http://www.hebsdigital.com/blog/the-pitfalls-of-last-minute-sales-in-hospitality/ Fri, 14 Sep 2012 22:57:07 +0000 hourly 1 http://wordpress.org/?v=3.5.1 http://www.hebsdigital.com/blog/the-pitfalls-of-last-minute-sales-in-hospitality/comment-page-1/#comment-236518 Martin Soler Mon, 17 Oct 2011 09:51:49 +0000 http://www.hebsdigital.com/blog/?p=1951#comment-236518 Agree with you and your case study shows the point. As a GM I had the same thing with guests cancelling their bookings and re-booking at the new discounted rate thus defeating the purpose. Plus as you say systematically doing this every day at 5PM is a killer for ADR as the regulars will get used to it and just wait for that deal.
On the other hand what hotels should do is pre-sell at good rates the rooms they know will be empty in advance. Finding a way to tell guests that if they book 3 days later they can get a better rate would even out the peaks and valleys of occupancy rate for the leisure travelers that can change their dates. While the business travelers that are coming for a fair can fill the dates that will anyways be full due to high demand.
It’s a problem that hoteliers haven’t solved yet but which is food for thought. Maybe it’ll be companies like ours that will finally solve it once and for all…

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