Pearson New International Edition International pcl tp indd 1

FRONT OFFICE : HUB OF THE HOTEL
community will be selected in about two weeks. Rooms can be sold to the convention
delegates at a much higher rate than that offered by the meeting planner.
Now what should the hotel’s management team say to the meeting planner? An
obvious tactic is to ask the meeting planner for a two-week delay in making a final
decision. If, the planner agrees, in two weeks the hotel team will better know what to
do. If the planner wants a more immediate response, the hotel’s decision becomes less
objective and more difficult. Regardless, however, PMS information maintained and
generated by the FOM provides the background information that is essential in mak-
ing these business decisions.