hotel rfp
Hotel Sales RFP’s Circa 2020: How to Be the Best, Not Just the First to Respond
Doug Kennedy | November 8, 2019
By Doug Kennedy When I speak with hotel sales leaders at my training workshops and conference presentations, and when I read interviews with them in hotel trade publications such as this one, it seems that most are buying-in to these three myths about hotel sales in the current era: The most important factor in closing more leads is to be the first to respond. The second key to success is having the coolest PDF or online brochure, with more pictures than everyone else. Planners who send digital inquiries do not want to talk or correspond; they only want to get the proposal they asked for. Let’s tackle these mistaken beliefs...
Improving The Hotel RFP Process
Monica Sanchez | June 19, 2017
By Monica Sanchez The GBTA Foundation released a new study in partnership with Best Western Hotels & Resorts today that explored the Hotel RFP process from the eyes of a travel manager. A large majority (87 percent) of the travel managers interviewed have some level of involvement with the Hotel RFP process, while 56 percent say they rely somewhat or a lot on a TMC to conduct the RFP process. Each year, most travel programs work closely with their hotel suppliers to negotiate rates and amenities, so they can find the best partners in this space. Typically, 12 percent of the properties are dropped and 13 percent are newly signed as p...
