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Working Copy Friday Tot "Comparing Apples and Oranges: Which Group Yields the Best Profit?" Sunday Monday Tuesday Wednesday Thursday Rooms ADR Room Revenue Fraternity Business Transient business budget Revenue Rooms ADR Revenge Religious Group Room ADR Revenue Corporate Group Room ADR Revenue Total Hotel Performance Total Rev Religious Group Scenario ADR On REUPAR Total Hotel Performance Total Rev Corporate Group Scenario ADR Oce RAPAR Transient Loat, Religious (Roons) Transient Lost, Religious (5) Transient Lost, Corporate (Roqms) Transient Lost, Corporate (3) Additional Revenues Religious F&B Outlet Banquet/Catering Meeting Rooms & Equip Total Anal TROVPAR F&B Outlet Catering Corporate Total Action TRAVPAR Working Copy ing Apples and Oranges: Which Group Yields the Best Profit? Sunday Monday Tuesday Wednesday Thursday Friday Total . R 1000 Ausuma 10000 per day in Outlet Rever 1200 Acum 120000 per day Curve 1000 Aue 1000.00 per day in Meeting Room Renta for Toomance Jutlet aret/Catering Rooms & in Rev PAR Butlet ing Rome qui in New PAR Cast for Total Performance Case Study: "Comparing Apples and Oranges: Which Group Yields the Best Profit?" The Diamond Peak Hotel, one of 45 hotels in the Carter Fox management company was huling with Thursday afternoon as the hour of the daily neveho ng drowdon For the second year. Necher was proving to be a buyer with a large number of trust be filling upay claimed by a group Indeed, the staff was buy checking out a fraternity graduy alpeparing the - gymnasties leami this treating Several members of the sales staff were caperly anticipating the day's meeting excited about the good new they were ready to share with the revenue management team of the 5750 comentar el Both of the hotel's group sales managers, Tyrell Gloucester and Demetras Gleva scuried to pull the data they seeded to answer any questions that we come up coming the group be they were the verge of selling Both knew that though the business will be way, the sale would help puttede yearly sales ab and the one that came with the accomplishment of the pool A: 4:30 PM, there me management com-a McAdidlogesalmer Ellen Maruva, Graf ale the two group sales manager Prindra, sales manager for at Robing the reservation manager and Grace From the catering manager at the meeting room wity miles and a few weaty comments about the fraternity group that was cuently checking out of the best Bill quickly called the morting to ceder, sewing the actual performs of the latest five-day Ades briel cabou the currently, Billacked what new the commented Tyd Demetrius poke up in mind, parking along mang their co-workers as they the botted to death Tynell yielded the for and Demi bercoved a call this mong roma Rex, Michael Browse planning his denomination's annual minister's revival meeting and would like to hook at our hotel The would want..." looking for 400 room for a four-day period from Monday through Thunday in the fint work of taber. They When did you say the group wanted the hotel Tyecillinterrupted The first week of next October Monday through Thursday, Demetri checked with Rob maring so far the only group we have booked in the return of our frymity bodies who are checking out to They have 125 rooms booked at $130, higher than our budged ADR 5130 for that this aline hit of beeway "The Indemnity group is a pretty firm booking too." said Ellen was surprised to see that they called up reserving more rooms than they had contracted for. Fortunately, we had the extra room for then this year Tyrell slut Rahin a questing book how able to catchy somedy of the reports that all had funded out at the beginning of the meeting. He waarin het se pringsmik Demetrius continued. Other than a big dinner on the final night, the side will mostly was the hotel dining rooms and area restaurants for the food and beverapeseed. However they want to serve alle available meeting room for the week and will be purchasing teement breaks on each day. I pulled the group History from our state property in Minneapolis where they had the revival meetings for the past the year Rex Brown said they were looking for some bete warmer for next year's meeting in the hopes of finding permanent home for the annual meeting One of the men interesting aspects of the history is that they came occupy tend to pick up a lot of hulde dates in catty amals and late departures. Last year type post Toome on the previous Sunday night, asigle has typically belowance Sounds like a great piece of business.Elle sad. Whatrate did you quase the "They are slightly price-sensitive." Demetrius aid. "We ended up doing a mate aS109 for occupancy 599 for single occupancy. The shoulder dates would be sold at the cof109 whether they were or double y Four hundrat room you said aset Bill With the other group of 125.hdlave us for the prak bosimis days. Robis what is current ADR bolgt for October October is a peetty easy mouth to forecast." she swed. "We can cally fill 15 Se 135 "Wait a minute, interrupted Gree, who was booking slightly deflated before we discuss this alming any further. I think you need to hear when Tell is bringing to the table. Tynell did you say your po the list of October Tyrellsook a deep breath and began the pitch that he had quickly he ing since Demetrificaled the dates for his group unny, that's also talked to Rohin this morning shout a group ale porting ready to make. She didn't mention anything out the revival Robia strugged, "You maked whether we had anything hooked for that day I told you what we had hod. Dhe Weitere Geschieting my father. I think you wodowlul Tillig while Tyrell didae way