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The Online Hotel Sales Director
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Hotel Sales Jargon
Block - The number of rooms reserved in advance for a group
Charter - To hire the exclusive use of a vehicle (usually a motorcoach)
Commercial Rate - A special rate for a company or organization,
usually year-round and at a percentage off rack rate, and often with a
minimum agreed upon number of rooms to be utilized
Continental Breakfast - A light breakfast, usually including coffee, tea,
one juice, and either Danish, muffins or toast
Convention and Visitors Bureau (CVB) - Nonprofit organization
supported by transient room taxes, government budget allocations,
membership fees, or a combination thereof, which encourages
tourism by promoting the destination and encouraging groups to hold
meetings, conventions, and trade shows in its city, and assists those
groups with advance preparation and reservations
Co-op Advertising / Co-op Marketing - An advertising campaign in
which tourism partners pool their resources and create a joint ad or
marketing program
Cut-off Date - The predetermined day when a group's reservations
must be confirmed, and after which the hotel may release any
remaining rooms
Deposit - An advance payment required to confirm a group's
arrangements, including guest rooms, food and beverage, and
meeting services
Destination Marketing Organization (DMO) - Often another term for
CVBs, although this category can also include state tourism offices
and chambers of commerce. DMOs promote the long-term
development of a destination, focusing on meeting and convention
sales, tourism marketing, and travel services such as guest room
reservations, meetings and conventions, and special event planning.
Double-occupancy Rate - The price per person with one or two
persons in the room; usually additional persons over 2 require an
additional per-person fee
Early Arrival - A guest checking in prior to the group or meeting start
date, often at his own expense, and usually at the same group rate
(most hotels offer the rate 3 days before and 3 days after the actual
conference dates)
Escort - A person, usually provided by the tour operator, who
accompanies a tour group from its departure to return, as a guide,
facilitator, and tour company representative (may also be a person
who performs these functions only at the destination)
F&B - Food and Beverage
Familiarization Tour / Fam Tour - A complimentary or reduced-rate
travel program for travel agents, group leaders, tour operators, airline
employees, and/or travel writers, designed to acquaint them with a
specific destination to encourage future business and bookings there
FIT (Foreign Independent Tour) - A prepaid travel arrangement for
individual travelers, usually including airline, ground transportation,
and accommodation. May also include some meals and attraction
vouchers. Also called a "pre-planned fly-drive"
Flag – a hotel property's brand or chain affiliation, such as Holiday Inn
Group Leader - An individual, acting on behalf of a tour operator, who
coordinates arrangements for a group. May also serve as the escort
Group Tour - A prearranged, prepaid travel program for a group of
persons which usually includes transportation, accommodations,
attraction admissions, and meals
Guided Tour - A sightseeing trip conducted by a local guide
Itinerary - The travel schedule provided for a client by a travel agent,
tour operator, or CVB, which includes all trip details and describes any
planned activities
Late Departure - A guest staying additional nights so that he checks
out after the group or meeting end date, often at his own expense, and
usually at the same group rate (most hotels offer the rate 3 days
before and 3 days after the actual conference dates)
Low Season - The time of year at any given destination when tourist
traffic, and often rates, are at their lowest. May also be called off-peak
or off-season
Market Segment - A specific portion of the total consumer market; i.e.,
tour, group (government, SMERF, conference), individual (AAA,
corporate, transient)
Master Account / Master Bill - The guest account for a particular
group or function that will be paid for by the sponsoring organization.
For conferences, this usually includes all meeting rental, group meals,
and services, as well as any guest rooms they have designated. For
tour groups, this usually includes all guest rooms and planned meals
Meet and Greet - Prearranged, prepaid service for meeting a client
upon arrival in a city, usually at the airport, with entrance formalities,
collecting baggage, and obtaining transportation
Motorcoach - A large, comfortable, well-powered bus that can
transport groups and their luggage over long distances
Motorcoach Tour Operator - A company that creates tours in which
group members are transported via motorcoch to their destination,
usually with preplanned events and activities, and back home
Occupancy - The percentage of available rooms occupied for any
given period, computed by dividing the number of rooms available with
the number sold
Peak Season - The time of year when the highest rates are assessed;
i.e., summer, holiday weeks
Per-person, double occupancy - The total price of a package, split in
half to become a per-person charge, but requiring two people to share
a room at that rate. The package price is much more appealing to the
consumer this way; however, a single person will be much more
because the hotel room cost, if not the add-ons, is doubled.
