Individual Hotels

In general, discounts obtained through volume-based negotiations are superior when dealing with individual hotels rather than when negotiating chain-wide rate concessions. An opportunity to commit five-hundred room nights might carry more negotiating clout at an individual hotel than at a large hotel chain.

Typically, hotel chains put forth the most influence over properties that they own and manage; they exert less influence over such things as room rates at properties that either are managed by others or are franchises. Buyers should approach hotels that are located in close proximity to the sites your travelers visit in key destinations, especially to corporate and division offices, offer pricing in line with budget restrictions, should meet traveler convenience or traveler productivity.

One should examine data on properties in each market that travelers already are booking, be sure travelers realistically can be counted on to use the hotel. It is not unusual for hotels to offer discounts in return for moderately minimal volume commitments.

"THE HOTEL EXPERIENCE"

Two of the most recognized entities in the rating system of hotels are the AAA and Mobile Travel Guide. Years ago the AAA had a small book that told you where all the hotels and motels were in a city. They also rated them according to their quality and service. They gave short descriptions of the lodging. It was a valuable tool when traveling for business or pleasure. A simplistic rating would be

    1 Diamond = a low budget hotel

    2 Diamond = a budget hotel

    3 Diamond = a middle class hotel

    4 Diamond = a first class hotel

    5 Diamond = a luxury hotel

1 Diamond must meet all basic Listing Requirements and are clean and well maintained.

2 Diamond shows noticeable enhancements in room décor and quality of furnishings.

3 Diamond displays a marked up grade in the physical attributes, services and comfort. Additional amenities, service and facilities may be offered.

4 Diamond reflects an exceptional degree of hospitality, service and attention to detail while offering upscale facilities and a variety in amenities.

5 Diamond exemplifies an impeccable standard of excellence while exceeding expectations in hospitality and service. These renowned properties are striking and luxurious, offering many amenities.

"What a 1,2, & 3 Diamond represent are a facility that is a clean and well maintained, well managed, safe and secure. Their primary focus is on the physical facility. Service is expected to be hospitable and professional but may be limited in scope. A 4 & 5 Diamond represent a facility whose emphasis on service is much more intensified. While the rating process still looks very critically at the decor, furnishings, and other physical attributes, there is great emphasis on the scope and quality of services offered. Prior to earning the 4 Diamond award, the property undergoes a thorough and rigorous anonymous overnight visit to assess the services offered."