RATES MANAGEMENT
Atana Hotels employs a dynamic pricing structure to maintain a competitive edge within the hospitality market and effectively respond to fluctuations in demand. All room rates are derived from a tiered pricing structure. The value proposition is central to our pricing strategy, ensuring that rates reflect both the quality of our offerings and the competitive landscape.
Our pricing strategy is designed to optimize revenue per available room by employing strategic price adjustments based on market demand. This includes applying surcharges during periods of high demand and offering discounts without compromising negotiated and wholesale accounts.
RATES MANAGEMENT
Best Available Rate (BAR)
The BAR, which is publicly bookable, must never be lower than negotiated or wholesale rates. The applicable BAR is determined by forecasted occupancy or recommended hurdles set by the Revenue Management System or Team. It is recommended to have five to ten BAR tiers, all of which must be approved by the group director of sales and marketing and the respective property managers.
Discounted Rates
All discounted rates require approval from the group director of sales and marketing, regardless of whether they are part of brand promotions.
Corporate Negotiated Rates
Corporate negotiated rates must also receive approval from the group director of sales and marketing. The minimum revenue threshold over a 12-month period will determine eligibility for these rates.
Accounts failing to meet 50% of the revenue target within the first six months will be flagged for review by the revenue manager, assistant revenue manager or sales manager.
Wholesale Negotiated Rates
Wholesale rates require the same approval process as corporate rates, focusing on achieving a minimum number of room nights within a 12-month.
Underperforming accounts will be similarly reviewed.
Package Rates
The group sales and marketing director must approve all package rates, whether they are part of brand promotions or not.
Crew and Layover Rates
These should be contracted for a 12-month period and approved by the group director of sales and marketing.
House Use and Complimentary Rooms
These require approval from the group general manager.
Group Rates
Group rates must be approved by the property revenue manager, assistant revenue manager or revenue team. Group leads must always be quoted a rate unless the hotel is fully booked. The reservations team will treat bookings of ten rooms or fewer (with or without function space) as individual reservations.
Lowest Internet Rate Guarantee
Atana Hotels guarantees that every property reservation made through the Atana Hotels Group website will offer the lowest publicly available rate at the time of booking. If a guest finds a lower rate on another website for the same property within 24 hours of booking, Atana Hotels will honor the lower rate for the duration of that stay. Additionally, a further 10% discount will be applied to the rate. The lower rate must be publicly available and bookable at the time of verification.
Terms and conditions apply, as detailed below.
Terms and Conditions
The competing rate must be for the same number of guests.
Booking must be made through the Best Available Rate search on any global Atana Hotels website.
Guests must have a confirmed reservation with a confirmation number.
The guarantee does not apply to websites or rates where the hotel brand and specific property is not disclosed until after booking.
The guarantee excludes rates that package travel, entertainment, hotel stays, and/or food components, such as airfare and hotel, hotel and car rental, or similar packages.
Negotiated rates with corporations or travel agencies are not eligible; only publicly available rates apply.