Pearson New International Edition International pcl tp indd 1

Discussion Questions:
1. Assume that you are an FOM and are analyzing the most recent copy of the
STR’s monthly STAR report. You note that your occupancy rate is lower than the
area average for the past three months. How can you use this information to
make room forecasts and pricing decisions? What would you do with the
knowledge that your hotel’s booking performance is less than that of other
hotels in the area?
2. How would your response to the previous question be different if your occupancy
rates were lower (and decreasing) than rates of your property’s competitive set?
3. What factors would influence the cutoff date for a group that is negotiating a
contract for a meeting at your property?
4. What types of information about group histories would you normally expect
to obtain from a group and from another hotel in your chain that has hosted
the group?