Hospitality Case Study
A hotel management company had a need to upgrade bandwidth. Working with the TBI partner for over 15 years, the management company approached him with an RFP for faster Internet at a better price.
In the hospitality industry, it is not unusual for a management company to handle operations for a number of different franchised properties. Just like McDonald’s has independent franchise owners for their restaurants, Marriott, Hilton and Holiday Inn have their own independent franchisees of hotels. These franchisees must comply with the franchisor’s guidelines and requirements and are subject to compliance audits at regular intervals. Franchisor requirements and customer satisfaction put a high priority on Internet speed and reliability. Not to mention, franchisor mandates require these properties to increase Internet speeds at regular intervals, making scalability another important factor.
Understanding these priorities, the TBI partner and TBI prepared quotes on the best Internet solutions within the given footprint. Several different Internet providers were chosen and contracts were signed with ACC, Comcast, Time Warner Cable and Windstream. Data packages were upgraded and cost per MBSP improved for 15 of the management company’s locations. The TBI partner signed just under $150,000 in MRC/month over 24-months for a total contract value of $3,600,000.
By providing valuable voice solutions, TBI’s agent partner established himself as a true technology advisor. When the need arose for an improved data package, the customer felt comfortable approaching him for counsel. This is a great example of a customer looking for a single-source technology advisor and convergence impacting even large industries like hospitality.