Pearson New International Edition International pcl tp indd 1

FRONT OFFICE SEMANTICS
Rate (seasonal):
Increase or decrease in rack rate based on the dates when the room is rented. For
example, a beachfront hotel may have a seasonal rate offered in the summer with a lower “winter” rate
offered in the off-season.
In some cases, revenue managers create special event rates. Sometimes referred
to as super or premium rack, these rates are used when a hotel is confident of very high
demand levels.
FRONT OFFICE SEMANTICS
Rate (special event):
Temporary increase in rack rate based on a specific event such as a concert,
sporting event, or holiday. Sometimes known as 
super or premium rack. Examples are rates for rooms
during New Year’s Eve in Manhattan and during Super Bowl weekend in the host city.
REVENUE MANAGEMENT
A hotel room with luxurious amenities typically sells at a higher rate than a room without
amenities.
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Earlier in this chapter, you saw how hotels create negotiated rates for selected
guests. In most cases, the negotiated rates also vary by room type. In addition to rack
and negotiated rates, hotels typically offer corporate rates, government rates, and