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Case studies
Winning corporate clientele for a hotel group in the Benelux
Corporate account opening and creation of an encounter programme for a highly rated group little known to companies.
Client under discretion agreement
The challenge
Excellent online ratings and satisfactory leisure occupancy, but almost no share of corporate clientele — the most profitable and least seasonal segment.
Our intervention
The issue was not the product, it was access. Corporate accommodation decisions are made by travel managers and office managers — a population the group had never approached directly.
We built a small-group encounter programme hosted in the properties themselves: prescribers discovered the product by experiencing it, not by reading a brochure. Listing with major accounts followed.
Results
- Listing obtained with several major Belgian accounts
- Encounter programme renewed for a second year
- Corporate share up across the entire portfolio
- Prescriber network built and handed over to the group
