2009 Winner Profile

Marriott International

Project Description:
Marriotts Group Pricing Optimizer introduces a new way to book group rates at Marriott hotels by transitioning from a hotel-centric model with static target rates to a customer-centric model based on price elasticity and variable conditions. By integrating the GPO tool with sales, catering and reservations systems, sales representatives can generate a target rate automatically and then negotiate within a specified range. Since implementing the tool, hotels using GPO have increased revenue by an estimated 1.1 percent, equating to $46 million in profit in 2007.
Project type:
BI, Architecture
Business Functions:
Accounting & finance, Sales, Customer service/support
Business Goal:
Financial
CEO:
William J. Shaw, President & COO
Headquarters:
Bethesda, Md.
Industry:
Hospitality
Revenue (2008):
$13.0 billion
Website:
www.marriott.com
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