How to Implement a Rooms Upselling Program
As the hotel industry continues to rebound, most hoteliers have found it easier to gain back occupancy than rate. One common reason is the lack of a formalized program for upselling of accommodation types for all hotel departments. All too often group sales staff provides group rates based only on “run of the house” rather than offering the participants a choice of options.
Similarly, hotel reservations agents all too often quote only the lowest priced accommodation, or if they do offer two options, they fail to provide detailriptions and instead only state the room type and rate.