Pricing Integrity - Thomas Wahl presented by My Travel Weather

Pricing Integrity

You may recall from a previous article, hotels sell a perishable product. The rooms that aren’t sold tonight can’t be put on sale tomorrow at a discount. This obviously creates a scenario whereby the hotelier will try to get the best, which in his case means the highest, rate possible for any room sold.
I find that this practice is fair. However, it completely falls apart when the hotel doesn’t have integrity within their pricing structure. For example: You attend a convention that was booked at the hotel maybe a year ago and made a reservation through the convention organizers at $ 100 per night. At check-in you overhear the couple next to you checking in at the weekend special rate of $ 75.

You have every right to be upset. If your convention, group or company produces a substantial amount of business for the hotel, no rates lower than yours should be available for sale to the general public.

As you see the hotel in question does not have integrity in their pricing structure. The hotel is entitled to charge a fair price for what the location and the market conditions allow, but they are not allowed to take advantage of you.

What to do? As a group, whether corporate or otherwise, understand how the hotel arrives at your quote. If possible and appropriate use a travel agent, travel planner or meeting planner to make your arrangements.

As an individual check your rates and there is nothing wrong to ask at check-in what other rates or specials are currently available.

Should you run into situations like the one described above, don’t hesitate to contact me.

In hospitality

Thomas

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