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What is really going on with group rates?

How to obtain critical competitive intelligence

FT LAUDERDALE – November 4, 2009: Competitors group rates and pricing strategy are the most difficult pieces of competitive intelligence for a hotel to obtain. Group rates are not published in any electronic system and can only be obtained by “shopping the competition.”

The foundation of competition shopping is believability. The sales manager at the property being shopped must believe that the inquiry is from a real customer; otherwise they may not respond or worse, respond with misleading information.

Don Bundock, President of Quality Track International, says “The GroupMetrix group rate shopping service creates elaborate corporate identities to facilitate realistic shop calls and obtain competitor’s rates.”  GroupMetrix shoppers employ unique shopping identities and profiles which include:
  • A name and title plus a company name, supported by
    • A professional looking, fully functional website
    • Call-back telephone numbers that match the website contact information
    • CallerID display that matches the call-back number being provided
    • Legitimate email addresses that correspond to the domain of the shopping company website (not Gmail or Hotmail accounts)
    • Live call-back answering and personalized voice-mail for messages
Customer Price Resistance:  Real customers do not accept the first rate offered. Real customers “push back” on pricing and so do GroupMetrix shoppers.  Armed with highly believable shopping identities, GroupMetrix shoppers are able to effectively offer price-resistance and discover the true rates that competitors are offering.

The rates offered in response to the price-resistance, and the amount by which the rates are dropped, provide valuable insight into competitor’s rates and pricing strategy.

GroupMetrix CompSet Group Rate Reports include all the rate components that factor into a group or meeting quotation: room rates, inclusions, in-room internet, catering (breakfast, breaks, luncheon and dinners), meeting room rates, AV rates, meeting room internet rates, minimum F&B guarantees, comp rooms, upgrades and master bill discounts.

The rate reports include the initial set of rates offered plus any rate reductions resulting from the rate-resistance.

“We have the ability to obtain a full set of group rates from any hotel in the world.” says Bundock “Our extensive investment in systems to manage the complexities of this process enables us to offer the GroupMetrix service at a remarkably low price.”

The GroupMetrix service includes 2 rate shops per month on each of 4 competitors, for a total of 8 rate shops. Each rate shop is price challenged, creating an additional set of 8 rates.
 
The total cost is $129 per month, which is only $8 for each set of rates.

Additional competitors can be added if desired.

Volume pricing for management companies and market clusters is available.

Click here to view a sample GroupMetrix rate report -  Sample Report

Click here to view a short online presentation - Online Presentation

About Quality Track International, Inc.: 
Quality Track International, established in 1998, is a leading worldwide provider of a full range of mystery shopping services and PCI compliant call center monitoring to the hospitality industry.

GroupMetrix is a service provided by Quality Track International.

For more information contact:  Mr. Donald Bundock, CEO, Quality Track International, Inc., at (416) 693-5426 or by email at Don.Bundock@QualityTrack.com

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Contact:

 Quality Track International

Head Office:
36 Toronto Street, Suite 850
Toronto, Ontario, Canada
M5C 2C5
Telephone: (416) 693-5426
Email: Sales@QualityTrack.com

 US Office
1601 N. Palm Avenue, Suite 211
Pembroke Pines, Florida 33026
Telephone: (954) 432-2998

http://www.QualityTrack.com
 

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Also See: 28% of Group Sales Inquiries are Lost, Ignored or Abandoned / May 2009

Quality Track’s 2,000,000th Mystery Call Received by Mandarin Oriental, New York / April 2009

Quality Track to Celebrate 2 Million Mystery Shop Calls / April 2009

Green Up Your Training. Improving Performance and Saving the World / December 2008

The Upside of a Downturn; The need to cut costs creates push to consider alternatives / November 2008

Downturn Dilemma; How to save money on training without sacrificing performance / November 2008
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