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
Copyright Status
Unknown
Socpus ID
2342438707 (Scopus)
Source API URL
https://api.elsevier.com/content/abstract/scopus_id/2342438707
STARS Citation
Breiter, Deborah; Vannucci, Cynthia; Kline, Sheryl; and Gregory, Susan, "The Attrition Condition: What Hotel Sales People Need To Know" (2004). Scopus Export 2000s. 5206.
https://stars.library.ucf.edu/scopus2000/5206