Marriott®'s Sales and Marketing strategy generates strong brand preference and RevPAR premiums through four key differentiators:
The Strongest and Most Cost-Effective Distribution Systems
Marriott's proprietary global reservation system—MARSHA—powers our industry-leading distribution system and is fully integrated with Marriott's revenue management, eCommerce, customer loyalty and property management systems, as well as the Global Distribution Systems (GDS) used by travel agents and systems of e-Intermediaries. The first globally-integrated reservations system in the industry, MARSHA provides low costs per transaction, high contribution to occupancy and high revenues generated per call.
Strong Customer Knowledge and Relationships
Marriott's sales strategy aligns around the customer, providing streamlined sales for group, business transient, catering, and select service & extended stay customers. High-value customers are won with integrated sales and marketing efforts involving global and field sales teams, eCommerce initiatives, revenue management, reservations sales and customer care, and channel strategy and analysis.
Innovative Strategies and Programs
Marriott introduced revenue management to the lodging industry. Our proprietary and powerful One Yield revenue management system and related processes are responsible for a significant revenue lift in transient business. Leveraging emerging consumer technologies, Marriott uses viral marketing strategies and Web sites like YouTube and Facebook to reach new customers.
The Industry's Most Preferred Loyalty Program
The award-winning Marriott Rewards® hotel loyalty program provides the foundation for Marriott's customer relationship strategy. With more than 40 million members, Marriott Rewards enables the company to precisely target marketing efforts and messages, and capture and use customer information to predict future travel behavior and business potential.