VOYAGER INN INTERNATIONAL
Lionel Jackson, general manager of the Voyager indian lodge (Bethesda) hotel, was preparing for an
upcoming dialogue with Karen Shepard, his contact at TourAmerica. Jackson was looking
forward to these negotiations, as he expected to raise prices and thereby increase the profitability of
the TourAmerica account. live class, he had agreed to hold prices at the previous years levels, but
only because he anticipated that extensive renovations and better service levels would soon
justify a significant increase in prices. At this point, not only were renovations complete, but
TourAmericas own surveys indicated that Voyager assigns service levels had improved substantially.
The pending negotiations were particularly of import to Jackson. TourAmerica was a
prominent customer whose overly favorable contract not only reduced Voyager Inns average daily
agency rate, but also adversely affected food and deglutition profitability. While Jackson anticipated
that Shepard would agree to some procession in contract terms, he was also aware that she was a
tough negotiator. In order to reach the overall profitability targets set for him by corporate, Jackson
knew that he would have to achieve a significant improvement over last years TourAmerica
contract.
Voyager Inn International
Voyager Inn International was a hotel chain with 328 properties in 15 countries.
Domestically, it had 288 properties in 46 states. The Voyager Inn (Bethesda) property was located
in Bethesda, Maryland, a rubber eraser upscale suburb just outside Interstate 495, the beltway circling
Washington, D.C. The hotel was conveniently located near the growing number of businesses
concentrated in the northern Washington area, the National Institutes of Health (NIH), and other
government agencies, as well as the nations capital.
A major(ip) $2.4-million renovation of the hotels twin towers had just been completed. The
lobbies had been redecorated, meeting and knob rooms added,...If you want to get a full essay, order it on our website: Orderessay
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