Summary Slide

„ „ „ „ „ „ „ Room Sales Differentiation Diagram–Group vs. Transient Transient Reservation Avenues Diagram–Reservation Avenues Market Segmentation Diagram–Market Segments Internet Exercise
Figure 3-1

Room Sales Differentiation
„ Group Rooms „ Transient Rooms „ What is the relationship between group and transient rooms? „ What is a booking cycle?

Figure 3-2

Group vs. Transient
Number of Hotel Sleeping Rooms
500

Transient Rooms
400 300 200

Group Rooms
100

M

T

W

Th

F

Sa

Su

Days of the Week

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

Transient Reservation Avenues
„ Global Distribution System (GDS) „ Central Reservation System (CRS) „ Direct Contact
ƒ Travel Agent or Mgmt. Co. ƒ Guest

„ How has the Internet affected reservation avenues?
Figure 3-4

Transient Reservation Avenues
Transient Guest
Via Phone or Fax

GDS

Hotel
Figure 3-5

Via Internet

Travel Mgmt. Co. or Travel Agent

CRS

Market Segmentation
„ Group Market Segments
ƒ Corporate ƒ Association ƒ Other

„ Transient Market Segments
ƒ Business ƒ Pleasure

„ What factors affect the hotel choices of the transient guest?
Figure 3-6

Market Segments

Corporate Business

Association

Hotel Guest Room Demand

Pleasure

Other

Figure 3-7

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: ƒ Do all travel sites offer the same rates for the hotel? ƒ Why would these rates differ? ƒ 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.travelweb.com http://www.sundaynews.com http://www.usahotelguide.com http://www.hoteltravelnetwork.com http://www.11thhourvacations.com http://www.travelguys.net http://www.hoteldiscount.com http://www.travelscape.com http://www.hotel-accommodations.com

http://www.travelnow.com/usa/?cid=3462 http://www.hotelreservation.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.hotelbook.com http://www.travelhero.com http://www.hotelreservations.org http://www.quikbook.com
Figure 3-9

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