04 Jul Business travel buyers are looking for new hotels for their 2018 programmes

Business travel is a lucrative market for hotels and a source of steady revenue, helping increase occupancy, ADR and average spend within the hotel.

The 2018 RFP season has just begun and corporations and Travel Management Companies (TMCs) have already started looking for hotels to negotiate with for their 2018 Hotel Programmes. Therefore, to be on top of the game, it is the time for hotels to prepare their rates for the coming year and take their relationship with these business travel buyers to the next level.

At GuestCentric, we have a team of experts who are here to support independent hotels like yours with sales and marketing activities, contract negotiations and ensure you make the most of the opportunities available within the business travel segment.

With strong relationships with the 25 major consortia, TMCs, travel agencies booking on behalf of Small & Medium Enterprises (SMEs) and 500+ corporations worldwide we are trusted partners to these business travel buyers, who have relied on the GW chain code for over 15 years as a source of high-quality properties with competitive offerings. This puts all hotels represented by GuestCentric in a strong position and with optimal visibility.

There are a few things that we recommend to all hotels to consider at this time of the year.

  1. Identify and highlight your property’s key unique selling points (USPs) for business travelers (i.e. complimentary airport transfer, complimentary bottle of water, flexible cancellation policy…).
  2. Consortia Programmes notably increase the visibility of your hotel as their preferred rates are displayed first when travel agencies associated to the consortia look to book. As well as increasing production, the Consortia Programmes also allow you to understand which companies are working in your area, enabling you to target future negotiated rates. Our team of consultants can help you find the best Consortia Programmes for your property and analyze the production coming from this segment to take the maximise in the future.
  3. Lanyon Transient RFP tool simplifies how you attract, manage and gain corporate travel business. Lanyon is the corporations’ preferred tool for RFP management, it saves all your property’s information allowing the hotel to quickly and easily fill in bids without completing the hundreds of fields one by one for each incoming RFP. At GuestCentric, we support our hotels on Lanyon to ensure the maximum number of RFPs per hotel lead to successful agreements.
  4. It is good practice to show comparison rates to the clients. This helps them to identify the discount level they are receiving and highlights the added value your hotel offers for each rate type.

 

Review our Lanyon, Corporate RFP & Consortia webinar here and get more tips and advice on how to increase your production from the business travel segment! 

If you want to learn more about what GuestCentric can do to improve your website performance, do chat to one of our specialists online or sign up for our Coffee with GuestCentric webinar.

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