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June 17, 2019 Owner & Franchise Communications

Americas’ 2020 Revenue Strategy: Special Corporate Pricing

Franchise Management Companies | As your hotels begin developing their 2020 revenue strategies and preparing for pricing season, we wanted to share updates to help you stay informed:

Special Corporate Pricing

Special corporate pricing is an important segment that requires clear focus and direction in order to capture the most profitable business. MarRFP opens for pricing season on June 17, and in preparation, hotels have been encouraged to:

  • Complete the MarRFP General Pricing screens and begin work in the Account Management Tool (AMT) and Special Corporate Pricing Tool (SCPT) before pricing season begins in early July.
  • Review individual 15-minute GSO account overview videos, which guide hotels on how to activate each segment of their business and effectively support the largest GSO partner accounts throughout the RFP season.
  • Follow the Special Corporate Pricing & Budgeting Resources and Pricing & Account Services (PAS) pages on MGS for the latest tools, updates and resources.

Additionally, environmental sustainability is important to many corporate customers, and as part of the GBTA (Global Business Travel Association) industry-standard RFP process, hotels are obligated to answer several questions on energy, water and waste data in order for business to be considered.

Marriott Environmental Sustainability Hub (MESH) is the tool that is used to collect hotel environmental data for each individual property. Within MESH is the SRO (Sustain Responsible Operations) Tracker, where properties answer questions on their environmental practices and sustainability initiatives. This information is provided to customers through the RFP process for business travel and provides quarterly reporting to hundreds of customers. As a result, management companies are encouraged to ensure their hotels input all available energy, water and waste data in MESH, and complete 90% or more of the questions in the SRO Tracker.

Webinar Opportunities

HPP and MarRFP contacts, sales and revenue leaders are encouraged to register for one of the following Franchise Pricing Tools & Process webinars for an overview of industry and market trends, important process updates, and resources and tools to help your hotels drive results:

Additionally, Revenue Management and Sales teams should focus on market trends and business updates before kicking off market collaboration meetings in July and are encouraged to watch the Americas 2020 Revenue Strategy Webcast.