recommended as :. It is generally the rate that the hotel calls a Rack Rate BAR Rate :. the weekend rates will automatically be updated. These rates are generally contracted for one year. typically a Consortia Rate is 90% of the corporate rate and is contracted for one year. Unlike other special rates that can be assigned a limited amount of availability. For example. Rate Category: .The Best Available Rate is a promotional rate that fluctuates depending on demand and is available for anyone to book on all the distribution channels.Best Available Rate Business Tier:--Corporate Rate is offered to non-preferred or non-Local corporate Industry standard states that the Corporate Rate should be 90-95% of the Rack Rate and does not have any specific restrictions. As with the Consortia Rate. Rate Category: -Consortia Consortia Rates – Lanyon Consortia rates can be negotiated a number of ways with travel agencies. One of the simplest ways is through Lanyon. Black Out Dates: When contracting the rate. a company with a Negotiated Rate can also see the public rates. Consortia rates have some unique features that separate them from other rate types: Last Room Availability: This unique rate feature allows a Consortia customer to book a room at your property with the Consortia rate as long as you have a room available to book. That way when the BAR rate is changed. A company that does a lot of bookings will get a better rate discount than those with less. which is a public rate available to all customers. and the discount is based on demand. Only negotiated company rates that are not offered last room availability will sit in this tier Rate Category: . A Negotiated Rate is only available for the company with whom the rate was agreed.Negotiated Consortia Rate A consortia rate is a contracted preferred rate between a hotel and one of the large travel agent companies.
Military Rates Additional rates can be loaded onto the global distribution channels in order to attract different market segments. Dinner. Senior. for example maximum of three nights. Defined viewership enables the rate to be distributed to select websites only The rates will be equal to or lower than the BAR rate Belongs To: Internet Tier Rate Category: Promotional Calculation Parent: BAR . The WKD code on the GDS is one of the search criteria used by travel agents to find rates for their clients who want to book a hotel room for the weekend Use the interface description to describe the value adds that are included in the weekend rate to attract customers to your hotel. but are not marked up. Government Rates. guarantee and cancellation policies. Restrictions. The weekend rate is available on all distribution channels. Only available to Travel Agent Employees (IATA recommended to be shown on arrival at the hotel) Recommendation is to restrict the number of nights the travel agent can stay at the hotel. or it could be your own NetBooker NG website. Packages on the system should have different value adds to target different markets. With this rate: It is typically 50-70% of the BAR Rate No travel agent commission Restricted viewership. With these rates: The hotel will have a contract with these sites. Distributed to all Channels Belongs To: Promotional Tier Rate Category: Promotion or Package Calculation Parent: BAR Rate can be a percentage of BAR or an amount on/off BAR Interface Name and description should describe the rate and the value adds D) Membership Qualified Tier Travel Agent Rate The Travel Agent Rate is a marketing rate for hotels to attract travel agents to the property in order to create awareness and generates PR. value adds and days of the week availability are ideal ways of managing the rates to attract the different markets. Bed and Breakfast Rate or a Champagne Package.Only Travel Agents can see and book this rate. Recommendation is to do a show round with the travel agent when they are at the property and provide literature to take back to the work place. Government and Military Rates in order for these to be booked by these organizations. Belongs To: Membership Qualified Tier Rate Category: Travel Industry Calculation Parent: BAR Recommended interface name: Travel Agent Rate AAA. For example. With these rates: They will vary depending on demand Qualified viewership ID Required E) Internet Only Rates These are rates distributed to websites that are specifically for that website. Belongs To: Promotional Tier Rate Category: Weekend Recommended Interface Name: Weekend Rate Calculation Parent: BAR Rate can be a percentage of BAR or an amount on/off BAR Promotions or Packages A promotion or package has value-adds included in the rate. Contracts are generally required for the AAA.
