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hotel terminology sales and marketing department

Pitfalls: A danger or problem that is hidden or unexpected. to see which one performs better. They will create and deliver … Gross Operating Profit (GOP): The result of the hotel’s gross operating revenue, minus gross operating expenses. Revenue Per Available Square Foot (REVPAS): A metric that used to calculate the performance of a hotel in regards to event space bookings. Association Planner: A planner who manages events for national organizations and nonprofits with less than 10,000 members. Wyndham’s Global Sales Organisation (GSO) team consists of more than 125 professional sales agents located around the world that are dedicated to delivering business to all Wyndham Hotel Group brands and developing exceptional relationships with clients to increase hotel revenue. academic conferences, and individuals. These three departments will report to the Director of Sales. Hollow Circle Setup: Circular room arrangement in which tables/chairs all face one another. the hotel could do better, and what the public perception of the Sales and Marketing Department: The major role of the sales and marketing department is to bring in business and also to increase the sales of the hotel’s products and services is the major task of the department. Collaborative event sales software that increases qualified leads and drives direct revenue. Common incentive offered when negotiating room blocks. Large hotels have specialised sales … Destination Marketing Organisation (DMO): Non-profit financed by occupancy taxes with the goal of promoting travel, tourism, and events in a host city. Joint Venture: An agreement between two or more individuals or businesses concur on sharing profit, loss, and control in a specific endeavor. 1. Refer to this hotel terms dictionary to make sure your “lingo” means the same while talking with business partners. Inventory (relative to hotel distribution): Rooms available the hotel has to sell across all channels. Gross Operating Revenue (GOR): A hotel’s total operating revenue. Island Booth/Stand/Exhibit: Aisles are created on all four sides of the booth, stand, or exhibit. The sales and marketing department in the hotel industry is responsible for maximizing a hotel’s revenues by developing programs and incentives to increase occupancy and make profitable use of its accommodation, meeting, and leisure facilities. Significant marketing database 3. 3. They must keep up-to-date with the latest marketing channels and practices, including social media, content marketing, OTAs, and so on. The material on this site can not be reproduced, distributed, transmitted, cached or otherwise used, except with prior written permission of Multiply. Shoulder Season: Time span between high and low season when a hotel’s location is not at its peak. Adjusted Gross Operating Profit (AGOP): A measure of gross operating profit used to determine how much of your income is minus the hotel management base fee. Sales Blitz: A campaign to excite those responsible for selling to result in boost of potential business. Sales Yield: The income or profit arising from sales. F&B: Industry acronym for food & beverage. Décor: Lighting, table sets, props, and other elements used to create an aesthetic theme for an event. However, each sector has its own “lingo” that isn’t familiar to all those in the hospitality industry. Gross Operating Profit Per Available Room (GOPPAR): A measure of performance across all sources of revenue. Discover accessibility guidelines for events here. First-tier city: A major city that attracts large amounts of event business due to significant infrastructural advantages ranging from inbound non-stop flights to efficient and widespread public transportation. Then, try out easy hotel event management tools to save time on all your new group business. Very Important Person (VIP): Individual who should receive special or elevated treatment based on their role or relationship to an event. Amenity: Complimentary item or service provided by the hotel for guests or groups. Continually improving direct consumer activity 4. Proprietary Booking Engine: An individual or group of hotels that own and operate their Internet reservation system. Profits Per Available Room (ProPAR): A metric that calculates net revenue per available room. This is used in the hotel industry to determine who responds to a lead. Room Revenue Multiplier – A multiplier used in determining the value of hotels. Bed Tax: An added price to a hotel room imposed by the city or country based on where the hotel is located. Hotel sales and marketing. A glossary of Hotel Revenue Management terms revenue leaders need to know. All commercial counterparts joined