Corporate rates are negotiated company rates: businesses receive a fixed room price or discount for their travellers — the hotel gains plannable, recurring volume on exactly the days that are otherwise weak (Monday to Thursday). Negotiated properly, the corporate rate is not a discount but a trade: price concession in exchange for volume, direct bookings without OTA commission and low-season fill.
Enter the terms — the net comparison with an OTA booking appears instantly.
As long as the corporate discount stays below the OTA commission, you earn MORE on every corporate night than on the portal booking — and the room nights arrive on weekdays, where they are missing. Above the commission the real concession begins: then the committed volume must justify it.
| Building block | Practice |
|---|---|
| Find target clients | Who already books individually? Filter PMS data for company e-mails; add business parks, clinics, contractor crews and consultancies nearby. |
| Tiers instead of one discount | E.g. 10% from 50, 15% from 100, 20% from 200 room nights/year — with an annual review instead of automatic renewal. |
| Define the terms | Availability (last room vs. allotment), cancellation until 6 pm, invoicing, breakfast included yes/no — written, one page, clear. |
| Direct booking path | Corporate code in the booking engine or a named contact — the rate must never run through OTAs (commission on top of discount = double loss). |
| Track the volume | Compare room nights per company against the commitment quarterly — whoever delivers keeps the rate; whoever doesn't moves down a tier. |
Rule of thumb from ~30–50 room nights per year — below that an informal regulars' benefit suffices. The tier matters more than the threshold: small commitments get small discounts.
Usually 10–20% off the flexible daily rate, depending on volume and seasonal spread. Mnemonic: up to the level of the OTA commission, the "discount" is free for you — above it, the volume must justify it.
Only to top partners with real volume — LRA means the company gets even the last room at the corporate rate when you could sell it higher. For most agreements, availability "by allotment/occupancy" with blackout dates suffices.
With what's there: approach existing individual bookers (the company is on the invoice), a one-page corporate offer as PDF, targeted visits to the business park, LinkedIn contact with office managers. Ten right companies fill a weekday calendar.