It is contract time again and wholesalers are asking for 2010 rates and bigger allotments.  Times are tough and I am sure many Hotels have noticed some wholesalers are getting more demanding.  Who holds the power.  The Hotel or the Wholesaler?   I always believe in 2 way partnerships.  It is good for you and me.

Before you sign any deal with a Wholesaler check.

Did they produce this year.

Did they produce mostly on dates you did not need them.  U2 concerts etc.

If they are looking for a bigger allocation, did they fill their existing allocations.  If no, maybe they are really looking for is more rooms to sell on key dates you dont need them.

If you give them lower rates you will be tied into a contract for a year. Maybe give them longer stay special offers.   If these offers do not work  produce ask them why.  They maybe the problem and not you.  When I have been in this situation I alway say Wholesaler X produced this at the same rates you have.  Why cant you?

Ask them what can you do for me.  If you feel you have to give them lower rates for 2010 try asking for a trial period to see if they produce.

We are in scary times for Hotels but remember they need you as much as you need them and if some dont produce do you need them? If you have to sell your soul make sure if is for a return.  Don’t sell your soul for nothing in return.