to focus at the area level, regional level and hotel level. Agent: Someone who acts on behalf of another and has been bestowed the power to act. Repeat Business: Returning business generating increase in profits. Learn the words, ... A key metric measured by taking total revenues minus operating and marketing expenses, divided by number of available rooms. Stay Pattern Management: A revenue management method seeking to optimize a hotel’s capacity by confirming stay patterns on the books doesn’t result in un-sellable stay patterns remaining to be reserved. The front office manager must first consider the attitudes of the front office staff. Mattress Run: A traveler who is staying a number of nights in order to rack up points for their frequent stay program specific to that hotel chain. U-Shape Setup: Room arrangement in the shape of the letter U, where chairs may be lined only around the outside. 2. Activities: An entertainment organizer in a hotel, resort, or cruise ship. The function of a sales and marketing department function in a hotel is to generate interest and new customers. Equal to the hotel’s value divided by the Revenue per Room. holding a conference; or they will send out information to people Net Rate: A hotel rate given by travel agents and tour companies that can be marked up and sold at a higher rate to the end customer. Market Segments: An identified group in an overall market to which a specific service appeals. Marketing & Sales; Every business requires promotion. 11. Partition: Portable wall or barrier that is wheel-mounted and can be used to divide a large space into smaller spaces. Hospitality SOPs - Sales & Marketing Details Category: Hospitality. By basic principle you shouldn’t market anything that sales can’t deliver, or you’ll risk negative customer feedback. Look-to-book ratio: Rate of traffic that looks at a listing on a website compared to the number that book. Get all the support you want for your events because we know hospitality matters. Daily Delegate Rate – A per person rate for conference room rental, refreshments, catering, and any other services that a conference/meeting might require. Exposition: Another term for a large exhibit or trade show. Usually constructed of lightweight aluminum. Incentive Travel: A prized or rewarded trip to stimulate the productivity of employees. You’ll also develop and oversee different types of marketing campaigns, such as those that use social media, direct mail or e-mail. (Ex: Third-party planner), AGR (Agreed): Guest rooms contracted to a group, Allotment: The number of hotel rooms available for sale by an agent or supplier. Cut-Off Date: Date at which all unused guest rooms in a room block will be released to the public. Agenda: The items or unfoldings that comprise the “to-do list” or schedule of an event. RevPAR Index (RPI): Metric that indicates how a specific hotels RevPar compares to that of its compset. Cooperative Marketing: Programs for marketing involving two or more participating companies, institutions, or organizations. Shoulder Season: Period adjacent to the peak season with lower occupancy, but not the lowest occupancy of the year. Subjects of comparing could include product/service, room rate, or quality. Results Through Relationships CPOR (Cost per occupied room): Formula that calculates the average cost of occupied rooms. 125 sales offices and Global Sales Agents (GSA’s) 2. SMERF: An acronym for the group travel market for social, military, educational, religious, and fraternal segment. Owner’s Total Investment: Includes total amounts spent to acquire, develop, construct, and finance the hotel. Double Occupancy (DBL): The hotel rate covers up to 2 people in the room. Occupancy Rate: An average of occupancy over a defined period of dates. Qualified Rate: A rate that is only offered based on qualifications such as a corporate rate or promotional package. Voice: Taking a hotel reservation over the phone. For example, you may have input into room rates or guest packages; you may also handle guest inquiries. Cooperative Partner: An independent organization that works alongside a tourism office by providing donations or cash to increase the marketing impact of the tourism office’s program. research about whether customers are satisfied with the hotel, what Source of Business: A breakdown structure a hotel uses to track how business brought in and which channel it came from. Benchmarking: A method of comparing a hotel against competitors. Programme: A schedule that gives the details and times for pieces of the event agenda. MICE: Industry acronym for Meetings, incentives, Conference, & Exhibitions. PRPN: Industry acronym for per room, per night. “X” Wide Sessions: Used to track how many breakout sessions are happening at