Here are 10 simple points to consider when quoting for groups to maximise your revenue per available room. Some may seem obvious, but aggregating all of these into one list provides you with a handy checklist to ensure you’re quoting effectively.
1. Capacity – Do you have the available rooms in your hotel to fulfil the group requirements?
2. Date – Are there any events going on in your hotel or in the wider area? Perhaps there is a concert going on in the hotel or a local festival on in the area, or the dates fall on a Public Holiday or national day of celebration. If possible, check what the Revenue per Available Room on this day was last year?
3. Time of year – Is the request for low, mid or high season?
4. Day of the week – Is it more difficult to fill your hotel on Tuesday nights than on Saturday nights?
5. Size of group – Bigger isn’t always better. What’s your optimal group size?
6. Other group business on the books – Will this group compliment or conflict with existing bookings? There could be a wedding party or pharmaceutical company booked in, for example, who may not want similar groups in the hotel at the same time.
7. Type of group – Which type of groups command the highest RevPAR, both in the short and long term? This group may be able to encourage other groups to choose your hotel or conversely deter them from doing so.
8. How often the group travels – Will they be repeat customers? They may have previously stayed in your hotel or with nearby competitors and could become regular customers.
9. Length of stay – Just the one night or for the whole week, which would be best for your hotel?
10. Upsell opportunities – Will they be needing a meeting room / eating lunch and dinner in the hotel / booking spa treatments?