Negotiated Account Review

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It is mid-year and time to review the Corporate Negotiated Account strategy per account in multidimensional ways to understand their consumption behavior and the hotel’s sales force efficiency in preparation for the following year’s Negotiated segment strategy.

The pricing and availability strategies need to be revised to increase Negotiated Rate Efficiency (NRE) for the entire segment and diminish, if not thwart, the amount of displaced revenue based on the intelligence provided by the Negotiated Accounts Performance report in HotelIQ. Furthermore, a new sales strategy needs to be adopted to increase Negotiated Production Density (NPD) in order to increase the efficiency of the sales staff while increasing revenues by redirecting the bottom 20% producers to Best Available Rate.

Elvin MagoNegotiated Account Review