CASE7 The Accra Beach Hotel: Block Booking of Capacity During a Peak Period
SHERYL E. KIMES, JOCHEN WIRTZ, AND CHRISTOPHER LOVELOCK
Cherita Howard, sales manager for the Accra Beach Hotel, a 141-room hotel on the
Caribbean island of Barbados, was debating what to do about a request from the West
Indies Cricket Board. The Board wanted to book a large block of rooms more than six months ahead during several of the hotel's busiest times and was asking for a discount. In return, it promised to promote the Accra Beach in all advertising materials and television broadcasts as the host hotel for the upcoming West Indies Cricket Series, an important
international sporting event.