How to implement a rooms upselling program

Use these best practices when it comes to creating a rooms upselling program to maximize profits.

As the hotel industry continues to rebound, most hoteliers have found it easier to gain back occupancy than rate. One common reason is the lack of a formalized program for upselling of accommodation types for all hotel departments. All too often group sales staff provides group rates based only on “run of the house” rather than offering the participants a choice of options.

Similarly, hotel reservations agents all too often quote only the lowest priced accommodation, or if they do offer two options, they fail to provide descriptions and instead only state the room type and rate.

Additionally, many guests who book online typically grab the lowest-rated category. While this might be due in part to the concept that those who book online are seeking discounts, it might also be caused by the lack of effective room descriptions and outdated, unappealing photos.

Finally, few hoteliers have properly trained and incentivized their front-desk staff to upsell at registration. Here are some ideas for getting all departments involved in upselling. These will apply to most hotels, as the vast majority have multiple room types differentiated by size, location and/or view. If your hotel has only one or two room categories, consider creating upsell opportunities by adding special room amenities or services such as early check-in hotel global distribution system or late check-out.

Finally, few hoteliers have properly trained and incentivized their front-desk staff to upsell at registration. Here are some ideas for getting all departments involved in upselling. These will apply to most hotels, as the vast majority have multiple room types differentiated by size, location and/or view. If your hotel has only one or two room categories, consider creating upsell opportunities by adding special room amenities or services such as early check-in or late check-out. – See more at: http://www.hotelnewsnow.com/article/14105/how-to-implement-a-rooms-upselling-program#sthash.36Fxna7s.dpuf

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By: Doug Kennedy (President of the Kennedy Training Network, Inc.)

The above is an extract of the original article available at: HotelNewsNow

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About RezNext

RezNext is the world’s only true Real-Time Distribution Management Solution provider. It empowers hotels to adopt a distribution strategy that simplifies the complex global distribution environment and makes it understandable and manageable. It is integrated with revenue management, operating intelligence and powered with reputation management insights. RezNext’s portfolio of offerings include Rate & Channel Manager, Revenue Management, Online Reputation Management, Website Designing and Web Booking Engine, Mobile solutions, Central Reservation System, Business Intelligence, Property Management System (PMS) two-way connect, GDS and OTA Interface and Loyalty & Feedback Management. Our growing range of solutions can be access by hospitality properties across market segment and size, such as independent hotels, chain hotels, business hotels, resorts, clubs, service and limited service apartments, spas, restaurants and others.
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