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Hotel Contracting & Market Management by Gaurav Khanna
Hotel Contracting & Market Management by Gaurav Khanna
Hotel Contracting & Market Management by Gaurav Khanna
Hotel Contracting & Market Management by Gaurav Khanna
Hotel Contracting & Market Management by Gaurav Khanna
Hotel Contracting & Market Management by Gaurav Khanna
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Hotel Contracting & Market Management by Gaurav Khanna

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Hotel Contracting, How to do Hotel Contracting, with Tips & Tricks, Things to Keep in Mind, Market Manager Basics, Hotel Contracts

Hotel Contracting, How to do Hotel Contracting, with Tips & Tricks, Things to Keep in Mind, Market Manager Basics, Hotel Contracts

Published in: Travel, Business
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  • 1. Satguru Travel Group Introduction to Contracting
  • 2. Identifying Hotels / Key Hotels • Online Travel Portals – Expedia, Orbitz etc • Hotel listings on local yellow pages • Hotel rating websites – Tripadvisor, Holidaycheck etc. • Web search with appropriate keywords • Referrals from local hoteliers & colleague recommendations. ------------------------------------------------------------------- Key Hotels : Hotel that support us or are willing to support us
  • 3. Approaching Hotels • Finding contact person – Professional Networking website - Linkedin, Plaxo, calling hotel, Usually sales & marketing manager, owner etc. • Email, Call, Visit – Dependent on the market • Establishing a repo with the representative • Advising the concerned person on our network, What we are looking for and why we command the same. • Follow up on the contract issuance request on regular basis. • A good negotiation end when we both the party involved are happy. Offer what the hotel is looking for but provide the same to them on your own term.
  • 4. Contract Negotiation / Renegotiation • Advise global advantage • Provide advantage to chain / excellent hotels with preferential positioning • Use leverage of office locations & global tie ups. • Do not commit on room nights • Use market conditions to your advantage. Sudan – No Credit Card, Kenya – Low occupancy rate, South Sudan – Low Internet Visibility. • Partner & offer hotel to tie up on various marketing & promotional activities. • In case we already have a contract from the hotel, Review the room nights generated and potential of renegotiation.
  • 5. Contract Negotiation / Renegotiation • Price comparison with equivalent hotel & direct competitor of the hotel • Always revisit the hotel for renegotiation in case of lean season, environmental factors, any unrest, etc. • Check if any connections from previous interactions can be established, Hotel is a small industry people who change jobs and you enjoy good relation can be used in future. • Be ready and open to walk away in case the hotel / contract is not suitable or competitive. • Revisit the hotel depending on the requirement, i.e. conference, number of rooms required.
  • 6. Contract Negotiation / Renegotiation • Concentrate specially on MICE segment.

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