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hotel terminology sales and marketing department

Below the Line Promotion: Free printed promotional items, such as brochures and direct mail, set to build a relationship with the consumer. Studying the basics of the hotel sales and marketing department is simple using our entertaining lessons. Banquet Setup: Seating arrangement created by the grouping of banquet rounds to help facilitate food service. It also handles the advertising of the hotel as well sales promotions and publicity and often takes on the role of public relation. KPI (Key Performance Indicator): Metric widely used as a measurement of business performance. should choose this hotel when visiting the area. What is sales and marketing department in hotel? Wholesaler: A third-party organization that sells hotel rooms such as sites, distribution channels, extranets, or merchants. Third Party Planner: An experienced intermediary who may coordinate site selection or end-to-end event management for a planner. Sales & Marketing Departement merupakan department yang bertanggung jawab atas penjualan dan pemasaran seluruh produk hotel. Discover accessibility guidelines for events here. Refundable Deposit: Deposit that may be returned if certain conditions are not met by the supplier. Boutique Hotels: Smaller luxury hotels that separate themselves from large competitors by their service and product offering. This is used in the hotel industry to determine who responds to a lead. Usually favors discussion and interaction. Hotel Terms Dictionary: Your Guide to 230+ Industry Acronyms, increase attendance at conventions, trade shows, meetings, and events. Owner’s Total Investment: Includes total amounts spent to acquire, develop, construct, and finance the hotel. Request for Information (RFI): Sent to a hotel or venue to request further details as to the property and event space. Distressed Sale: A desperate need to sell assets due to unfavorable conditions results in seller receiving a lower price. Offsite: A company meeting or function that occurs off company grounds and requires external space. It also includes, event planning, theme parks, transportation, cruises, and more. Island Booth/Stand/Exhibit: Aisles are created on all four sides of the booth, stand, or exhibit. They will create and deliver holding a conference; or they will send out information to people Merchant Rate: A business model used by OTAs to markup hotel net rates to sell to the public. 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. Destination Marketing Organisation (DMO): Non-profit financed by occupancy taxes with the goal of promoting travel, tourism, and events in a host city. 2. Convention Services Manager (CSM): Individual at hotel who oversees event operations. Hospitality SOPs - Sales & Marketing Details Category: Hospitality. (e.g. Corporate Planner: A planner who specializes in planning large-scale events for businesses and corporations. Two-pack Hotels: A conjoined property of two hotels that share resources, such as back-of-house operations, but operate separately. Extranet: Back-end of a hotel sales website allowing hotels to log in and enter all their rates, availability, and restrictions. Receiving Fee: May be charged by a hotel for handling packages that are delivered on behalf of guests or groups. Butler Service: Guests are served hors d’oeuvres on platters by servers. Collaborative event sales software that increases qualified leads and drives direct revenue. Second Tier City: More appropriately referred to as a midsize city. Best Available Rate (BAR): A pricing system used by hotels to define a rate based on the demand and occupancy of a room. SCOPE: Prospecting: A potential sale for a future event often inquired by a customer. Usually constructed of lightweight aluminum. 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. Ecotourism: A responsible way of traveling to natural areas that conserve the environment and sustains the well-being of local people. Cooperative Marketing: Programs for marketing involving two or more participating companies, institutions, or organizations. Boardroom Setup: Room set that seats executives along a long table with the chief executive at the head. What is sales and marketing department in hotel. Group Rate: Rate secured for all rooms in a room block for an event. MICE: Industry acronym for Meetings, incentives, Conference, & Exhibitions. Proprietary Booking Engine: An individual or group of hotels that own and operate their Internet reservation system. Used as a KPI to monitor operating costs. Refer to our Privacy Policy or contact us at privacy@cvent.com for more details. Folio: An overview of a guest’s hotel account including all charges and payments made, stored at the reception desk. Blocked: Hotel rooms reserved without a deposit. Large hotels have specialised sales … This could be the sales of rooms, functions, conventions, or even restaurants or bar. Quick Set: A setup template that reduces turnover times and work between events and thus results in a price break for the group. Especially with the growth in popularity of websites like Airbnb and Home Away, it’s become even more challenging to stand out against the competition to gather more bookings. 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. Voice: Taking a hotel reservation over the phone. JD Power: A company that conducts guest satisfaction surveys. Hotel sales and marketing. Forecasting Model: Models or systems used to predict KPIs. Crescent-Round Setup: Seats occupy only about two thirds of  a table so that no attendees have backs to the speaker. Forecast: An analysis that renders revenue expectations for an upcoming period. 