Title

The Attrition Condition: What Hotel Sales People Need To Know

Keywords

Attrition provisions; Group-business contracts; Hotel sales

Abstract

Attrition provisions in group-business contracts have become increasingly problematic for meeting planners in recent years because meeting participants and exhibitors increasingly seek their own accommodations outside room blocks, particularly when they find low-price rooms via Web sites. A 2002 survey of 143 meeting planners (primarily working with associations) found that most signed contracts containing attrition provisions for the largest meeting they held in 2001, but only one-third of those who came up short on room-block guarantees were billed for attrition. Many planners negotiated some form of settlement. Rather than have attrition continue to be a point of contention for hotels and meeting planners, a better approach might be for hotel sales managers and meeting planners to work together to formulate reasonable attrition policies. From the meeting planner's viewpoint, this would include receiving credit for the business that the meeting brings to the hotel, whether in the room block or through other sales channels. © 2004 Cornell University.

Publication Date

5-1-2004

Publication Title

Cornell Hotel and Restaurant Administration Quarterly

Volume

45

Issue

2

Number of Pages

158-169

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1177/0010880404263472

Socpus ID

2342438707 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/2342438707

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