Preparing for the 2018 Pricing Season and the Launch of MarRFP to Former Starwood Hotels
The Special Corporate segment represents 20% of Marriott International’s annual rooms revenue; it’s a vital segment that requires clear focus and direction in order to capture the most profitable business. As we work to integrate former Starwood-branded hotels into the Marriott International portfolio, these hotels will participate in the Marriott centralized Business Transient (BT) pricing process for the 2018 pricing season, including the use of the MarRFP tool.
MarRFP is Marriott’s proprietary web-based data collection tool, which is used to facilitate the centralized BT pricing process for Managed by Marriott and franchised properties globally. This tool represents 50% of the company’s special corporate volume and provides hotels the opportunity to submit BT Requests for Pricing (RFPs) for Marriott’s top-deployed global accounts centrally through the tool.
What’s New/Changing for Former Starwood Hotels:
- Special Corporate Pricing Process
- Beginning June 19, hotels will use MarRFP to price Marriott’s top-deployed BT accounts
- Former Starwood Request to Bid (RTB) process will transition to Marriott’s Compelling Business Case (CBC) process
What’s Not Changing for Former Starwood Hotels:
- Lanyon will continue to be used for any additional 2017 requests, including off-cycle accounts that launch before June.
- Hotels will continue to use their special corporate account pricing tools: PACT (Pricing Analysis for Corporate Transient), RevPlan and/or Smart Contracting
- Hotels will continue loading their rates manually in Valhalla
Action Requested from Franchise Management Companies:
- MarRFP
- Ensure you have identified your property Access Administrators for each of your former Starwood hotels and place urgency on Property Access Administrators to set up associate EIDs beginning March 27
- Encourage key users to follow the Land-It Checklist, complete the MarRFP online training modules & review the necessary webinars in April, May and June
- Reinforce the importance for hotels to continue loading their rates manually in Valhalla
- Special Corporate Pricing
- Encourage use of Special Corporate Pricing Resources, which will be available to hotels in the coming weeks on The Platform.
If you have any questions regarding the centralized BT pricing process, please reach out to the Pricing & Account Services (PAS) team at PAS@Marriott.com.
