The Accra Beach Hotel Case
The sales manager for a Caribbean hotel wonders whether to accept a large block booking at a discount rate from a group participating in an international sporting events. The Accra Beach Hotel is 141-bedroom Hotel on the Caribbean Island Barbados. It is optimally located directly on the beach in a tropical environment, offering rooms with panoramic views, a large swimming pool, gardens, a fully equipped gym, restaurants, bars, big banquet and conference facilities and easy access to the closely located Golf Club. All the rooms in the Hotel are on a very high standard, including TV, Air-conditioning balconies and fully equipped bathrooms in all the rooms. The hotel was originally meant to be resort destination for individual travellers and was also working closely together with tour operators. Tourists were mainly from Britain and Canada.
Do the promised publicity benefits justify the risk of turning away guests for higher paying segments?
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