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December 9, 2014

Americas: Room Rate Holy Grail For Hoteliers and Meeting Planners

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In a MeetingsNet webinar last week called “Room Blocks and Red Flags: How Hoteliers Think,” several hundred meeting professionals spent a productive hour getting inside the heads of hoteliers, who offered insights—and tactics—for planners negotiating with hotel sales for their events.

Since room rate is the holy grail when it comes to a hotelier evaluating meeting business, according to a recent MeetingsNet survey of hoteliers (and clearly, for planners as well), “give a rate range,” advised panelist Kevin Boland, director of sales, San Diego metro market, Starwood Hotels and Resorts Worldwide. He said most meeting hotels use the STAR report, a monthly report released by STR (Smith Travel Research) that shows a hotel’s performance in comparison with its local “competitive set” of properties.

“Salespeople are given revenue parameters each week,” based on those reports, added Julie Mullins Scuras, key account director, America sales, InterContinental Hotel Group, Chicago. 

Read more at MeetingsNet.com...

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