Group business has historically represented a significant portion of revenues for hotels. Revenues encompass rooms, food and beverage, and all ancillary revenues, and a drop in this segment can have a tremendous impact on a property's profitability. Group business began to plunge in January 2009, when this segment dropped 5.4 million roomnights from the previous year (per STR data). The group average rate for hotels in the United States hit its peak during 2008 at $105.37. Group average rates have dropped since, at an annual average of $103.93 during 2009 and below $100.00 through 2010, according to STR. This article will address some tips for your sales staff to penetrate this market regardless of market conditions to ensure that your property(s) is positioned for profitability. READ MORE

Whether personal or professional, the meetings industry is primarily based on relationships. Meeting planners are often influenced by their colleagues and the relationships built with the service personnel they work with to help produce successful meetings. Often times, the decision for a meeting planner to return to a venue or destination (or not) rests solely on the ability of convention services managers (CSMs) to develop thriving client relationships. To do this successfully, CSMs at hotels, convention centers and convention and visitors bureaus (CVBs) need to take personal ownership of their client's events and work diligently to fulfill their needs, all while making suggestions to them for improvement and efficiency. READ MORE

For many hoteliers, 2010 will forever go down in history as the one that got away. As the economic downturn bottomed out, hoteliers around the globe received an unexpected boost from international tourism demand which offset some of the implications of financial recession. Future forecasts are frustratingly mixed. Whilst some financiers are flying the flag for recovery, naysayers continue to cast doubt with cries of a double dip recession. As long as savvy hoteliers are amply prepared with the right intelligence, they will make educated and informed decisions when developing their negotiating strategies for 2012 and enter into the year in a strong position. READ MORE

Research is showing that customers want loyalty programs that are personalized and more tailored to their specific needs and wants. And with only 20-40% of program members regularly accruing points toward reward redemption, hotels that incorporate these findings into their loyalty strategies will make great strides in engaging 60% of their loyalty program members. An inside look at current loyalty programs from industry leaders will shed light on what hotels should do to make sure that their loyalty programs appeal to the widest segment of travelers. READ MORE

What makes us feel welcome, comfortable, appreciated in any environment? What kinds of emotions are triggered when we experience a welcoming feeling -and when we don't? How do hoteliers instill the spirit of welcome in their teams and create a warm sense of belonging the moment their guests arrive? And, how can the power of welcome move beyond borders and reach out to guests before they even set foot on the property? READ MORE