2019 RFP Season


Best Tips to make the most of Business Travelers and your Corporate Accounts


Tip #1 — Don’t miss the 2019 RFP season!

 

THE RFP (REQUEST FOR PROPOSAL) SEASON IS THE TIME OF YEAR WHEN CORPORATIONS LOOK FOR HOTELS TO NEGOTIATE RATES WITH FOR THEIR BUSINESS TRAVEL NEEDS. NEGOTIATING WITH A COMPANY/CORPORATION IS HIGHLY BENEFICIAL FOR YOUR HOTEL AS THESE PARTNERSHIPS GENERATE:

— LOYALTY — RETURNING GUESTS;

— HIGHER ADR

— INCREASED REVENUE — BUSINESS TRAVELLERS TEND TO SPEND MORE AT THE HOTEL;

— HIGHER OCCUPANCY IN LOW SEASON PERIODS.


Tip #2 — Target the Right Companies

 

— VISIT COMPANIES LOCATED WITHIN A 10 KM RADIUS OF YOUR PROPERTY. THEY RECEIVE VISITS FROM BUSINESS TRAVELLERS WHO NEED A HOTEL TO STAY DURING THEIR BUSINESS TRIP SO MAKE SURE THEY KNOW ALL ABOUT YOUR HOTEL.

— FIND OUT WHERE YOUR GUESTS ARE COMING FROM. IF MANY OF THEM ARE COMING FROM THE SAME COMPANY, THAT COMPANY IS VERY LIKELY TO BE INTERESTED IN NEGOTIATING AN AGREEMENT WITH YOU.


Tip #3 —  BE EASY TO FIND

 

— CREATE A CORPORATE RATE ON THE GDS: TRAVEL AGENCIES WILL BE LOOKING FOR THIS SPECIFIC RATE CODE.

— MAKE SURE YOUR PROPERTY IS LISTED ON THE MAIN RFP TOOLS (LANYON, SABRE AND RATEFINDING). IT DOESN’T REALLY MATTER IF THE HOTEL HAS A LICENSE ON THOSE PLATFORMS, COMPANIES CAN FIND YOU REGARDLESS AND INVITE YOU TO PARTICIPATE IN THEIR PROGRAMS.


Tip #4 —  SPREAD THE WORD

 

ONCE YOU HAVE REACHED AN AGREEMENT, REQUEST RATE LOADING INSTRUCTIONS FROM THE COMPANY SO THAT YOU CAN LOAD THE RATE ON THE GDS. EVEN WITH LOCAL AGREEMENTS WHERE BOOKINGS ARE USUALLY MADE DIRECTLY WITH THE HOTEL, IF THE COMPANY IS A MULTINATIONAL CORPORATION AND THE NEGOTIATED RATE IS ON THE GDS, THOSE LOCAL AGREEMENTS WILL GAIN GLOBAL EXPOSURE AND REACH EVERYONE TRAVELLING TO YOUR DESTINATION FROM THAT COMPANY. 


Tip #5 —  BE ACCOMMODATING

 

NOW THAT YOU HAVE YOUR NEW CORPORATE CLIENTS, MAKE SURE YOUR OFFER COVERS THE MAIN NEEDS OF BUSINESS TRAVELLERS. WE KNOW THAT SOME OF THE AMENITIES AND BENEFITS THAT BUSINESS TRAVELLERS VALUE THE MOST INCLUDE:

— FLEXIBLE CANCELLATION POLICIES;

— EARLY CHECK IN OR LATE CHECK-OUT;

— BREAKFAST (INCLUDED);

— HIGH SPEED INTERNET;

— ACCESS TO GYM/BUSINESS CENTRE;

— WELCOME AMENITY IN ROOM UPON ARRIVAL.


BONUS TIP: Cherish your GDS strategy

NEVER FORGET — THE GDS WILL BRING YOU MORE production from public rates, meaning more corporate transient business WHICH WILL ALLOW YOU TO TARGET MORE CORPORATIONS, KEEP INCREASING your PARTNERSHIP NUMBERs and ultimately BRING YOU INCREASED SUSTAINABLE REVENUE.