An Evaluation of Strategies Used By Hotels to Boost Occupancy during Low Seasons: A Case of 3 Star Hotels in Athi- River and Kitengela

Abstract

This study sought to find out the strategies used by hotels to increase revenue during low seasons in Athi-river and their effectiveness. The objectives of this study were: to identify what strategies are used by hotels in low seasons, to explore how the hotels use the strategies to boost occupancy and revenue, and to establish the effectiveness of these strategies in increasing the hotel revenues. The study was a case of 3-star hotels in Athi-river and Kitengela, and used questionnaires to gather the data. A sample size of 16 managers working in the various hotels was selected, using random sampling and the response rate was 81.3%. Data was analysed using PASW(predictive analytical software) and microsoft office excel.The study findings were presented in form of tables, figures and descriptions and found out that there were a number of strategies used by 3-star hotels in Athi-river and Kitengela to increase revenue during low seasons. The most chosen strategies from the results were inventory control and packaging.As part of the findings, the study found out that the most effective strategy was packaging. The other most effective strategies were inventory control and overbooking. The study recommends that the managements of the hotels in Athi-river and Kitengela to be aware that there is low business between the months of January and March. Anyone going into this business should take note of this. It will help in making the right decisions. It further recommends that the most applicable strategies at these times to increase sales are packaging, inventory control and overbooking.