Hoteliers Aim for the Right Rates in Negotiating 2023 Corporate Accounts

Though visibility overall has increased, U.S. hoteliers negotiating corporate accounts for 2023 are seeking the right balance of rates and services.

This is one of the toughest years in handling requests for proposals, said Jennifer Driscoll, vice president of revenue management at McNeill Hotel Company.

“We’ve got to get the pricing right, because if we don’t get the pricing right at our hotels, then we’re not going to have the desired [general operating profits] and [net operating profits] to flow to the bottom line,” she said.

Even as revenues go up, so do the operational costs, and there are expectations from hotel owners that the hotels will maintain those profit levels, Driscoll said. That means it has to be in both the top end as well as in the middle with expenses.

“We’re certainly trying to do our job in the top end and to impact the middle part where the expenses are so that it flows properly,” she said.