Negotiated Corporate Rates: How to Sell to Companies Without Leaving Money on the Table
A well-crafted corporate agreement provides predictability for the hotel. A poorly designed one does the opposite: it forces the hotel to sell at its lowest rate precisely on nights when it could charge the most. Most of the time, the issue is not the rate itself, but the terms attached to it. Last Room Availability: […]
RFP Season
Every year-end, the RFP (Request for Proposal) season begins: companies launch bids to select the hotels where their employees will stay the following year. And every year, I see the same pattern across many independent hotels: responding to everything, offering discounts to everyone, and celebrating the number of closed accounts. The question I would ask […]