GREATRATE – Minimum 2 night stay required Breakfast must be included in the rate Rate is recommended to be 90-95% of the BAR Value Distributed to all channels Belongs To: Promotional Tier Recommended Interface Name: GREATRATE Rate Category: Promotion Calculation Parent: BAR LATEGETAWAYS Can only be booked within 7 days of arrival No Breakfast included in the rate Rate is recommended to be the same as BAR or less if BAR includes breakfast Distributed to all channels Belongs To: Promotional Tier Recommended Interface Name: LATEGETAWAYS Rate Category: Promotion Calculation Parent: BAR REST&Jet Rate must include a value add. These are known as Merchant Rates.utell. they will distribute a marked up rate. The Rate Characteristics: Contract required Approximately 75-80% of the value of BAR Utell Commission 3% Website Commission is 0% as they mark the rate up Payment via single use credit card F) Branded Rate Programs These rates are marketed in various ways throughout the year. for example Travelocity. which means that when the site receives these rates.com and www. free car parking Rate is recommended to be 105 .utellagent. for example free shuttle bus. Rate characteristics: Prime placement on the websites if rates provided are competitive Opportunity to do marketing with the websites Can close out the rates and limit allocation depending on the contract signed Generally about 75-80% of the BAR Rate Guest Pre-pays reservations Hotel to charge single use credit card for accommodation and taxes Belongs To: Net Tier Rate Category: Negotiated Calculation Parent: BAR Example for Utell Hotels & Resorts is the NetMore Product.110% of the BAR value Distributed to all channels Belongs To: Promotional Tier Recommended Interface Name: Rest And Jet Rate Category: Promotion Calculation Parent: BAR .Merchant/Net Rates These are rates supplied by the hotel to specific Web sites. www.HotelBook. The rates target different markets and are explained below. for example in GDS messages. on Utell's own websites (www.com) and in direct communication with Travel Agents.com.
Suggested abbreviations: Standard Abbreviations for Common Words Use Instead of Use Instead of BKFST Breakfast RM Room CC Credit Card STD Standard DBL Double STE Suite DLX Deluxe SUP Superior ID Identification SVC Service NT Night VW View PCT Percent (%) .
Payroll and Balance sheet For Security Fire Safety records and Employee and Guest Movement Records YIELD MANAGEMENT Yield management is also know as Revenue Management.PMS • PROPERTY MANAGEMENT SYSTEM IS A APPLICATIONS OF COMPUTER HARDWRE AND SOFTWARE USED TO MANAGE A HOTEL. phone number. fax number) Reservation information Geocode information Nearby IATA cities and airports On-site or nearby restaurants. Lost and Found . General Ledger . There are many PMS available in the market in which the most commonly used are OPERA and GUEST360 Advantages of PMS THE AVAILABILITY OF ROOMS / TO EASE RESERVATION PROCESSING / THE DAILY OCCUPANCY STATUS / TO EASE CHECK-IN & CHECK-OUT PROCEDURES / GUEST PROFILE MAINTENANCE / MAINTAIN CORPORATE/TRAVEL AGENTS RATES / COMPLAINT MONITORING / TO EASE NIGHT AUDIT PROCESS For FOM Checkin . and recreational activities Room and hotel features Hotel cancellation.. Advance Deposit. anticipating and influencing consumer behavior in order to maximize Revenue or Profit CRS A central reservation system (CRS) is a computerized system that stores and distributes information on a hotel. Central reservation systems are available exclusively to hotel representation companies. or other lodging facility. Modules Present in CRS Reservations Profiles Groups Rate and Inventory Control Administration Reporting Global Distribution Interface PMS Interface Information commonly stored in a CRS Room Rates Room Allotments Room Types Room availability Generic hotel information (address. It is the process of understanding. Guest History For House Keeping Room Status . Hotel consolidators’ seemingly to brokers buy in bulk and then resell at a predetermined discount thus creating a big push search for discounted hotel deals online and passing the savings on to their customers. Inventory. Travel Agent . and CRS providers. Laundry charges For HR Time and Attendence . hotels themselves. resort. . P/L Statement . deposit. Direct Mail . Meeting room information . Menu Profibility . For Reservation Room Availability and Yield Management For Marketing and Sales Clinte File . and minimum stay information Hotel consolidator (also called a hotel broker or discounter) is a travel company or business that buys up blocks of hotel rooms in top destinations and then resells them at discounted rates to the final customer. For Accounting A/c Payable and A/c receivable . Peronal file For F&B Recepies . bars. attractions. Room Status. Posting of guest account .
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