08Fall

ConnectingwiththeNor1eStandby®System

MerchandisingReferenceGuide

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MERCHANDISINGREFERENCEGUIDE

Theimportanceofprofessionalimagesandconcisedescriptionsthathighlightthedifferencebetweenwhathasalreadybeenpurchasedandwhatisbeingofferedcannotbeemphasizedenough.Thehotel’sinvestmentinthisprocesswilloptimizeconversionandgreatlyenhancerevenues.

ConciseofferswithdifferentiationConsiderthesetypicalfeaturesthatwillseparateoneroomfromanother.

§ Sizeofroom§ Viewfromroom§ Virtualroomtypes&combinations§ Uniquefeaturesincludedwithroom(ConciergeLevel,ExecutiveLounge)§ Specialroomamenities(kitchen,bar,Jacuzzi,largebathroom,balcony,flatscreenTV,grandpianoetc).§ Newlyrenovated

Nor1’sresearchhasdemonstratedthattheimpactofoneormoreofthesedifferentiators,coupledwithawell-thought-outdescription,willproducethegreatestresults.YourNor1representativeisamerchandisingexpertandcanhelpyouapplytheseprinciplestoyourinventory.

SampleforProductswithHIGHAdoption&HIGHFulfillment:1. Location/View/Features:Takeadvantageofuniquelocationsandavailablefeatures.

§ Benefit:theseancillaryproductscanbeawardedinconjunctionwithotheradd-ons&actualroomupgrades.

§ RetailPricescanbedefinedbyproperty(seeImplementation/AccountRevenueManagerforrecommendation).Recommendedrangesare30%-100%

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2. ExecutiveLoungeAccess:AllowsaccesstotheExecutiveLounge,andbenefitsassociatedwiththelounge,whennotoccupyinganExecutivelevelroom.§ AppliestoallhotelsthatcurrentlyoperateanExecutiveLounge§ OffershouldberestrictedtothedaysoftheweekthattheLoungeisopenandoperational§ Hotelswillneedtocompleteanalysistodeterminethatsellingadditionalaccessdoesnotcreate

customerserviceissuesorovercrowding§ RecommendedPricing:ShouldbepricedinrelationtothecostofpurchasingaNor1ExecutiveLevel

roomupgrade,i.e.IfanupgradetoanExecutiveLevelroomcosts$50,thecosttoonlypurchaseExecutiveLoungeaccessshouldbesomethingless($25)

3. EarlyArrivalOpportunity:Allowsaguesttorequestanearlycheck-inonscheduleddayofarrivalbetween8amandnoon.§ Pricing:$25Fixedchargenon-modifiabletobechargedasa1timefeeautopostedtoguestfolioas

EarlyArrivalOpportunity(RefertotheNor1EarlyArrivaldocumentsintheRevenueManagementLibrary)

§ Enhancementshavebeenrequestedtocaptureestimatedarrivaltimesandtoautomateemaildelivery

4. LateCheck-Out:Allowsgueststorequestalatecheck-outonscheduleddayofdeparturebetweennoonand5pm.§ Availability:Standardhotelproceduresapply§ RecommendedPricing:Chargeasa1timefeetobedeterminedbyhotelbasedonmarketconditions§ Manuallypostinyourhotel’sPMsystemunderLateCheckOut§ Offershouldbelimitedtonomorethantwotimeframes(i.e.“LateCheckout3pm”or“LateCheckout

6pm”)

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5. SpaServices:PropertieswithDaySpaswithinthehotel,orwithahotelaffiliationtoaspa,maycreatecustomoffersbasedonspecificneeds.§ RecommendedPricing:10%-25%discountoffretailpricingifofferisforaspecificserviceorbundle§ Offermayincludediscountforanyserviceortimeperiodtowhichyouwishtodrivebusiness(i.e.,$25

for$50offcouponforspecificspaservices,$30for$50offcoupononTuesdaysorWednesdaysforanyservice,$25for$50offcouponfrom2pm–4pmonweekdays,etc.)

§ Nomorethantwospaoffersavailablewithinanofferset,sopleaseidentifythegreatestopportunitiesbeforeloadingthemwithNor1.Operationalconsiderations(scheduling,confirming,offercutoffandleadtimes)tobedeterminedbythehotel

§ FollowexistingSPApostingprocedures

6. Golf:Hotelswithgolfcoursesonproperty,orwithahotelaffiliationtoagolfcourse,maycreatecustomoffersforgolfrelatedamenitiesorservices§ RecommendedPricing:10%-25%discountoffretailpricingCreateoffersthatcandrivebusinessinto

leastpopularteetimes(i.e2pm–4pmonweekdaysinPhoenixduringthesummer,orbuyoneroundatfullpriceandgetthesecondroundfora25%discount,etc.)

§ Nomorethantwogolfoffersavailablewithinanofferset,sopleaseidentifythegreatestopportunitiesbeforeloadingthemwithNor1

§ Operationalconsiderations:(scheduling,confirming,offercutoffandleadtimes)tobedeterminedbythehotel

§ ChargetoGolfClub

7. PoolSideCabanas/BeachChairRentals/WaterSportRentals§ AppliestoResort/Beachfrontpropertiesonly§ RecommendedPricing:10%-25%discountoffretailpricingperserviceorbundle§ Offersshouldbelimitedtomostpopularandavailableserviceswithamaximumof2offerswithinan

offerset,sopleaseidentifythegreatestopportunitiesbeforeloadingthemwithNor1

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§ Considerseasonalitywhenmakingtheseoffersavailable§ Followexistingpostingproceduresforappropriatedepartment§ Operationalconsiderations(scheduling,confirming,offercutoffandleadtimes)tobedeterminedbythe

hotel

8. ConnectingRoomRequest:Guestholdingareservationfor2roomswillbegiventheopportunitytorequest

connectingrooms.§ Thisoffershouldindicateavailableroomtypecombinationsi.e.double/doubleconnectstoa

double/double§ RecommendedPricing:AdailyincreaseinconfirmedADRbasedoncompetitiveanalysis

9. HealthClub:PropertieswithPremiumFitnessCenterstocreatecustomoffersforamenitiesorservicesofferedinconjunctionwithHealthClub§ RecommendedPricing:10%-25%discountoffretailpricingperserviceorbundle§ ChargetoHealthClub

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10. SecondRoom:Guestsholdingareservationfor3ormorepeople(1room)willbegiventheopportunitytorequestasecondroomforadiscount.§ Appliestoallhotels§ RecommendedPricing:25%-50%offrateconfirmedonoriginalreservation§ OffershouldtargetshouldernightsandneedDOW

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