Preformed Groups - A tour group in existence prior to the tour, such as
with a civic club, alumni group, or church, rather than put together by
the tour operator and sold to individuals
Rack Rate - The regular published rate of a hotel before any discounts
Receptive Operator / Inbound Tour Operator - A tour operator or travel
agent who specializes in bringing out of town visitors to his or her
destination, rather than sending local guests to other areas
Rooming List - List of passengers' names on a tour or list of meeting
attendees for a conference. This list is submitted to the hotel to
indicate who is occupying each room or suite, how many of each room
type (singles, doubles, triples, etc.) is needed, and any special
requests, such as non-smoking, handicapped, or early arrival and late
departure needs
SMERF - Market segment acronym for Social (churches, sport teams),
Military, Educational (students), Religious, Fraternal
Step-on Guide - A guide, usually free-lance, who boards a motorcoach
to give an informed overview of the city or attraction to be toured
Upgrade - A better accommodation or room size than the standard
available guest room, sometimes provided free of charge to VIP
guests based on availability
Walk-In A guest who arrives without a previous reservation; he may
have stopped in due to your curb appeal, message on your marquis,
or having been directed to you from another hotel or local business
Block - The number of rooms reserved in advance for a group
Charter - To hire the exclusive use of a vehicle (usually a motorcoach)
Commercial Rate - A special rate for a company or organization,
usually year-round and at a percentage off rack rate, and often with a
minimum agreed upon number of rooms to be utilized
Continental Breakfast - A light breakfast, usually including coffee, tea,
one juice, and either Danish, muffins or toast
Convention and Visitors Bureau (CVB) - Nonprofit organization
supported by transient room taxes, government budget allocations,
membership fees, or a combination thereof, which encourages
tourism by promoting the destination and encouraging groups to hold
meetings, conventions, and trade shows in its city, and assists those
groups with advance preparation and reservations
Co-op Advertising / Co-op Marketing - An advertising campaign in
which tourism partners pool their resources and create a joint ad or
marketing program
Cut-off Date - The predetermined day when a group's reservations
must be confirmed, and after which the hotel may release any
remaining rooms
Deposit - An advance payment required to confirm a group's
arrangements, including guest rooms, food and beverage, and
meeting services
Destination Marketing Organization (DMO) - Often another term for
CVBs, although this category can also include state tourism offices
and chambers of commerce. DMOs promote the long-term
development of a destination, focusing on meeting and convention
sales, tourism marketing, and travel services such as guest room
reservations, meetings and conventions, and special event planning.
Double-occupancy Rate - The price per person with one or two
persons in the room; usually additional persons over 2 require an
additional per-person fee
Early Arrival - A guest checking in prior to the group or meeting start
date, often at his own expense, and usually at the same group rate
(most hotels offer the rate 3 days before and 3 days after the actual
conference dates)
Escort - A person, usually provided by the tour operator, who
accompanies a tour group from its departure to return, as a guide,
facilitator, and tour company representative (may also be a person
who performs these functions only at the destination)
F&B - Food and Beverage
Familiarization Tour / Fam Tour - A complimentary or reduced-rate
travel program for travel agents, group leaders, tour operators, airline
employees, and/or travel writers, designed to acquaint them with a
specific destination to encourage future business and bookings there
FIT (Foreign Independent Tour) - A prepaid travel arrangement for
individual travelers, usually including airline, ground transportation,
and accommodation. May also include some meals and attraction
vouchers. Also called a "pre-planned fly-drive"
Flag – a hotel property's brand or chain affiliation, such as Holiday Inn
Group Leader - An individual, acting on behalf of a tour operator, who
coordinates arrangements for a group. May also serve as the escort
Group Tour - A prearranged, prepaid travel program for a group of
persons which usually includes transportation, accommodations,
attraction admissions, and meals
Guided Tour - A sightseeing trip conducted by a local guide
Itinerary - The travel schedule provided for a client by a travel agent,
tour operator, or CVB, which includes all trip details and describes any
planned activities
Late Departure - A guest staying additional nights so that he checks
out after the group or meeting end date, often at his own expense, and
usually at the same group rate (most hotels offer the rate 3 days
before and 3 days after the actual conference dates)
Low Season - The time of year at any given destination when tourist
traffic, and often rates, are at their lowest. May also be called off-peak
or off-season
Market Segment - A specific portion of the total consumer market; i.e.,
tour, group (government, SMERF, conference), individual (AAA,
corporate, transient)
Master Account / Master Bill - The guest account for a particular
group or function that will be paid for by the sponsoring organization.
For conferences, this usually includes all meeting rental, group meals,
and services, as well as any guest rooms they have designated. For
tour groups, this usually includes all guest rooms and planned meals
Meet and Greet - Prearranged, prepaid service for meeting a client
upon arrival in a city, usually at the airport, with entrance formalities,
collecting baggage, and obtaining transportation
Motorcoach - A large, comfortable, well-powered bus that can
transport groups and their luggage over long distances
Motorcoach Tour Operator - A company that creates tours in which
group members are transported via motorcoch to their destination,
usually with preplanned events and activities, and back home
Occupancy - The percentage of available rooms occupied for any
given period, computed by dividing the number of rooms available with
the number sold
Peak Season - The time of year when the highest rates are assessed;
i.e., summer, holiday weeks
Per-person, double occupancy - The total price of a package, split in
half to become a per-person charge, but requiring two people to share
a room at that rate. The package price is much more appealing to the
consumer this way; however, a single person will be much more
because the hotel room cost, if not the add-ons, is doubled.
Preformed Groups - A tour group in existence prior to the tour, such as
with a civic club, alumni group, or church, rather than put together by
the tour operator and sold to individuals
Rack Rate - The regular published rate of a hotel before any discounts
Receptive Operator / Inbound Tour Operator - A tour operator or travel
agent who specializes in bringing out of town visitors to his or her
destination, rather than sending local guests to other areas
Rooming List - List of passengers' names on a tour or list of meeting
attendees for a conference. This list is submitted to the hotel to
indicate who is occupying each room or suite, how many of each room
type (singles, doubles, triples, etc.) is needed, and any special
requests, such as non-smoking, handicapped, or early arrival and late
departure needs
SMERF - Market segment acronym for Social (churches, sport teams),
Military, Educational (students), Religious, Fraternal
Step-on Guide - A guide, usually free-lance, who boards a motorcoach
to give an informed overview of the city or attraction to be toured
Upgrade - A better accommodation or room size than the standard
available guest room, sometimes provided free of charge to VIP
guests based on availability
Walk-In A guest who arrives without a previous reservation; he may
have stopped in due to your curb appeal, message on your marquis,
or having been directed to you from another hotel or local business
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professionals
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Friday, 12-Mar-10 09:37:34 PST
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