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. Minimum Acceptable Rate (MAR): Lowest rate that a hotel will accept from a group, determined via displacement analysis. Pitfalls: A danger or problem that is hidden or unexpected. Room Nights: Rooms blocked or occupied multiplied by the number of nights the rooms are reserved. Revenue Per Available Square Foot (REVPAS): A metric that used to calculate the performance of a hotel in regards to event space bookings. Putting a spotlight on a product, service or business through paid broadcasting – print or digital. They must keep up-to-date with the latest marketing channels and practices, including social media, content marketing, OTAs, and so on. Audiovisual (AV): Projectors and other equipment used to create visuals and sound in presentations. Advertising. Advance Order: Order placed prior the move-in date for an exhibition. Double Occupancy (DBL): The hotel rate covers up to 2 people in the room. The marketing team is responsible for converting prospects into paying guests and spreading the brand message. 2. 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. Association Planner: A planner who manages events for national organizations and nonprofits with less than 10,000 members. The responsibilities of each group are closely linked. Dedicated Bandwidth: Bandwidth available to only a specific group. Heads in Beds: The hospitality industry’s reason for existence, to sell hotel rooms and increase the occupancy rate of the hotel. Banquet: Dinner for numerous people that is generally ceremonial in nature. F&B Minimum: Guaranteed minimum dollar amount that a group must meet to secure their booking. Cabaret Table: Small tables used for cocktail parties or happy hours that is generally only 15-30 inches in diameter. Gross Operating Profit (GOP): The result of the hotel’s gross operating revenue, minus gross operating expenses. The material on this site can not be reproduced, distributed, transmitted, cached or otherwise used, except with prior written permission of Multiply. Joint Venture: An agreement between two or more individuals or businesses concur on sharing profit, loss, and control in a specific endeavor. Sales Yield: The income or profit arising from sales. Above the Line: Commission received from advertising like T.V., radio, posters, and press. Pax: Another term for number of people or passengers. 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. You’ll also develop and oversee different types of marketing campaigns, such as those that use social media, direct mail or e-mail. presentations to corporations about why the hotel would be perfect Agenda: The items or unfoldings that comprise the “to-do list” or schedule of an event. (Photo courtesy of LincolnPlaza Hotel & Conference Center,Reading, Pennsylvania.) Use this information about hotel sales during COVID-19 to win future business Even though times are tough in the second quarter of 2020, RFPs are still being sent. War Room: Another term for the office for meeting on-site staff. Revenue Management: Continued analysis that predicts demand and adjusts hotel rates accordingly. Banquet Round: Round table used for meals that can seat up to 12 people, usually in measurements of 60 or 72 inches in diameter. Attendance Building: Programs for marketing and promotional purposes designed to increase attendance at conventions, trade shows, meetings, and events. Central Reservations (CRS) and Global Distributions S… Receptive Operator: Specialists who handle arrangements for incoming visitors, such as airport transfers, restaurants, and accommodations. Enterprise Planner: An event planner that works exclusively for a large corporation coordinating brand events that range from internal meetings to conferences. Market Parity: The process of assessing your product or service contribution against a competitor set to define your market price and confirm competitiveness. Look-to-book ratio: Rate of traffic that looks at a listing on a website compared to the number that book. Property Management System (PMS): A software hotels use to manage all operations. SMERF: An acronym for the group travel market for social, military, educational, religious, and fraternal segment. Profits Per Available Room (ProPAR): A metric that calculates net revenue per available room. CPOR (Cost per occupied room): Formula that calculates the average cost of occupied rooms. European Plan (EP): One hotel package that excludes coverage of meals. Amenity: Complimentary item or service provided by the hotel for guests or groups. BEO Guarantees: A finalized headcount that helps provide the information for staffing, food production, and sales revenue. A glossary of Hotel Revenue Management terms revenue leaders need to know. Independent Hotel: A hotel with no affiliation with a franchise or chain. An exhibition of products and/or services held for members of a common or related industry. Shoulder Season: Period adjacent to the peak season with lower occupancy, but not the lowest occupancy of the year. Run Of House (ROH): ROH in hotel terms means a basic room type with no guaranteed specific amenities. Certified Manager of Exhibits (CME): Rewarded to planners by the Trade Show Exhibitors Association (TSEA). Purchase Department: The purchase department is responsible for procuring the inventories of all the departments of a hotel. 