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Green Practices Winning Corporate Travelers
By Scott Parisi for Hotel News Resource
Originally published July 9, 2012
You may know your top suppliers but do you know what their environmental policy is for 2013? I would hate to see green hotels loose a large percentage of revenue because they don’t know how to answer the environmental questionnaire that is becoming mandatory from many corpo-rate traveler buyers.
In many of the years I spent in the hospitality industry my focus was on repositioning distressed hotels. As we took over hotels that were not reaching their fare share of RevPar (Revenue Per Available Room) the reasons could range from a non-friendly and non-responsive team, an inferior product or a non-aggressive sales team. One thing I did learn is revenue is the key to many evils and allows for a hotel to maintain a friendly trained and responsive staff, a clean and maintain the facility and focus on the sales and marketing process. On a few occasions when taking over hotels at the beginning of the year we found that we did not win or even worse did not submit a bid for an RFP (Request for Proposal). RFP’s come from major corporate accounts that could impact your green hotel from anywhere from 5% to 20% of the properties occupancy. That means if we arrived in a hotel in February we may have lost out on the markets top room supplier for that entire year.
You may know your top suppliers but do you know what their environmental policy is for 2013? I would hate to see green hotels loose a large percentage of revenue because they don’t know how to answer the environmental questionnaire that is becoming mandatory from many corporate traveler buyers. July and August mean a lot of things to a lot of companies, but for those in hospitality sales and marketing, it's the start of the Requests for Proposals season.
