Case Study of the Week: Special Rates for Groups

Nov 20, 2023

Food Marketing

You are to assume the role of the sales manager at Hotel Orchid, a 400-room full-service hotel. The general manager wants you to create a special group rate.

Hotel Orchid offers guests airport shuttle service, two swimming pools, three restaurants, a lobby lounge, spa, meeting rooms and several retail stores. The property is located in a busy city center. The rate per night is $249.

The general manager feels that Hotel Orchid would benefit by offering guests a special rate for group lodging. The general manager knows that large families often need multiple rooms as do guests staying for events such as bachelor/bachelorette parties, quinceaneras and reunions.

The general manager has asked you to create a special group room rate. The general manager wants you to determine the following:

  • Name of special rate
  • Minimum number of rooms needed for rate
  • Length of stay needed for rate
  • Any additional perks included
  • Rate per night


Randi Bibiano
Competitive Events Specialist

Randi Bibiano is DECA's competitive events specialist. In this role, she conceptualizes and authors role-play scenarios for the collegiate and high school division’s competitive events programs. She also manages DECA's online competitive events and serves as a liaison to volunteer efforts at DECA's educational conferences.

Discussion Questions

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Classroom Connection

Career CLuster:

Hospitality and Tourism

Instructional Area(s):


Performance Indicators:

Explain the nature and scope of the pricing function
Explain the concept of price in the hospitality and tourism industry
Explain considerations in hotel/lodging pricing
Identify factors influencing customer selection of lodging property for groups/events