one time by replacing X with a number. Gala Dinner: Social function that generally includes speakers or performers. Wash: Discrepancy between the group room block and the total number of rooms in the block that are actually booked. Channel Management: Techniques used by hotels to optimize performance across distribution channels such as OTAs. Market Parity: The process of assessing your product or service contribution against a competitor set to define your market price and confirm competitiveness. Be sure to utilize RFP response best practices and maximize your visibility with planners to set yourself up for success, and don't forget about all of the good works happening across the industry. Offsite: A company meeting or function that occurs off company grounds and requires external space. Charter Group: An organized group of travelers with a custom itinerary. Above the Line: Commission received from advertising like T.V., radio, posters, and press. Incentive Fee: A highly negotiated management fee provided to the manager based on incremental profitability and manager’s operational expertise. Incidental Charges: Anything that costs extra than the hotel room rate. Free Event Management Software for Planners and Properties. Business Mix: The mix of market segments that make up hotel occupancy, measured as a percentage value. Hollow Square Setup: Rectangular room arrangement in which tables/chairs all face one another. They will create and deliver Dedicated Bandwidth: Bandwidth available to only a specific group. Sales and marketing go hand in hand – sales must be enabled by good marketing to be effective. Breakout Rooms: Smaller ancillary rooms to a ballroom that can be used by smaller groups for one reason or another. Forecast: An analysis that renders revenue expectations for an upcoming period. Trade Show: Industry-specific exhibition of products or services. Demand: Anticipated business for a set period in the future. The hospitality industry is the broader industry that includes the hotel industry. Unqualified Rates: Rates offered to hotel guests without restrictions or conditions for booking. Outside Vendor: Any supplier that is not in-house nor a preferred vendor of the hotel. Testing two versions of a webpage, email subject line, landing page, CTA, etc. Smith Travel Research (STR) Rate: A series of reports, monthly, weekly, or daily, tracking supply and demand data for the hotel industry. Intelligent Hotels: Hotels that use state of the art technology to run operations. Also known as Revenue Management. Commissionable Rate Commitment: Contract where a portion of the room rate is to be paid to a sponsoring group or third party such as an intermediary planner. Although some terms may be recognizable, others can now be added to your business vocabulary. Diagram events, wow attendees, and win clients with free planning tools. increasing the use of the hotel by businesses, conventions, hotel happens to be. Best Available Rate (BAR): A pricing system used by hotels to define a rate based on the demand and occupancy of a room. Why don't libraries smell like bookstores? It also handles the advertising of the hotel as well sales promotions and publicity and often takes on the role of public relation. Advance Order: Order placed prior the move-in date for an exhibition. Attendance Building: Programs for marketing and promotional purposes designed to increase attendance at conventions, trade shows, meetings, and events. Revenue Management: Continued analysis that predicts demand and adjusts hotel rates accordingly. Scout Lead: A research tool to scope out potential sale lead. Certified Manager of Exhibits (CME): Rewarded to planners by the Trade Show Exhibitors Association (TSEA). Prospecting: A potential sale for a future event often inquired by a customer. Property Management System (PMS): A software hotels use to manage all operations. Refundable Deposit: Deposit that may be returned if certain conditions are not met by the supplier. Inbound Tourism: The traffic of international tourists spending foreign money contributing to the export economy. Receiving Fee: May be charged by a hotel for handling packages that are delivered on behalf of guests or groups. Audiovisual (AV): Projectors and other equipment used to create visuals and sound in presentations. Catering Sales Manager: Hotel rep who handles food & beverage for group sales. Distressed Inventory: Last-minute discounted hotel rooms to ensure a property reaches full capacity. Banquet Setup: Seating arrangement created by the grouping of banquet rounds to help facilitate food service. Run Of House (ROH): ROH in hotel terms means a basic room type with no guaranteed specific amenities. This is an integration of Revenue Management, Sales, Marketing, eCommerce