As the end of the year approaches, hoteliers are setting
their sights on what’s to come. Still faced with limited staff, high guest
expectations and numerous demands, hoteliers are additionally tasked with
identifying growth strategies for 2024.

The good news is that not only does global demand for
leisure travel look promising, but so does group business. Amadeus Demand360+ ^{data as of November 3 shows more
than 28 million group room nights have been booked for Q1 2024 already, a 10%
increase over the same time this year.}

As events return and travel volumes normalize post-pandemic,
now is the time for hoteliers to make the most of planning their sales strategies
to capture as much business as possible. Here are three key steps to take today
that will set you up for success in the year ahead.

Put data at
the core of your strategy

Having access to comprehensive business
intelligence data will automatically take guesswork out of your decision-making process. Partner with a technology provider that offers both historical
and forward-looking insights so you can better understand what’s coming into
your market and how your performance stacks up against your competitive set.
Further, data will help you identify booking patterns to see when your property
will be busy or slow so you can plan marketing and sales activities accordingly.

Build messaging
and offers that appeal to different audiences

Savvy hoteliers know that guests have different expectations
and needs based on what type of trip they are on – whether its leisure,
business, or “bleisure” (a mix of both business and leisure). This means sales should
not have a one-size-fits-all approach. Instead, hoteliers should plan sales
strategies that connect with each individual audience.

• Leisure
  travelers are prioritizing more personalized, flexible, and sustainable
  journeys supported by modern digital tools, according to new
  Amadeus research. In response, hoteliers should offer tailored promotions
  on their website
  and use countdown timers or banner ads to create a sense of urgency to book.
  Even highlighting “free cancellation” or other flexible policies can work to
  enhance the hotel’s sales and revenue strategies. Don’t forget to market
  the same offers on third-party channels you know leisure travelers use, such as
  social media, metasearch,
  online travel agencies, and more to maximize bookings.             
• To
  capture more business travel, review your existing corporate partnerships –
  which businesses do you have negotiated room rates with? Are you able to offer
  more attractive rates or include additional amenities to expand the deal? On
  the travel agency side, who are your top customers? Are there ways to deepen
  your partnership with these travel sellers and offer them greater value for
  their bookings? In addition to protecting existing corporate business, using a
  business intelligence tool like Amadeus’ Agency360+
  will help you identify other companies booking into your market and competitive
  set, so you can strategically target them to shift market share and develop new
  partnerships.
• And
  then there are the travelers who want it all. A global move towards remote and
  hybrid work has blurred the lines between traveler types, contributing to the
  rise of blended travel. According to Statista,
  the 2023 projected global bleisure travel market size is $594.5 billion. GBTA’s
  Business Travel Index Outlook report from August
  2023 found business travelers say they are
  more frequently (62%) blending business and personal travel than they did in
  2019, with 42% adding additional leisure days to their business trips and 79%
  of these travelers staying at the same accommodation for business and vacation
  portions of their trip. As a hotelier, this is a valuable upsell opportunity if you can be
  creative in how you advertise your property to appeal to both the business and
  leisure side of the guest experience. Solo digital nomads may appreciate
  staying in a guest suite with a kitchen or being offered a guided city tour. Conference
  attendees may prioritize strong Wi-Fi and state-of-the-art audio/visual
  equipment during the day, while looking forward to an after-hours spa visit.
  Sharing
  information on your property’s assets like the pool, golf course, gym,
  chef-driven restaurants and more will only entice these guests to extend their
  stay.

Win RFP
season – starting now

We’re in a critical time of year for hotels. Request for proposals (RFP) season is when corporate relationships are fostered, and your
property or hotel chain can shine. 

Technology can help you craft compelling proposals that will
help you stand out and secure valuable group and negotiated rate business for
2024. Consider offering flexible cancellation policies, highlight your location,
room types and meeting spaces, as well as amenities such as fitness and
business centers as a major selling point. Timely responses to inquiries and
RFPs, coupled with personalized proposals that address the specific needs and
preferences of your clients will demonstrate your commitment to their success. 

Once business is on the books, sales and catering software is essential for streamlining event management to track
pipeline, demand, and help prospect new clients when needed. 

Lastly, don’t just focus on large scale events. According to
the Amadeus
Knowland Hospitality Group & Business Performance Index, 41% of Q3 events
in the United States were for 75 people or less. Small meetings play a pivotal role in
achieving hotel revenue targets, so it’s smart to sell small- to medium-sized
hotel meeting spaces directly
online without the need for sales staff.

These strategies will ensure you ring in 2024 on a positive
note. With your sales plan in place, you’ll want to make sure you carve out
time throughout the year to monitor your performance and analyze insights to
further refine and optimize. Technology and data are critical components to
boosting hotel performance.