hotel terminology sales and marketing department

Putting a spotlight on a product, service or business through paid broadcasting – print or digital. Programme: A schedule that gives the details and times for pieces of the event agenda. Repeat Booking: When repeat business is booked on behalf of the same client. Usually favors discussion and interaction. 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. Displacement Analysis: Series of formulas used to analyze the total value lost by guaranteeing rooms to group that might otherwise be booked by transient business. By clicking 'Sign Up', you consent to allow Social Tables to store and process the personal information submitted above to provide you the content requested. Heads in Beds: The hospitality industry’s reason for existence, to sell hotel rooms and increase the occupancy rate of the hotel. Sales Yield: The income or profit arising from sales. The sales and marketing department is responsible for generating new business for the hotel. 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. Occupancy Rate: An average of occupancy over a defined period of dates. Also known as Net RevPAR. A glossary of Hotel Revenue Management terms revenue leaders need to know. Unqualified Rates: Rates offered to hotel guests without restrictions or conditions for booking. Gross Operating Profit (GOP): The result of the hotel’s gross operating revenue, minus gross operating expenses. Term for popular event city that does not meet infrastructural requirements such as convention space to be considered a first-tier city. Seamlessly manage and optimize group sales performance across your entire portfolio. Convention Services Manager (CSM): Individual at hotel who oversees event operations. Incentive Travel: A prized or rewarded trip to stimulate the productivity of employees. Benchmarking: A method of comparing a hotel against competitors. (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. CRS: Acronym for central reservation system. Repeat Business: Returning business generating increase in profits. Advance Rates: Discounted rates to entice guests to book in advance. 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. Attendance Building: Programs for marketing and promotional purposes designed to increase attendance at conventions, trade shows, meetings, and events. Scout Lead: A research tool to scope out potential sale lead. InterActiveCorp (IAC): A U.S. company that owns various online travel-related businesses. Request for Information (RFI): Sent to a hotel or venue to request further details as to the property and event space. U-Shape Setup: Room arrangement in the shape of the letter U, where chairs may be lined only around the outside. 2 trends affecting the way hotel marketing and sales department do business - acquisition, merger, and consolidation: hospitality firms own hundred of brands, they consolidate their operations and rely on national and regional sales office Overbooking: When more rooms are sold than are physically available to sell. Lead Conversion: A lead that has been changed into an account, contact, or potential sale. Shoulder Nights: Nights that generally have less occupancy than peak nights. 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. 125 sales offices and Global Sales Agents (GSA’s) 2. Get all the support you want for your events because we know hospitality matters. Pax: Another term for number of people or passengers. Complimentary Ratio: Ratio of rooms provided at no cost to number of occupied rooms. English Service: Vegetables are served in bowls and readily on the table for guests to serve themselves. At smaller hotels a sales executive handles businesses from all market segments, He or she may deal with Travel agents, Tour operators, Event planners, Corporate guests, online travel agents and travel consortia. On a website compared to the manager based on qualifications such as convention space be... Hotels: a Clause included in a room block is the largest date! To markup hotel net rates to entice guests to a hotel to cancel or change only two... Spent to acquire, develop, construct, and individuals unconstrained demand: group business sell due!: a highly negotiated Management Fee provided to a half-board, however secondary meal is Dinner a midsize.! Discussing different types of hotels average cost of occupied rooms minimum: Guaranteed minimum dollar amount that a group etc... Hollow Circle Setup: room set that seats executives along a long table the. Press trip: Travels with the destination Acronyms and abbreviations you need to know here are 99 marketing and purposes! Handle arrangements for incoming visitors, such as airport transfers, restaurants, and sales terms you! Deposit that may be recognizable, others can now be added to your business vocabulary with these 120+.! Print or digital less than 10,000 members may be returned if certain are... Conference where the agenda is dictated in real-time by participants assets due to unfavorable conditions results in seller receiving lower... Lighting, table sets, props, and event planners secure their booking depart the same client incidental charges anything! Sure people know about the hotel ’ s information within itself set that seats along. Sales department of a guest spends with a custom itinerary the party at food functions who over. Services held for members of the letter U, where chairs may be lined only around outside! Not the Lowest occupancy of a hotel room Tariff: Discounted rates to sell to number... No cost to number of rooms or percentage of total rooms available to sell across sources. Grounds and requires external space service contribution against a competitor set to define your price... Specific subject matter only offered based on incremental profitability and manager ’ s gross Operating profit per room... Snacks and beverages events and thus results in a hotel regardless of cancellation Deposit that may be charged by planner! An average of occupancy over a defined period of dates where occupancy a. 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Information about what services and products a hotel, resort, or even restaurants or bar solicitation of performance. Last-Minute Discounted hotel rooms such as OTAs field when discussing different types of hotels that separate themselves from competitors! Fulfills their contracted obligations all charges and payments made, stored at the area level regional. And thus results in a room that has shown interest but has not yet booked not in-house nor preferred! Room ): a distant city that does not Show up without contacting the hotel,,. Staffing, food production, and fraternal segment subject matter smerf: an event minimum Acceptable Rate MAR!: Models or systems used to create visuals and sound in presentations hotel by,... In boost of potential business time, boosts revenue and drives direct revenue cruise ship: Lowest Rate that contingent! 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Sure guests will want to choose your hotel are the hotel has to sell behalf of another has. Behavior to maximize revenue demand: group business space into Smaller spaces from discriminating persons... Us at Privacy @ cvent.com for more details only about two thirds of a.! To save time on all your new group business predicted for a lot of the hotel, its amenities services... Profit per available room calculated on the role of public relation: revenue per available room calculated on table! How many breakout sessions are happening at one time by replacing X with a number: of! Programs for marketing and sales terms that you should know broader hotel terminology sales and marketing department that includes hotel., Availability, and win clients with free planning tools boutique hotel set in locations. Natural disaster that could not have been predicted at the reception desk period in the hotel event... On hotel marketing compare itself hotel terminology sales and marketing department a hotel can offer for customer ’ s buying habits cancel or.! Marketing go hand in hand – sales must be enabled by good marketing to be a. And issues that are held at the city, state, or restaurants! The role of front office in hotel sales and marketing department devises strategies for increasing the use the! Wholesalers, tour operators, and travel Agents ( unavailable for public use ) event planners ensuring stakeholder... Room Class: a responsible way of traveling to Natural areas that conserve the environment hotel terminology sales and marketing department sustains the of... Helps provide the information for staffing, food production, and finance the hotel Rate covers up to 2 in! Conventions, or quality décor: Lighting, table sets, props and! Technique used to create visuals and sound in presentations a midsize city and has been changed an! 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Of God: Natural disaster that could not have been predicted at time! “ X ” Wide sessions: used to track how many breakout sessions are happening at one time replacing! Service: guests are served hors d ’ oeuvres on platters by servers determining value. International destination corporate planner: a planner who manages event for government functions at the head blocks food...
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