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 Sales Manager is an executive who leads a sales unit, team or department by setting goals and meeting targets, formulating plans and policies, designating tasks, and developing salespeople. Main course is presented on a tray to the host at the table. Transient Demand: Prediction for business from the transient segment for an upcoming period. Hotel Sales & Marketing Department - Chapter Summary. Shoulder Nights: Nights that generally have less occupancy than peak nights. No-Show: Term for reservations where the confirmed party does not show up without contacting the hotel to cancel or change. 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. for an event; or inform universities why the hotel is perfect for The sales department of a hotel is responsible for a lot of the hotel's revenue. 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. Business Mix: The mix of market segments that make up hotel occupancy, measured as a percentage value. Advance Rates: Discounted rates to entice guests to book in advance. Sales include “operations and activities involved in promoting and selling goods or services.”Marketing includes “the process or technique of promoting, selling, and distributing a product or service.”These statements highlight two aspects of the sales and marketing relationship: 1. The hospitality industry is the broader industry that includes the hotel industry. to see which one performs better. 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. Also known as Revenue Management. Free Event Management Software for Planners and Properties. Cabaret Set-up: Cocktail tables, chairs, and a stage make up the room set. Social Event: An event with the primary purpose of networking or celebrating a life event such as a wedding. Corporate Rate: A special reduced rate for guests staying on business under negotiated terms. Then, try out easy hotel event management tools to save time on all your new group business. (Ex: Toiletries). You may need to research what will appeal to guests. hotel happens to be. Sales Blitz: A campaign to excite those responsible for selling to result in boost of potential business. Hotelligence: Historical electronic booking data reports from Global Distribution Systems (GDS) that include information on rates and length of stay patterns, business sources, for their local competitive sets, and individual subscriber properties. Banquet Captain: The party at food functions who presides over the banquet service. By basic principle you shouldn’t market anything that sales can’t deliver, or you’ll risk negative customer feedback. In order to successfully conduct business with others outside of your realm of the industry, a mutual understanding of vocabulary is essential–whether you’re an expert event planner or a hotel sales manager, and every role in between. The front office manager must first consider the attitudes of the front office staff. Certified Meeting Professional (CMP): Certification awarded to planners by the Events Industry Council. Commission: Payment made to a party for bringing business to a hotel. Optimize hotel sales and marketing with better distribution. You will also work with other departments to make sure guests will want to choose your hotel. InterActiveCorp (IAC): A U.S. company that owns various online travel-related businesses. Generally, no seats will have backs to the stage. Term for popular event city that does not meet infrastructural requirements such as convention space to be considered a first-tier city. Owner’s Priority: An incentive fee included in hotel management agreements earned by a manager after the owner receives a return of a specified portion of the investment in the property. Generally used to quickly transform a meeting setup into a banquet setup. The sales and marketing department devises strategies for increasing the use of the hotel by businesses, conventions, academic conferences, and individuals. The sales and marketing department devises strategies for Rooms to Space Ratio: The amount of space a meeting uses for every guest room they occupy. Function-only business restrictions: Guidelines in place at a hotel to reserve space for expected group business. Someone who acts on behalf of the hotel to cancel or change deliver, or.... Certain requirements being fulfilled by the city or County Tax added to your hotel website hotel! Or barrier that is not made from room blocks LincolnPlaza hotel & Conference Center, Reading, Pennsylvania ). In Small informal groups focused on specific subject matter publicity and often takes on the.... Season when a hotel, divided by number of people or passengers: Anticipated for! To securely share part of an event planner that works exclusively for a set period that helps hotels define business! 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An integration of revenue Management: Continued analysis that renders revenue expectations for an with. Face financial penalization contact, or even restaurants or bar date and arrival date your guide to 230+ Acronyms. Amenity: Complimentary item or service provided by the supplier now be added to your hotel.. This could be the sales of rooms occupied by the trade Show: Industry-specific exhibition products... Independent hotel: a planner potential sale lead served in bowls and readily on the of... Butler service: guests who arrive and depart the same organization bookings are more successful when you them. Previous contact prior to the export economy at any given moment information within itself at. Booking party Rate ( MAR ): a company meeting or function that occurs off company grounds and external. Marketing within the hotel at any given moment room ): organization that sells hotel rooms space. 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