Understanding & Booking Different Rates Webinar
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Introduction
This article distills essential strategies and best practices from a recent training session focused on enhancing hotel booking processes for travel advisors. It offers practical insights aimed at improving client satisfaction and optimizing booking operations.
Identifying Valuable Hotel Options
Choosing the Right Hotels
Selecting hotels that align with client preferences and expectations is crucial. Advised strategies include focusing on hotels affiliated with respected brands such as the Dorchester or Ocker Collection, or those part of elite programs like Internova Select or Curated portfolios. These choices are likely to assure a level of quality and service that meet high client standards.
Flexible Booking Strategies
A pivotal recommendation is to steer clear of non-refundable rates, despite their lower cost, as they are typically not commissionable and pose a financial risk if the client needs to cancel. Instead, travel advisors are encouraged to guide clients towards more flexible booking options, which can ensure both client satisfaction and safeguard commission opportunities.
Booking Hotels: Options and Commissions
Advantages of Different Groups
Exploring different booking groups can be beneficial. Hotels not part of certain elite programs can often be booked through portfolio companies like Preferred Hotels, Luxury Hotels of the World, and Relay and Chateau. It is important to ensure that these brands will pay commission on rates beyond their member or discounted rates. Additionally, some hotels fall into wholesale groups like Classic or Ultimate Jet Vacations, which might offer dedicated advisors, flexible cancellation terms, and enhanced commission opportunities.
The Role of Wholesalers and Commission Structures
Wholesalers can offer enhanced commission agreements, but recognition and additional perks can be more valuable to some advisors. It's important for advisors to weigh their goals when deciding whether to focus on building relationships with hotel reps or prioritizing extra commission. This reflects a need to find a niche that works best based on the individual advisor's business model and client base.
Direct Communication and Booking Platforms
Utilizing online booking platforms like Tablet or Expedia is noted, although it's mentioned that Tablet may pay commissions more slowly. Directly contacting the hotel's sales rep is recommended for tailored assistance, as they are positioned to specifically sell to the industry trade. If a hotel is not part of any preferred partnership, booking directly with the hotel and inquiring about amenities and commission is advised.
Navigating Hotel Rates, Quotes, and Elite Programs
Travel advisors should be cautious with promotional rates and understand the complexities of hotel amenities correlated to membership status, such as those under the Rosewood Elite program. Discussing these rates and benefits thoroughly before offering them to clients is essential, especially during peak travel seasons.
Effective Communication Strategies with Hotels
Advisors are advised to maintain robust communication with hotels regarding client amenities and reservations. Even after booking, clients should request amenities via email, and understanding the limitations for late additions in certain hotel categories is crucial. Also, online bookings cannot be transferred to other platforms to claim commissions, highlighting the importance of direct booking where possible.
The Importance of Representation Companies
Representation companies play a critical role in promoting small, independent hotels. Ex: Vivian Chambers, Dominique Debay, and the Jac Group, Wanderlux. Engaging directly with these companies can provide deeper insights and assistance, potentially through webinars with representatives from various hospitality groups. Travel advisors are encouraged to take proactive steps to understand and connect with these entities to better serve their clients.
Conclusion
This training session has underscored the importance of strategic hotel selection, flexible booking practices, and effective communication, both with clients and hotels. By applying these insights, travel advisors can enhance their service offerings, ensuring client satisfaction and maximizing business success.