little black book of sales 1
Section 2 of Hilton’s internal “Little Black Book of Sales” is a comprehensive glossary that defines the terminology, tools, teams, and performance metrics used across Hilton’s sales, distribution, and revenue‑management functions. It explains the roles of Global Distribution, Global Travel Partnerships, Hilton Worldwide Sales, and reservation support, describes rate structures (Group Rate, Locally Negotiated Rates, Net Rates, Preferred Rates, Run‑of‑the‑House), outlines technology platforms (Central Reservation System, Global Distribution Systems, Guest List Manager, Property Information Manager, MeetingBroker, OnQ Sales & Events), and details key performance indicators (Occupancy, RevPAR, GOP, Yield Index, Room Rate Index, STR Report). The section also covers revenue‑maximization tactics (Length‑of‑Stay Controls, Overbooking, Sell‑Through, Shelving) and Hilton’s corporate responsibility program “Travel with Purpose,” including the “Meet with Purpose” meeting offering. The purpose is to give hotel staff and franchisees a shared language and operational framework for managing inventory, pricing, partner relationships, and sustainable initiatives.
Topics
Global Distribution & Property Content
Defines the Global Distribution team’s role in representing hotels across Central Reservation Systems (CRS) and Global Distribution Systems (GDS), loading and maintaining rates, and ensuring accurate property information. Includes the Hotel Description Screen (HOD) that showcases amenities in GDS, the Property Information Manager (PIM) that centralizes brand‑site content, and Pseudo City Codes that restrict negotiated rates to specific agencies.
Global Distribution & Rate Loading (CRS & GDS)
The Global Distribution team loads negotiated rates into the Central Reservation System (CRS) and Global Distribution Systems (GDS), provides procedural assistance, and troubleshoots booking issues for travel agents and online channels. The GDS network (e.g., Apollo, SABRE) connects travel agents and online services to Hilton inventory, while the CRS serves as the hub for rate‑loading and inventory management.