Summary Slide

Room Sales Differentiation DiagramGroup vs. Transient Transient Reservation Avenues DiagramReservation Avenues Market Segmentation DiagramMarket Segments Internet Exercise
Figure 3-1

Room Sales Differentiation

Group Rooms Transient Rooms What is the relationship between group and transient rooms? What is a booking cycle?

Figure 3-2

Group vs. Transient

Number of Hotel Sleeping Rooms
500

Transient Rooms
400 300 200

Group Rooms
100

Th

Sa

Su

Days of the Week

This illustration shows how a hotel might incorporate both group and transient rooms in order to sell every room. Figure 3-3

Transient Reservation Avenues

Global Distribution System (GDS) Central Reservation System (CRS) Direct Contact
Travel Agent or Mgmt. Co. Guest

How has the Internet affected reservation avenues?

Figure 3-4

Transient Reservation Avenues

Transient Guest
Via Phone or Fax

GDS

Hotel
Figure 3-5

Via Internet

Travel Mgmt. Co. or Travel Agent

CRS

Market Segmentation
Group Market Segments
Corporate Association Other

Transient Market Segments

Business Pleasure

What factors affect the hotel choices of the transient guest?

Figure 3-6

Market Segments

Corporate Business

Association

Hotel Guest Room Demand

Pleasure

Other

Figure 3-7

Rate Comparison Internet Exercise

As we know, there are many reservation avenues to a hotel. The Internet is becoming a widely used avenue. Using the sites listed on the next slide, check the availability of any hotel for a specific date and answer the following: Do all travel sites offer the same rates for the hotel? Why would these rates differ? Do incentives/special offers come into play?
Figure 3-8

World Wide Web Travel Sites

http://www.travelocity.com http://www.expedia.com http://www.priceline.com http://www.travelweb.com http://www.sundaynews.com http://www.usahotelguide.com http://www.hoteltravelnetwork.com http://www.11thhourvacations.com http://www.travelguys.net http://www.hoteldiscount.com http://www.travelscape.com http://www.hotel-accommodations.com

http://www.travelnow.com/usa/?cid=3462 http://www.hotelreservation.com

http://www.funtastiktravel.com/AmericaHotels.html http://dir.travelzoo.com/Lodging.asp?intCategory=21 http://www.skyauction.com http://www.lodging.com http://www.traveleader.com http://www.hotelbook.com http://www.travelhero.com http://www.hotelreservations.org http://www.quikbook.com

Figure 3-9