Getting the best value for your dollar is job No. 1 for most meeting and event planners, and arming yourself with
some basic knowledge about hotel and facility profit centers is key to striking a favorable
deal for your organization or client.
Following are some factors that influence hotel pricing and availability from
Robyn Mietkiewicz, senior director of
Global Meeting Management for Meeting
Sites Resource, a global strategic meeting
management solutions organization, as
presented during her March 2018 “
Successful Negotiations in a Seller’s Market”
webinar for Meetings Today.
“Today, value-based negotiations
require a highly collaborative process and
a careful evaluation of your total meeting
value,” Mietkiewicz said. “Having a strate-
gic plan is a must!”
Here, Mietkiewicz shares her insight on
the factors that influence hotel pricing and
1. Sleeping Room Block/Revenue
This is the biggest profit center for hotels,
at 77 percent gross profit. Understand how
hotels value your meeting/RFP.
2. Peak Night Pattern/Flexibility
All hotels focus on pattern selling, by market segment. Understand your leverage.
Are your dates flexible, can you waive your
meeting room rental by increasing your
3. Group Food & Beverage/Revenue
This is the second-biggest profit center
for hotels, at 38 percent gross profit.
Finding cost savings in the area of F&B is
a top-line concern. Consider shortening
receptions, or skip breakfast and serve a
4. Room to Space Ratio
Consider your rooms-to-space ratio, which
factors greatly in what you will end up
paying for meeting space.
5. Ancillary Spending
Your group’s ancillary spending can add
up. Estimate your ancillary spend revenue
contributions and make this part of your
6. Meeting History
Three to four years is the magic number
for most hotels. Hoteliers can be choosy
and are turning down more meetings than
they accept. Hotels provide each other with
history and meeting performance.
7. Season/Demand Over Your Date(s):
Do your homework on this before negotiations begin. Knowing levels of demand
over your set of dates is critical to getting
the best deal. Learn what the sales seasons
are and consider an off-season booking.
7 Essential Meetings
8 Meetings Today // 06.18
By Tyler Davidson
HOTEL CONTRACT TRENDS, CLAUSES, CHALLENGES & SOLUTIONS
PRESENTED BY ROBYN MIETKIEWICZ
FREE UPCOMING WEBINAR
Do you hoard the travel-size shampoo and lotion bottles from hotel rooms? Weather you take them home to donate or keep them for future travel, your days
enjoying these freebies may be limited. According to a recent article in The Wall Street
Journal (WSJ), five Marriott brands and four
InterContinental Hotel Group (IHG) brands
are ditching these individual mini toiletries.
In their place? Full-sized dispensers refilled when needed by housekeeping. Still
want to take them home? I’m sure there
will be an opportunity to purchase a new,
unused set to take with you!
The WSJ reports that each property will only
save about $2,000 a year, but the push for this
change is creating more sustainable practices.
Marriott is making the switch at 450 of
their properties—under the Courtyard,
Residence Inn, Fairfield Inn, Springhill
Suites and TownePlace Suites flags—with
the goal to expand to 1,500 properties by
According to Liam Brown, COO of Mar-
By Kate Cripe
riott Select Services, those 450 properties
currently go through a combined 10. 3 mil-
lion travel-size bottles, which totals 113,000
pounds of plastic each year. Once rolled
out to 1,500 hotels, Marriott is expected to
eliminate 34. 5 million bottles each year,
accounting for 375,000 pounds of plastic.
IHG’s Kimpton Hotels already displays
full-size products in guest rooms, while
other brands will see the change this year.
Travel-Size Toiletries at Hotels: