Allotments & Contracting
The contract is where B2B value is won or lost - allotments, release periods, stop-sales, and rate structures define the economics.
compare_arrowsFixed Allotment vs. Free-Sale
Fixed Allotment
- •Guaranteed room block for the partner on defined dates
- •Partner commits to selling (and often paying for) the block
- •Hotel gains certainty; risk shifts to the partner
- •Best for tour-operator series and guaranteed group programs
Free-Sale
- •No blocked rooms; bookings confirmed on request subject to availability
- •Hotel keeps full control of inventory
- •Partner carries no commitment risk
- •Best for flexible wholesalers and low-risk market entry
Many deals are hybrids: allotments in guaranteed periods, free-sale elsewhere - matched to the partner's actual booking pattern.
gavelKey Contract Clauses
Allotment
Number of rooms guaranteed to the partner per day/period. Fixed allotments give certainty; free-sale gives flexibility.
Release Period
Deadline (e.g., 14/21/30 days out) when unsold allotted rooms automatically return to the hotel for resale.
Stop-Sale
The hotel's right to close discounted rates when availability tightens or during peak/compression dates.
Seasonal Rates
Net or negotiated rates structured by season so deep discounts only apply when demand is genuinely weak.
Payment & Credit
Defines prepayment terms, credit windows, invoicing, and currency - critical for wholesaler deals.
Audit & Compliance
Rights to verify how rates are distributed and remedies for misuse, unauthorized resale, or leakage.
checklistContracting Best Practices
Contract by Season, Not by Year
Split net rates across low, shoulder, and peak seasons so discounts track demand.
Start Small, Then Grow
Open with modest allotments and free-sale; expand only after pickup proves itself.
Protect Compression Dates
Blackout and stop-sale clauses keep discounted inventory out of high-demand windows.
Build in Review Points
Quarterly production reviews with rebid or termination rights keep deals honest.
Revenue manager's rule: every contracted discount should be exchangeable for something measurable - volume commitment, need-period pickup, or market access. Never discount by default.
translatePenjelasan dalam Bahasa Indonesiaexpand_more
Allotment dan contracting adalah tempat nilai B2B dimenangkan atau hilang, karena jumlah kamar terjamin, release period, stop-sale, dan struktur tarif menentukan ekonominya. Pilihan dasarnya adalah fixed allotment yang memberi kepastian atau free-sale yang lentur, dengan banyak kesepakatan bersifat hibrida. Klausul kontrak yang cermat melindungi pendapatan hotel.
- check_circleFixed allotment: blok kamar terjamin untuk mitra; kepastian bagi hotel, risiko bergeser ke mitra.
- check_circleFree-sale: tanpa blok kamar, konfirmasi sesuai ketersediaan; hotel mengendalikan inventaris sepenuhnya.
- check_circleRelease period: tenggat 14/21/30 hari saat kamar allotment yang tak terjual otomatis kembali ke hotel.
- check_circleStop-sale: hak hotel menutup tarif diskon saat ketersediaan menyempit atau pada tanggal kompresi.
- check_circleKontrak per musim, mulai kecil lalu tumbuh, lindungi tanggal kompresi, dan tetapkan review kuartalan.
- check_circleAturan revenue manager: setiap diskon ditukar dengan hal terukur - komitmen volume, pickup, atau akses pasar.
helpPertanyaan Umum (FAQ)
Apa perbedaan fixed allotment dan free-sale?
Fixed allotment menjamin blok kamar bagi mitra pada tanggal tertentu sehingga hotel memperoleh kepastian dan risiko bergeser ke mitra. Free-sale tidak memblokir kamar - pemesanan dikonfirmasi sesuai ketersediaan - sehingga hotel tetap mengendalikan inventaris dan mitra bebas risiko komitmen.
Apa fungsi release period dan stop-sale dalam kontrak?
Release period adalah tenggat, misalnya 14/21/30 hari sebelum tanggal menginap, ketika kamar allotment yang belum terjual otomatis kembali ke hotel untuk dijual kembali. Stop-sale memberi hotel hak menutup tarif diskon saat ketersediaan menyempit atau pada tanggal kompresi.
Apa praktik terbaik dalam kontrak B2B hotel?
Kontrak per musim agar diskon mengikuti permintaan, mulai dari allotment kecil atau free-sale lalu tumbuh setelah pickup terbukti, dan lindungi tanggal kompresi dengan klausul blackout. Tetapkan review kuartalan dengan hak rebid atau terminasi agar kesepakatan tetap sehat.
Bagaimana revenue manager seharusnya memberikan diskon kontraktual?
Setiap diskon harus ditukar dengan sesuatu yang terukur seperti komitmen volume, pickup di periode sepi, atau akses pasar baru. Jangan pernah memberi diskon secara default karena itu mengikis margin tanpa imbalan.