Blog · Industry
Which corporate accounts book one of your properties and travel to twelve cities where you have one. Which agencies send you conferences and take their room blocks elsewhere. Which sales manager holds three hundred accounts and has visited forty. From the property management and sales systems, account IDs only.
How a hotel group's sales team measures production against negotiated corporate rate agreements from the reservation export: room nights consumed per account per property against the volume the agreement was priced on, the accounts under-producing and the properties they are not using, the accounts over-producing whose rate is now too low, and the list for the annual RFP season.
16 Sept 20262 min readHow a hotel group measures its meetings and events space from the function diary: sold hours over available hours per room per property, revenue per available square metre, the day-of-week and month pattern, the properties whose function space sells out on Tuesdays and sits empty on Fridays, the group bookings that took space without rooms, and the identity that function revenue in the diary equals function revenue in the ledger.
16 Sept 20262 min readHow a hotel group builds a pace report from the reservation export that a revenue manager can act on: rooms and revenue on the books for each future month against the same point last year, by segment, per property, the properties behind pace in a segment where their comparable set is ahead, the pickup still needed to reach budget, and the identity that ties the pace table to the reservation system.
16 Sept 20262 min readHow a hotel group measures share of each corporate account by property: nights booked at your properties against the account's travel footprint, segment mix per property, sales manager coverage against accounts assigned, and the reconciliation to room revenue.
16 Sept 20263 min readHow a hotel group's commercial team builds room-night mix per property by segment from the property management export, sets each property's expected mix from its own comparable set, and lists the properties whose corporate or group share has drifted from where properties like them sit, without ever comparing a resort to an airport hotel.
16 Sept 20262 min readThe ten questions a hotel group's commercial director puts to the property and sales teams, which properties are behind pace and in which segment, which corporate accounts under-produce their agreements, which properties have the wrong segment mix for their set, where does function space sit empty, which accounts leak to public rates, which sales managers cover their accounts, which properties turn business away midweek, which agreements expire with no production review, what is the group's concentration by account, and what changed, each with the table from the reservation snapshots and the agreement file, and the answer to send back.
16 Sept 20262 min readHow hotel groups should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 20264 min readThe complete pace calculation on one hotel for one future month, small enough to check by hand: rooms and revenue on the books by segment from today's reservation snapshot, the same month at the same point last year from the kept snapshot, pace by segment in rooms and as a share, budget by segment, pickup needed, historical pickup from this point from three years of snapshots, the segment that is behind while the comparable set is ahead, and the identity that segments sum to the snapshot, so a reader can reproduce every figure and then run it on their own snapshots.
17 Sept 20262 min readThe ten sales KPIs a hotel group's commercial team should run on, each with its formula, the export it comes from and what it tells you: pace against the same date last year, corporate rate production against commitment, property penetration per corporate account, segment mix per property, group conversion and wash, meeting space utilisation, account coverage at cadence, channel cost per booking, displacement on group business, and corporate account concentration. Also the three measures most hotel sales teams miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readCorporate account analytics for hotel groups and venues.
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