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GLOBAL HOTEL GROUPS<br />
Hoteliers had been<br />
steadfastly selling<br />
the idea of dynamic pricing<br />
for years and, finally, the<br />
organisation took the plunge<br />
– and to considerable effect”<br />
CHOICE HOTELS' CAMBRIA<br />
discounts with the company's principal<br />
hotel providers globally. <strong>The</strong> discounts<br />
either provide a fixed percentage off the<br />
best available rate of the day or a fixed rate<br />
within the organisation's permitted city cap.<br />
<strong>The</strong> change enables the business to see<br />
whether a property is remaining competitive<br />
in relation to the city gap and the shorter<br />
cycle also frees up time to be invested in<br />
other projects.<br />
In addition, where savings were previously<br />
difficult to achieve on short-term highvolume<br />
projects that sprang up at short<br />
notice, a price is now in place even before<br />
a project gets the green light.<br />
Some hotels have gone “from zero to over<br />
1,000 room nights overnight” because<br />
projects were suddenly secured, but<br />
travellers can now take advantage of a<br />
negotiated rate at those properties.<br />
<strong>The</strong> business should now find a negotiated<br />
rate wherever they go. What's more,<br />
travellers get same day cancellation,<br />
complimentary wifi access and free gym<br />
use, which the firm has negotiated as part<br />
of the programme.<br />
Previously “they would have had none of<br />
that”. And better still, traveller feedback<br />
shows satisfaction is at an all-time high. <strong>The</strong><br />
arrangement is proving a success for the<br />
business, its hotel partners and its travellers.<br />
If the current trend towards integrating<br />
increasingly diverse business and leisure<br />
requirements continues, hotel groups will<br />
be extending hospitality to ensure that<br />
guests can work, rest and play, something<br />
Mars used to claim for its confectionery<br />
bars. Perhaps moving into the chocolate bar<br />
business is just a step too far for hotel<br />
groups – even Accor.<br />
[ NUMBERS GAME: THE WORLD’S BIGGEST HOTEL GROUPS ]<br />
NUMBERS GAME: THE WORLD’S BIGGEST HOTEL GROUPS Group Hotels Rooms Percentage share by rooms<br />
Wyndham Hotels & Resorts 8,949 795,581 4%<br />
Jin Jiang (incl. Louvre & Radisson) 7,875 345,000 n/a<br />
Choice Hotels 6,990 570,494 3%<br />
Marriott Hotels 6,793 1,293,705 7%<br />
Hilton Hotels & Resorts 5,676 909,050 5%<br />
IHG 5,469 796,640 4%<br />
Accor 4,751 682,374 4%<br />
Best Western 3,678 299,865 2%<br />
46 THEBUSINESSTRAVELMAG.com
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