you pop wat the floor Tyre tok deep breath and be the patter alcalybem teringin Demetrios realet the dites le prese Tunny, hoding opple l'eping way to make se desenho de Rahang. Yadwetter way that is all you what we had toked. Tapa call thing the temple ips.com. Their engineers work all and the rest of them. They are required to menda step meeting for the day that is in the South. He would like to hold the wp290 of the would purchase lunch and culties as the one day of count. On the final might, the apartment They say wo of the night with anspent they find wordenatrice will as menting the many of our me and I tried twice Baking a 350,000 wath of Good and get a being piked up contracted to recateledd we were any of the highet i Aal yes, Grace they want the Testy Thundey of the fakte waitians Wybiely can't both open the corporate grip am elish soak teay my beverage Bishowed to get the details for my tyd en Wely 12 that we again the details for our current Robin glanced det er fordel and fotodele them with the "Must be nice. Tymond Robiniered Tyrell and cool. The app have 135 136 of their twee theme of the best ting manly Wodnesday alleen on Monday and chew Wade Robinet review the owls why. My peugeom way that we cances 50 truc Snow Money Tuned Wat day, and on Thunday Thurra few fatmu wa place weet Most of these will 135. habe with wing these group we're pong to low Afgharap small will pay higher Tynell what will the people We were signe 13 Themen, die gewythrigoroup ally pest Tamil nilai Yes Dentis spele pe dry, wahaigly bowa pickup rate wed. When spended Bildendence was Mane sho.com wwwman who meless testing is in the ent. Measing mater turning the work thar Thank you Te Welt www what they become a decision agree with Grace, we can't hol group for the die Teil Dior you bude dicermine whether ither of the propery flawlechetings will one of them to me hawana the obhadai The Scer Cache Acation coming in the network we've alle contactform "All right, weil die pad odhodowe sking for a place to do to Grace with Tyrul and Demetriem pedand gradu Then give the wel ejected at bevak Siete account for the fact that the timpul cigarywill more in the holdning. Det at they dong the interpeland. The groupeln the impact in care Talcom for the fact that they're gone ce you've gated to bring there then by 10 AM and the way food and green cach will be www will played by a both place where that we Look at it and we can decide which would take 1 Friday Total 3 Room Revenue 9 B H "Comparing Apples and Oranges: Which Group Yields the Best Profit?" Sunday Monday Tuesday Vednesday Thursday Fraternity Business Rooms ADR Revenue Transient business budge Rooms ADR Revenue Religious Group Rooms ADR Revenue Corporate Group Rooms ADR Reveng Total Hotel Performance Total Rev Religious Group Scenario ADR Occ RevPAR -10 11 13 14 15 06 7 orking Copy F F G H Total Hotel Performance Total Roy Religious Group Scenario ADR Oce RevPAR Total Hotel Performance Total Rev Corporate Group Scenano ADR Oce RVPAR Transient Lost, Religious (Rooms) Transient Lost, Religious ($) Transient Lost, Corporate (Rooms) Transient Lost, Corporate (S) Additional Revenues Religious F&B Outlet Banquet/Catering Meeting Rooms & Equip Total Additional Rev TRevPAR FRR Out Calcutar C D F F G H 24 11 2 Transient Lost, Religious (5) Transient Lost. Corporate (Rooms) Transient Lost, Corporate() Additional Revenues Religious F&B Outlet Banquet / Catering Meeting Rooms & Equip Total Additional Rev TRevPAR Corporate F&B Outlet Catering Meeting Rooms & Equip Total Additional Rev TRevPAR - 5 -5 7 23 8000 Assume 8000.00 per day in Outlet Revenue 1200 Assume 1200.00 per day in Catering Revenue 1600 Assume 1600.00 per day in Meeting Room Rental ** Calculate for Total Performance ** ** Calculuate for Total Performance ** age-20F Hosp Sales x 9 e.omenna college.ca Case Study Apples Orangen X X Apples and Oranges Won The X + O File /home/chronos/u-2904e7cae1 107b3ee73709ecf96cb030ff2c1a/MyFdet/Downloads/Conew20Study 2020Apples:208 200range.2012)pat Case Study: "Comparing Apples and Oranges: Which Group Yields the Best Profit?" The Diamond Peak Hotel, one of 45 hotels in the Carter Fox management company, was bustling with business this Thursday afternoon as the hour of the daily revenue meeting drew closer. For the second straight year, November was proving to be a busy month with a large number of transient business guests filling up every room not already claimed by a group. Indeed, the staff was busy checking out a fraternity group today and preparing for the arrival of a gymnastics team this evening. Several members of the sales staff were eagerly anticipating the day's meeting, excited about the good news they were ready to share with the revenue management team of the 575-room convention hotel. Both of the hotel's group sales managers, Tyrell Glouchester and Demetrius Glava, scurried to pull together the data they needed to answer any questions that might come up concerning the group business they were on the verge of selling. Both knew that though the business was still 12 months away, the sale would help put them closer to their yearly sales goals and the bonuses that came with the accomplishment of those goals. At 4:30 P.M., the revenue management team Bill McAddlepot, general manager: Ellen Zurpava, director of sales: the two group sales managers; Paramendra Bhura, sales manager for transient sales; Robin Douglas, the reservations manager; and Grace Fritzman, the catering manager-gathered in the meeting room with friendly smiles and a few weary comments about the fraternity group that was currently checking out of the hotel. Bill quickly called the meeting to order, reviewing the actual performance of the latest five-day forecast. After a brief discussion about the current budget, Bill asked what new business the team had generated today. Tyrell and Demetrius spoke up in unison, sparking a laugh among their co-workers as they then both offered to defer to the other Tyrell yielded the floor and Demetrius bega "I received a call this morning from a Rev. Michael Brown. He's planning his denominationem ministar revivalmating and would like to book on hotell There 9 M 20F Sax Case Study - Apples & Orange centennialcola X Apples and Oranges Won the File /home/chronos/u-2904e7ce1 1076300737109cf964cbosoft2c1a/MyFiles/Downloads/Cases20study20 420Apples w203 200ranges 2012) pdt Tyrell yielded the floor and Demetrius began, "I received a call this morning from a Rev. Michael Brown. He's planning his denomination's annual minister's revival meeting and would like to book it at our hotel. They're looking for 400 rooms for a four-day period from Monday through Thursday in the first week of next October. They would also want..." "When did you say the group wanted the hotel?" Tyrell interrupted. "The first week of next October, Monday through Thursday," Demetrius said. "I checked with Robin this morning-so far the only group we have booked is the return of our fraternity buddies who are checking out today. They have 125 rooms booked at $130, higher than our budgeted group ADR of $120 for that month, which gives us a little bit of leeway." "The fraternity group is a pretty firm bookings, too," said Ellen. "I was surprised to see that they actually ended up reserving more rooms than they had contracted for. Fortunately, we had the extra rooms for them this year." Tyrell shot Robin a questioning look, but was unable to catch her eye as she seemed suddenly engrossed in one of the reports that Bill had handed out at the beginning of the meeting. He wasn't certain, but she seemed to be suppressing a smirk. Demetrius continued, "Other than a big dinner on the final night, the ministers will mostly use the hotel dining rooms and area restaurants for their food and beverage needs. However, they'll want to reserve all of our remaining available meeting rooms for the week and will be purchasing refreshment breaks on each day. I pulled their group history from our sister property in Minneapolis where they held their revival meetings for the past five years. Rev. Brown said they were looking for somewhere warmer for next year's meeting in the hopes of finding a permanent home for the annual meeting. "One of the more interesting aspects of their history is that they are 80 percent multiple occupancy and they tend to pick up a lot of shoulder dates in early arrivals and late departures. Last year they picked up 50 unrequested rooms on the previous Sunday night, a night that has typically been a slow one for us." "Sounds like a great nieceofhusiness Ellen said "Whatrate did vom anote them H20 Chudy ang X + X Arges worth el mome/chronou 20/110732704060facta/MyFiles/Download/Case Study 2020Apples 200 oranges2012) pdf "Sounds like a great piece of business," Ellen said. "What rate did you quote them?" "They are slightly price-sensitive," Demetrius said. "We ended up discussing a rate of S109 for double occupancy, $99 for single occupancy. The shoulder dates would be sold at the rate of $109 whether they were single or double occupancy" "Four hundred rooms, you said?" asked Bill. "With the other group of 125, that would leave us 75 rooms for the peak business days. Robin, what is our transient ADR budget for next October?" "October is a pretty casy month to forecast," she answered. "We can easily fill 150 rooms at the $135 rate. "Wait a minute, "interrupted Grace, who was looking slightly deflated. "Before we discuss this revival meeting any further, I think you need to hear what Tyrell is bringing to the table. Tyrell didn't you say your group was for the first of October Trollok dan breath and began the pitch that he had mickly ban wadisin since Damaris fit will Wait a minute, interrupted Grace, who was looking slightly deflated. "Before we discuss this revival meeting any further, I think you need to hear what Tyrell is bringing to the table. Tyrell, didn't you say your group was for the first of October?" Tyrell took a deep breath and began the pitch that he had quickly been revising since Demetrius first revealed the dates for his group. "Funny, that isn't it? I also talked to Robin this morning about a group sale I'm getting ready to make. She didn't mention anything about the revival." Robin shrugged, "You asked whether we had anything booked for that day, I told you what we had booked." "I also got a call this morning, but it was from Mr. Jonathan Snow, the meeting planner for Floopy.com. Their engineers work all around the country out of their homes. Twice a year, they are all required to attend a strategy meeting for three days that is held every spring in Canada, and every fall in the South. He would like to hold their next fall meeting at our hotel. He'd book 300 rooms and their history at our hotel in Canada shows that they pick up 290 of those rooms and would purchase lunch, dinner, and coffee breaks on each of the three days of the conference on the final night, they'd purchase a huge gourmet banquet. They'd also have three hospitality suites for two of the nights with an open bar. They have extensive audiovisual needs and would be purchasing staff services as well as renting the majority of our meeting room space. As a rough estimate, Grace and I determined that we might be looking at $50,000 worth of food and beverage revenue in catering sales alone. With 290 rooms being picked up and the current group of 125, that would leave us with 160 rooms for our transient guests--150 if none of the contracted rooms are canceled and we wouldn't have to displace any of the higher rated business. And yes, Grace, they want the Tuesday through Thursday of the first week in October "We obviously can't have both groups," Grace said. "It seems pretty obvious to me that the corporate group would be more profitable to us. I mean, the ministers probably won't even drink anything, which would destroy my beverage budget for the month." Bill's brow furrowed as he flipped to a new page on his notebook. "Let's get some of these details straight before we make any hasty decisions. We currently have 125 rooms sold for that week. Robin, tell me again the details for Aur current persatione that waal Bill's brow furrowed as he flipped to a new page on his notebook. "Let's get some of these details straight before we make any hasty decisions. We currently have 125 rooms sold for that week. Robin, tell me again the details for our current reservations that week." Robin glanced down at her forecast, already flipped open to the week under consideration. "Both Tyrell and Demetrius came to me today, so I've had the afternoon to review some of our forecasts and to update them with this month's historical data." "Must be nice, " Tyrell muttered. "You could have warned us." Robin ignored Tyrell and continued. "The Kappa Kappa Kappa fraternity has reserved 125 rooms at S130. Most of their activities take them out of the hotel, so they will be using two meeting rooms only on Wednesday afternoon. They arrive on Monday and check out on Wednesday." "Robin suggested I review my forecasts for that week," Paramendra spoke up. "Now I see why. My projections say that we can count on 50 transient rooms on Sunday, 80 on Monday, 150 on Tuesday and Wednesday, and 90 on Thursday. There are a few factors that would affect Friday, but an intelligent estimate would place us at 75 expected. Most of those will pay our rack rate of $135. I would be uncomfortable with accepting either of these groups - we're going to lower our ADR for those nights. Perhaps we should hold out for a smaller group that will pay a higher rate. "Tyrell, what rate will the corporate group accept?" asked Bill, "We were discussing a rate of $120 a night," Tyrell answered. "Demetrius, did the group history give you any indication about how many rooms the religious group would actually pick up?" Bill asked "Yes," Demetrius responded, "On the peak days, they picked up close to 350, with a slightly lower pick-up rate on the shoulder dates. In addition to the 50 rooms that they picked up as a Sunday check-in, they had about 20 rooms that stayed over on Friday night." Has anyone checked the Convention Bureau calendar to find out what is happening in town that weck Ellen "Has anyone checked the Convention Bureau calendar to find out what is happening in town that week?" Ellen asked. When no one responded, she turned to Bill. Till check on that this afternoon, I need to talk to Mrs. Tanster about a convention we're hosting here next month anyway. I can let you know by tomorrow morning what sort of demand we might be looking for in that week. As far as I know, there is nothing major happening that week that would affect our business." "Thank you, Ellen. We'll need to know what else is going on in the city before we can make a decision. I agree with Grace, we can't accept both groups for those dates. Tyrell, Demetrius, could you both determine whether either of these groups has any flexibility with the scheduling of their events? Perhaps we could get one of them to move their group a week forward or backward." "It would have to be backward," said Ellen. "We have the Soccer Coaches Association coming in the next week of these groups has any flexibility with the scheduling of their events? Perhaps we could get one of them to move their group a week forward or backward." "It would have to be backward," said Ellen. "We have the Soccer Coaches Association coming in the next week and we've already signed a contract for 350 rooms at $125 each." "All right, see if either group can move to the end of September. It does sound as though both groups are looking for a place to do return business with on an annual basis. It would be nice to capture both. Grace, meet with both Tyrell and Demetrius this afternoon to get the exact details of the food and beverage needs of both groups. Then give me the total projected food and beverage revenue for each group." "Be sure to account for the fact that the religious group has 80 percent multiple occupancy, which will mean more meals in the hotel dining rooms," Demetrius said. "Also, Rev. Brown mentioned that they were expanding their invitations to their European and Asian ministers this year. That might reduce the number of group shed and the international guests will probably come in earlier and stay later--helping us fill up on our shoulder dates." "I'll also account for the fact that they're going to take all of my meeting space and not buy as many banquet services," said Grace. "Once you've figured out an accurate projection, Grace, bring me the totals-1'd like to have them by 10 A.M. tomorrow," Bill said. "I also need the two of you to determine what the total non-food and beverage revenue for each group will be. Paramendra, we need to analyze how much transient business will be displaced by each group and how much that will cost us. Can you please calculate that for me? Once we've gathered this data, we'll take a look at it and we can decide at tomorrow's meeting which group we should take, if either." Working Copy Friday Tot "Comparing Apples and Oranges: Which Group Yields the Best Profit?" Sunday Monday Tuesday Wednesday Thursday Rooms ADR Room Revenue Fraternity Business Transient business budget Revenue Rooms ADR Revenge Religious Group Room ADR Revenue Corporate Group Room ADR Revenue Total Hotel Performance Total Rev Religious Group Scenario ADR On REUPAR Total Hotel Performance Total Rev Corporate Group Scenario ADR Oce RAPAR Transient Loat, Religious (Roons) Transient Lost, Religious (5) Transient Lost, Corporate (Roqms) Transient Lost, Corporate (3) Additional Revenues Religious F&B Outlet Banquet/Catering Meeting Rooms & Equip Total Anal TROVPAR F&B Outlet Catering Corporate Total Action TRAVPAR Working Copy ing Apples and Oranges: Which Group Yields the Best Profit? Sunday Monday Tuesday Wednesday Thursday Friday Total . R 1000 Ausuma 10000 per day in Outlet Rever 1200 Acum 120000 per day Curve 1000 Aue 1000.00 per day in Meeting Room Renta for Toomance Jutlet aret/Catering Rooms & in Rev PAR Butlet ing Rome qui in New PAR Cast for Total Performance Case Study: "Comparing Apples and Oranges: Which Group Yields the Best Profit?" The Diamond Peak Hotel, one of 45 hotels in the Carter Fox management company was huling with Thursday afternoon as the hour of the daily neveho ng drowdon For the second year. Necher was proving to be a buyer with a large number of trust be filling upay claimed by a group Indeed, the staff was buy checking out a fraternity graduy alpeparing the - gymnasties leami this treating Several members of the sales staff were caperly anticipating the day's meeting excited about the good new they were ready to share with the revenue management team of the 5750 comentar el Both of the hotel's group sales managers, Tyrell Gloucester and Demetras Gleva scuried to pull the data they seeded to answer any questions that we come up coming the group be they were the verge of selling Both knew that though the business will be way, the sale would help puttede yearly sales ab and the one that came with the accomplishment of the pool A: 4:30 PM, there me management com-a McAdidlogesalmer Ellen Maruva, Graf ale the two group sales manager Prindra, sales manager for at Robing the reservation manager and Grace From the catering manager at the meeting room wity miles and a few weaty comments about the fraternity group that was cuently checking out of the best Bill quickly called the morting to ceder, sewing the actual performs of the latest five-day Ades briel cabou the currently, Billacked what new the commented Tyd Demetrius poke up in mind, parking along mang their co-workers as they the botted to death Tynell yielded the for and Demi bercoved a call this mong roma Rex, Michael Browse planning his denomination's annual minister's revival meeting and would like to hook at our hotel The would want..." looking for 400 room for a four-day period from Monday through Thunday in the fint work of taber. They When did you say the group wanted the hotel Tyecillinterrupted The first week of next October Monday through Thursday, Demetri checked with Rob maring so far the only group we have booked in the return of our frymity bodies who are checking out to They have 125 rooms booked at $130, higher than our budged ADR 5130 for that this aline hit of beeway "The Indemnity group is a pretty firm booking too." said Ellen was surprised to see that they called up reserving more rooms than they had contracted for. Fortunately, we had the extra room for then this year Tyrell slut Rahin a questing book how able to catchy somedy of the reports that all had funded out at the beginning of the meeting. He waarin het se pringsmik Demetrius continued. Other than a big dinner on the final night, the side will mostly was the hotel dining rooms and area restaurants for the food and beverapeseed. However they want to serve alle available meeting room for the week and will be purchasing teement breaks on each day. I pulled the group History from our state property in Minneapolis where they had the revival meetings for the past the year Rex Brown said they were looking for some bete warmer for next year's meeting in the hopes of finding permanent home for the annual meeting One of the men interesting aspects of the history is that they came occupy tend to pick up a lot of hulde dates in catty amals and late departures. Last year type post Toome on the previous Sunday night, asigle has typically belowance Sounds like a great piece of business.Elle sad. Whatrate did you quase the "They are slightly price-sensitive." Demetrius aid. "We ended up doing a mate aS109 for occupancy 599 for single occupancy. The shoulder dates would be sold at the cof109 whether they were or double y Four hundrat room you said aset Bill With the other group of 125.hdlave us for the prak bosimis days. Robis what is current ADR bolgt for October October is a peetty easy mouth to forecast." she swed. "We can cally fill 15 Se 135 "Wait a minute, interrupted Gree, who was booking slightly deflated before we discuss this alming any further. I think you need to hear when Tell is bringing to the table. Tynell did you say your po the list of October Tyrellsook a deep breath and began the pitch that he had quickly he ing since Demetrificaled the dates for his group unny, that's also talked to Rohin this morning shout a group ale porting ready to make. She didn't mention anything out the revival Robia strugged, "You maked whether we had anything hooked for that day I told you what we had hod. Dhe Weitere Geschieting my father. I think you wodowlul Tillig while Tyrell didae way you pop wat the floor Tyre tok deep breath and be the patter alcalybem teringin Demetrios realet the dites le prese Tunny, hoding opple l'eping way to make se desenho de Rahang. Yadwetter way that is all you what we had toked. Tapa call thing the temple ips.com. Their engineers work all and the rest of them. They are required to menda step meeting for the day that is in the South. He would like to hold the wp290 of the would purchase lunch and culties as the one day of count. On the final might, the apartment They say wo of the night with anspent they find wordenatrice will as menting the many of our me and I tried twice Baking a 350,000 wath of Good and get a being piked up contracted to recateledd we were any of the highet i Aal yes, Grace they want the Testy Thundey of the fakte waitians Wybiely can't both open the corporate grip am elish soak teay my beverage Bishowed to get the details for my tyd en Wely 12 that we again the details for our current Robin glanced det er fordel and fotodele them with the "Must be nice. Tymond Robiniered Tyrell and cool. The app have 135 136 of their twee theme of the best ting manly Wodnesday alleen on Monday and chew Wade Robinet review the owls why. My peugeom way that we cances 50 truc Snow Money Tuned Wat day, and on Thunday Thurra few fatmu wa place weet Most of these will 135. habe with wing these group we're pong to low Afgharap small will pay higher Tynell what will the people We were signe 13 Themen, die gewythrigoroup ally pest Tamil nilai Yes Dentis spele pe dry, wahaigly bowa pickup rate wed. When spended Bildendence was Mane sho.com wwwman who meless testing is in the ent. Measing mater turning the work thar Thank you Te Welt www what they become a decision agree with Grace, we can't hol group for the die Teil Dior you bude dicermine whether ither of the propery flawlechetings will one of them to me hawana the obhadai The Scer Cache Acation coming in the network we've alle contactform "All right, weil die pad odhodowe sking for a place to do to Grace with Tyrul and Demetriem pedand gradu Then give the wel ejected at bevak Siete account for the fact that the timpul cigarywill more in the holdning. Det at they dong the interpeland. The groupeln the impact in care Talcom for the fact that they're gone ce you've gated to bring there then by 10 AM and the way food and green cach will be www will played by a both place where that we Look at it and we can decide which would take 1 Friday Total 3 Room Revenue 9 B H "Comparing Apples and Oranges: Which Group Yields the Best Profit?" Sunday Monday Tuesday Vednesday Thursday Fraternity Business Rooms ADR Revenue Transient business budge Rooms ADR Revenue Religious Group Rooms ADR Revenue Corporate Group Rooms ADR Reveng Total Hotel Performance Total Rev Religious Group Scenario ADR Occ RevPAR -10 11 13 14 15 06 7 orking Copy F F G H Total Hotel Performance Total Roy Religious Group Scenario ADR Oce RevPAR Total Hotel Performance Total Rev Corporate Group Scenano ADR Oce RVPAR Transient Lost, Religious (Rooms) Transient Lost, Religious ($) Transient Lost, Corporate (Rooms) Transient Lost, Corporate (S) Additional Revenues Religious F&B Outlet Banquet/Catering Meeting Rooms & Equip Total Additional Rev TRevPAR FRR Out Calcutar C D F F G H 24 11 2 Transient Lost, Religious (5) Transient Lost. Corporate (Rooms) Transient Lost, Corporate() Additional Revenues Religious F&B Outlet Banquet / Catering Meeting Rooms & Equip Total Additional Rev TRevPAR Corporate F&B Outlet Catering Meeting Rooms & Equip Total Additional Rev TRevPAR - 5 -5 7 23 8000 Assume 8000.00 per day in Outlet Revenue 1200 Assume 1200.00 per day in Catering Revenue 1600 Assume 1600.00 per day in Meeting Room Rental ** Calculate for Total Performance ** ** Calculuate for Total Performance ** age-20F Hosp Sales x 9 e.omenna college.ca Case Study Apples Orangen X X Apples and Oranges Won The X + O File /home/chronos/u-2904e7cae1 107b3ee73709ecf96cb030ff2c1a/MyFdet/Downloads/Conew20Study 2020Apples:208 200range.2012)pat Case Study: "Comparing Apples and Oranges: Which Group Yields the Best Profit?" The Diamond Peak Hotel, one of 45 hotels in the Carter Fox management company, was bustling with business this Thursday afternoon as the hour of the daily revenue meeting drew closer. For the second straight year, November was proving to be a busy month with a large number of transient business guests filling up every room not already claimed by a group. Indeed, the staff was busy checking out a fraternity group today and preparing for the arrival of a gymnastics team this evening. Several members of the sales staff were eagerly anticipating the day's meeting, excited about the good news they were ready to share with the revenue management team of the 575-room convention hotel. Both of the hotel's group sales managers, Tyrell Glouchester and Demetrius Glava, scurried to pull together the data they needed to answer any questions that might come up concerning the group business they were on the verge of selling. Both knew that though the business was still 12 months away, the sale would help put them closer to their yearly sales goals and the bonuses that came with the accomplishment of those goals. At 4:30 P.M., the revenue management team Bill McAddlepot, general manager: Ellen Zurpava, director of sales: the two group sales managers; Paramendra Bhura, sales manager for transient sales; Robin Douglas, the reservations manager; and Grace Fritzman, the catering manager-gathered in the meeting room with friendly smiles and a few weary comments about the fraternity group that was currently checking out of the hotel. Bill quickly called the meeting to order, reviewing the actual performance of the latest five-day forecast. After a brief discussion about the current budget, Bill asked what new business the team had generated today. Tyrell and Demetrius spoke up in unison, sparking a laugh among their co-workers as they then both offered to defer to the other Tyrell yielded the floor and Demetrius bega "I received a call this morning from a Rev. Michael Brown. He's planning his denominationem ministar revivalmating and would like to book on hotell There 9 M 20F Sax Case Study - Apples & Orange centennialcola X Apples and Oranges Won the File /home/chronos/u-2904e7ce1 1076300737109cf964cbosoft2c1a/MyFiles/Downloads/Cases20study20 420Apples w203 200ranges 2012) pdt Tyrell yielded the floor and Demetrius began, "I received a call this morning from a Rev. Michael Brown. He's planning his denomination's annual minister's revival meeting and would like to book it at our hotel. They're looking for 400 rooms for a four-day period from Monday through Thursday in the first week of next October. They would also want..." "When did you say the group wanted the hotel?" Tyrell interrupted. "The first week of next October, Monday through Thursday," Demetrius said. "I checked with Robin this morning-so far the only group we have booked is the return of our fraternity buddies who are checking out today. They have 125 rooms booked at $130, higher than our budgeted group ADR of $120 for that month, which gives us a little bit of leeway." "The fraternity group is a pretty firm bookings, too," said Ellen. "I was surprised to see that they actually ended up reserving more rooms than they had contracted for. Fortunately, we had the extra rooms for them this year." Tyrell shot Robin a questioning look, but was unable to catch her eye as she seemed suddenly engrossed in one of the reports that Bill had handed out at the beginning of the meeting. He wasn't certain, but she seemed to be suppressing a smirk. Demetrius continued, "Other than a big dinner on the final night, the ministers will mostly use the hotel dining rooms and area restaurants for their food and beverage needs. However, they'll want to reserve all of our remaining available meeting rooms for the week and will be purchasing refreshment breaks on each day. I pulled their group history from our sister property in Minneapolis where they held their revival meetings for the past five years. Rev. Brown said they were looking for somewhere warmer for next year's meeting in the hopes of finding a permanent home for the annual meeting. "One of the more interesting aspects of their history is that they are 80 percent multiple occupancy and they tend to pick up a lot of shoulder dates in early arrivals and late departures. Last year they picked up 50 unrequested rooms on the previous Sunday night, a night that has typically been a slow one for us." "Sounds like a great nieceofhusiness Ellen said "Whatrate did vom anote them H20 Chudy ang X + X Arges worth el mome/chronou 20/110732704060facta/MyFiles/Download/Case Study 2020Apples 200 oranges2012) pdf "Sounds like a great piece of business," Ellen said. "What rate did you quote them?" "They are slightly price-sensitive," Demetrius said. "We ended up discussing a rate of S109 for double occupancy, $99 for single occupancy. The shoulder dates would be sold at the rate of $109 whether they were single or double occupancy" "Four hundred rooms, you said?" asked Bill. "With the other group of 125, that would leave us 75 rooms for the peak business days. Robin, what is our transient ADR budget for next October?" "October is a pretty casy month to forecast," she answered. "We can easily fill 150 rooms at the $135 rate. "Wait a minute, "interrupted Grace, who was looking slightly deflated. "Before we discuss this revival meeting any further, I think you need to hear what Tyrell is bringing to the table. Tyrell didn't you say your group was for the first of October Trollok dan breath and began the pitch that he had mickly ban wadisin since Damaris fit will Wait a minute, interrupted Grace, who was looking slightly deflated. "Before we discuss this revival meeting any further, I think you need to hear what Tyrell is bringing to the table. Tyrell, didn't you say your group was for the first of October?" Tyrell took a deep breath and began the pitch that he had quickly been revising since Demetrius first revealed the dates for his group. "Funny, that isn't it? I also talked to Robin this morning about a group sale I'm getting ready to make. She didn't mention anything about the revival." Robin shrugged, "You asked whether we had anything booked for that day, I told you what we had booked." "I also got a call this morning, but it was from Mr. Jonathan Snow, the meeting planner for Floopy.com. Their engineers work all around the country out of their homes. Twice a year, they are all required to attend a strategy meeting for three days that is held every spring in Canada, and every fall in the South. He would like to hold their next fall meeting at our hotel. He'd book 300 rooms and their history at our hotel in Canada shows that they pick up 290 of those rooms and would purchase lunch, dinner, and coffee breaks on each of the three days of the conference on the final night, they'd purchase a huge gourmet banquet. They'd also have three hospitality suites for two of the nights with an open bar. They have extensive audiovisual needs and would be purchasing staff services as well as renting the majority of our meeting room space. As a rough estimate, Grace and I determined that we might be looking at $50,000 worth of food and beverage revenue in catering sales alone. With 290 rooms being picked up and the current group of 125, that would leave us with 160 rooms for our transient guests--150 if none of the contracted rooms are canceled and we wouldn't have to displace any of the higher rated business. And yes, Grace, they want the Tuesday through Thursday of the first week in October "We obviously can't have both groups," Grace said. "It seems pretty obvious to me that the corporate group would be more profitable to us. I mean, the ministers probably won't even drink anything, which would destroy my beverage budget for the month." Bill's brow furrowed as he flipped to a new page on his notebook. "Let's get some of these details straight before we make any hasty decisions. We currently have 125 rooms sold for that week. Robin, tell me again the details for Aur current persatione that waal Bill's brow furrowed as he flipped to a new page on his notebook. "Let's get some of these details straight before we make any hasty decisions. We currently have 125 rooms sold for that week. Robin, tell me again the details for our current reservations that week." Robin glanced down at her forecast, already flipped open to the week under consideration. "Both Tyrell and Demetrius came to me today, so I've had the afternoon to review some of our forecasts and to update them with this month's historical data." "Must be nice, " Tyrell muttered. "You could have warned us." Robin ignored Tyrell and continued. "The Kappa Kappa Kappa fraternity has reserved 125 rooms at S130. Most of their activities take them out of the hotel, so they will be using two meeting rooms only on Wednesday afternoon. They arrive on Monday and check out on Wednesday." "Robin suggested I review my forecasts for that week," Paramendra spoke up. "Now I see why. My projections say that we can count on 50 transient rooms on Sunday, 80 on Monday, 150 on Tuesday and Wednesday, and 90 on Thursday. There are a few factors that would affect Friday, but an intelligent estimate would place us at 75 expected. Most of those will pay our rack rate of $135. I would be uncomfortable with accepting either of these groups - we're going to lower our ADR for those nights. Perhaps we should hold out for a smaller group that will pay a higher rate. "Tyrell, what rate will the corporate group accept?" asked Bill, "We were discussing a rate of $120 a night," Tyrell answered. "Demetrius, did the group history give you any indication about how many rooms the religious group would actually pick up?" Bill asked "Yes," Demetrius responded, "On the peak days, they picked up close to 350, with a slightly lower pick-up rate on the shoulder dates. In addition to the 50 rooms that they picked up as a Sunday check-in, they had about 20 rooms that stayed over on Friday night." Has anyone checked the Convention Bureau calendar to find out what is happening in town that weck Ellen "Has anyone checked the Convention Bureau calendar to find out what is happening in town that week?" Ellen asked. When no one responded, she turned to Bill. Till check on that this afternoon, I need to talk to Mrs. Tanster about a convention we're hosting here next month anyway. I can let you know by tomorrow morning what sort of demand we might be looking for in that week. As far as I know, there is nothing major happening that week that would affect our business." "Thank you, Ellen. We'll need to know what else is going on in the city before we can make a decision. I agree with Grace, we can't accept both groups for those dates. Tyrell, Demetrius, could you both determine whether either of these groups has any flexibility with the scheduling of their events? Perhaps we could get one of them to move their group a week forward or backward." "It would have to be backward," said Ellen. "We have the Soccer Coaches Association coming in the next week of these groups has any flexibility with the scheduling of their events? Perhaps we could get one of them to move their group a week forward or backward." "It would have to be backward," said Ellen. "We have the Soccer Coaches Association coming in the next week and we've already signed a contract for 350 rooms at $125 each." "All right, see if either group can move to the end of September. It does sound as though both groups are looking for a place to do return business with on an annual basis. It would be nice to capture both. Grace, meet with both Tyrell and Demetrius this afternoon to get the exact details of the food and beverage needs of both groups. Then give me the total projected food and beverage revenue for each group." "Be sure to account for the fact that the religious group has 80 percent multiple occupancy, which will mean more meals in the hotel dining rooms," Demetrius said. "Also, Rev. Brown mentioned that they were expanding their invitations to their European and Asian ministers this year. That might reduce the number of group shed and the international guests will probably come in earlier and stay later--helping us fill up on our shoulder dates." "I'll also account for the fact that they're going to take all of my meeting space and not buy as many banquet services," said Grace. "Once you've figured out an accurate projection, Grace, bring me the totals-1'd like to have them by 10 A.M. tomorrow," Bill said. "I also need the two of you to determine what the total non-food and beverage revenue for each group will be. Paramendra, we need to analyze how much transient business will be displaced by each group and how much that will cost us. Can you please calculate that for me? Once we've gathered this data, we'll take a look at it and we can decide at tomorrow's meeting which group we should take, if either