Stash has become our competitive weapon. During negotiations we offered Stash points as a signing bonus which clinched the deal.

John Murray 
Director of Sales
Caribe Royale

Hotel

Located on 53 lush acres in Orlando, FL, the Caribe Royale is a spacious all-suite resort with 1,338 rooms and 150,000 square feet of expansive, state-of-the-art meeting and event space.

Background

Although Caribe Royale benefits from an on-site convention center, the sales team found that when pitted against a recession, a growing deluxe market segment and a powerful network of chain properties, winning new accounts was not an easy task.

Solution

In order to fight back, the Caribe Royale created a structured incentive program that allowed the sales team to offer Stash points to meeting planners based on expected room nights and F&B spend.

Impact

Since 2013, the year-over-year growth of group bookings that were landed as a result of offering points to the decision makers has steadily risen from 5% to 55% (as of Q2 2016).  During that span, The Caribe Royale saw 130X ROI on the cost of points used to win group and meeting business, which equates to a .75% cost of sales.

 

The impact

Year: % of group business
2013: 5%
2014: 9%
2015: 37%
2016 (Q1, Q2): 55% 
130X
ROI

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