Gail Piehl from CTD Conference Hospitality Analytics hosted a roundtable discussion about opportunities to improve hotel and car bookings and attachment rates. The discussion involved exploring tailored data packs on bookings, passive bookings, attachment benchmarks, and reasons for passive bookings. The goal was a joint exploration of the data and sharing best practices to increase revenue and attachment through strategies such as increasing negotiated corporate rates, converting passive to active bookings, and using software to improve group bookings and attachment.

1. Gail Piehl, Corporate Hospitality

2. CTD Conference Hospitality Analytics
Objective of Today’s Conversation:
A partnered and roundtable discussion of opportunities and challenges to our mutual attachment and revenue goals.
Intro to Tailored Data Pack Hand-Outs
Take 10 – Review your Data
Joint Exploration of DataJoint Exploration of Data

3. Tailored Data Pack Hand-Outs
The BDM relationship and our BI Intelligence insights are at theThe BDM relationship and our BI Intelligence insights are at theThe BDM relationship and our BI Intelligence insights are at theThe BDM relationship and our BI Intelligence insights are at the
heart of our Hospitality Strategy.heart of our Hospitality Strategy.heart of our Hospitality Strategy.heart of our Hospitality Strategy.
Tailored Data Packs | Outline:Tailored Data Packs | Outline:Tailored Data Packs | Outline:Tailored Data Packs | Outline:
1. Hotel/Car Bookings (last 12 months)
2. Passive Hotel/Car Bookings (last 12 months)
3. Passive Reason Codes
4. Attachment Rates
5. PNR Breakouts
6. Attachment % of Opportunity PNRs with Hotel
7. Your BDM, Your Opportunity

4. Hotel Bookings (last 12 months)Hotel Bookings (last 12 months)Hotel Bookings (last 12 months)Hotel Bookings (last 12 months)
CTD Accounts | Americas | Last 12 Months
Range in the Room:Range in the Room:Range in the Room:Range in the Room:
ADR: $105 – $228 (avg 130)
REVENUE: -9% – +13 (avg 15%)
To Explore:To Explore:To Explore:To Explore:
• Best Practices, recent movements or wins?
• Role of consortia
• Corporate booking tool impact, helping or hurting?
• What is driving your provider mix? Preferred relationships?
• Rogue booker, weak travel policy and TMC negotiating power

5. Car Bookings (last 12 months)Car Bookings (last 12 months)Car Bookings (last 12 months)Car Bookings (last 12 months)
CTD Accounts | Americas | Last 12 Months
Range in the Room:Range in the Room:Range in the Room:Range in the Room:
ADR: $53 – 79 (avg $56)
REVENUE: 2% –24% (FLAT)
To Explore:To Explore:To Explore:To Explore:
• Attachment best practices for Car
• Uber effect, increasing role of Car with Driver
• What’s driving your provider mix?
• Car loyalty and expectation for book direct campaigns like Hotel

6. Hotel Passive % Benchmarks vs Peers
Hotel Passive % Trend | CTD Accounts | Americas | Last 12 Months
Range in the Room:Range in the Room:Range in the Room:Range in the Room:
Passives: 2% - 43% (avg 12.9%)
To Explore:To Explore:To Explore:To Explore:
• Any shareable recent wins in converting passives to actives?
• Conferma Hotel Billback Opportunity
• Hotelzon Extranet
• Sharing Economy, impact of Airbnb, Affiliate Programs

7. Passive Reason Codes
CTD Accounts | Americas | Last 12 Months
Top 3 Reasons in the Room:Top 3 Reasons in the Room:Top 3 Reasons in the Room:Top 3 Reasons in the Room:
• Group
• Neg/Corp Rate Not Offered
• Not listed
To Explore:To Explore:To Explore:To Explore:
• Shareable best practices in the group
• No Reason Given, have declined, would like less
• Using our rate audit services?
• Tools for Group Bookings, awareness of Groupize/Hotel
Planner
Work with reason codes to identify and help resolve root causes
• Ensuring negotiated rates are loaded through rate audits
• Add hotels through our extranet capabilities
• Work with hotels to make sure rates are loaded and available
• Explore new partnership opportunities, like Groupize
MK Reason Passives % YOY
Group Booking 2,462 30.0%
Neg/Corp Rate Not Offered 1,960 70.7%
Property Not Listed 1,742 -19.9%
No Reason Given 906 -48.7%
Customer Rate 580 42.9%
Rate Not Offered 333 62.4%
Property Sold Out 317 -7.6%
Internet Only Rate 95 295.8%

8. TRUE Attachment Rates Benchmarks vs Peers
CTD Accounts | Americas | Last 12 Months
Range in the Room:Range in the Room:Range in the Room:Range in the Room:
Attachment Increase:-6%-+26%
To Explore:To Explore:To Explore:To Explore:
• TRUE Attachment Definition vs. Standard Attachment
• Sharing best practices to achieve attachment
• Hotel brand loyalty and book direct campaign impact
• Role of 3rd party software services to drive attachment
Overall attachment rate for your peers
has risen 2.42% representing more than
2K additional hotel bookings per year

9. WORKSHOPS:
Drive-Me- Ground transportation at your fingertips
Hotel Planner/Groupize- Small meetings and events made easy
Payments- Turning time-consuming transactions to a drop down menu