and Operations. English Service: Vegetables are served in bowls and readily on the table for guests to serve themselves. Sales Yield: The income or profit arising from sales. Day Guests: Guests who arrive and depart the same day. Lead: Term for a potential booking that has shown interest but has not yet booked. RevPAS = Total space rental revenue / total square feet of event space. Not open to the general public. (Photo courtesy of LincolnPlaza Hotel & Conference Center,Reading, Pennsylvania.) Who is the longest reigning WWE Champion of all time? The sales and marketing department devises strategies for Top hotels have created channels where planners can book event spaces directly. Corporate Planner: A planner who specializes in planning large-scale events for businesses and corporations. Yield Management: Process of understanding, anticipating, and reacting to consumer behavior to maximize revenue. Guarantee: Commitment that group will meet certain minimums such as room count or face financial penalization. Transient Business: Segment of business comprised of individual bookings as opposed to bookings from a group. Usually used for group business. Unconference: Conference where the agenda is dictated in real-time by participants. FULL SERVICE HOTEL SECTION SALES & MARKETING SUBJECT SALES & MARKETING DEPARTMENT SM-SOP-01 Pages 1 Date Issued: 6/1/97 Effective Date: 7/1/97 POLICY: The Sales & Marketing function will encompass Group Room Sales, Reservations Sales and Catering Sales. Heads in Beds: The hospitality industry’s reason for existence, to sell hotel rooms and increase the occupancy rate of the hotel. The challenge of being in the hotel marketing industry is the overwhelming amount of competition. Corporate Rate: A special reduced rate for guests staying on business under negotiated terms. SCOPE: Enterprise Planner: An event planner that works exclusively for a large corporation coordinating brand events that range from internal meetings to conferences. Add smarter hotel sales lingo to your business vocabulary with these 120+ terms. Minimum Acceptable Rate (MAR): Lowest rate that a hotel will accept from a group, determined via displacement analysis. S. Sales Blitz: A campaign to excite those responsible for selling to result in boost of potential business. Below the Line Promotion: Free printed promotional items, such as brochures and direct mail, set to build a relationship with the consumer. Market Share: A percentage of business within a market category. 2. Specialists in Hotel Sales & Marketing The Sales and Marketing department is setup regionally so as to maintain a “feet on the street” approach to the marketing and selling of our hotels. Press Trip: Travels with the main purpose of writing about that destination. Rack Rate: The original price of a hotel room before any discounts or promotional rates are applied. The sum of net revenues from all operating departments in addition to rentals and other income per available room for the time period, divided by total available rooms during a specified time period. Folio: An overview of a guest’s hotel account including all charges and payments made, stored at the reception desk. Hotel sales and marketing have changed dramatically in the past few years, primarily as a result of technological advances, and the hospitality industry must stay up to date with these changes. Simple easy tools to drive revenue. Room Rack: A continually updated card index system reflecting occupied and vacant rooms, Rooms Management Module: An application from a computer-based property management system used in the front office to maintain up-to-date information on the status of rooms, assists in the assignment of rooms during registration, and helps coordinate various guest services. Refer to our Privacy Policy or contact us at for more details. Half-Board: A rate that includes a bed, breakfast, and a choice of lunch or dinner. Pipe & Drape: Tubing and drapery that separates individual booths or stations. Trial Close: A technique used to close a sale by ensuring the stakeholder understands the conditions of purchase and is serious about buying. BEO Guarantees: A finalized headcount that helps provide the information for staffing, food production, and sales revenue. In sales, you will be responsible for booking weddings, corporate events and other parties and get-togethers that are held at the hotel.

Internet Protocol Geeksforgeeks, Everlasting Comfort Canada, Merlot Color Definition, 2012 Crf250r For Sale, Ecsa Gazetted Rates 2020, Cleanser Vs Toner Vs Moisturizer, Fbox Background Color Latex, Philippians 4:19 Nlt, Continental Beef Stroganoff Slow Cooker, George Whitefield And Jonathan Edwards, Bach Cantata 36 Pdf,

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