Secrets to booking a hotel room

There is a common misconception amongst consumers that making a reservation on an internet booking website such as wotif.com or lastminute.com is the cheapest method of booking a room. Whilst the convenience to some people is obvious, smart hotels are often keener on guests booking directly with the hotel for a couple of reasons:

1.Websites charge a commission on every booking made.
2.Hotels do not receive your money immediately. Websites have accounts with hotels and therefore may not receive monies for up to 45 days. This affects the cash flow of the business.
3.Hotels miss out on valuable up-selling and add-on opportunities and showcasing the hotel and its services offered.

Make no mistake; hotels make phenomenal revenue from these websites. But they also miss out on potential income through having no liaison with the guest whatsoever prior to them arriving at the hotel.

In fact several large hotel chains employ a policy which states that their listed internet room rates on third party websites must not be cheaper than those room rates offered directly by the hotel. When guests call the hotel, not only will they be offered room rates which are cheaper than those advertised on the website but reservations staff then have the opportunity to obtain additional revenue by:

Up-selling - suiting a room to a guest’s particular needs which can only be found out by speaking with them, e.g. guests staying for their anniversary who might want a suite.

Add on selling - such as discounted breakfast, champagne on arrival or making dinner reservations on the guest’s behalf, often with a benefit such as a % saving on the bill or free bottle of wine.

So what are the benefits for guests calling hotels directly?

1. pay when you arrive by cash, EFTPOS, debit card or credit card – no prepayment required
2. room rates are often cheaper than those offered on-line as hotels are not paying commissions
3. discounted upgrades to deluxe rooms or suites may be received
4. discounts on food and beverage may be received, e.g. a bed and breakfast package may be merely the cost of a room only rate offered on-line
5. sometimes free add-ons may be received to entice you to book, e.g. sparkling wine on arrival (incidentally such add-ons are of minor cost)
6. testing the service levels offered by the hotel, by judging the quality of staff manning the telephones

"A trick is to check the internet, see what rates are being offered and then contact the hotel with this information at hand. Then, play hardball with the hotel. Let them know your interest in booking a room is genuine but you want the most for your money. In this competitive age, good reservations agents will entice you to stay and you will receive benefits and discounts not available on-line"