|dc.description.abstract||This study studied the effect of economic change on the hotel industry between 2008 and
2010 and profiled possible economic recovery markers for 2011.
The literature review covered the elements that have changed in the travel market
profiling how the consumer in all segments reacted to the downturn. Business travelers
cancelled movements, cut budgets or truncated the length of trips while leisure travelers chose to
not travel or limit movements. At the same time hotels saw an increase of room supply in the
United States as room rates fell. It then became the responsibility of the hotel sales department
to find way to recover lost revenue even as they were directly affected by the change in market
and performance expectations by ownership. Budgeting, time, staffing and morale became key
elements to understand how a sales staff responds and how they could use “Best Practices” to
discover alternative revenue streams.
The study profiled three best practices learned based on the research. They were Best
Practices to overcome decreased overall hotel service operation levels, to Overcome Decreased
Marketing Dollars and to Overcome the lack of individual and group Sales Manager Support.||en_US