Voyager Inn International (Bethesda), the negotiation of a framework agreement with Tour America, is an international tour operator for hotel rooms during the tourist season 1995. Issues under consideration include the number of rooms during peak periods, mid-and off-periods; room, breakfast prices and the cost of fringe benefits. The hotel manager is based on several criteria, including adjusted daily rates, utilization, and evaluate food and beverage profitability. To facilitate compromises amo … Read more »

Voyager Inn International (Bethesda), the negotiation of a framework agreement with Tour America, is an international tour operator for hotel rooms during the tourist season 1995. Issues under consideration include the number of rooms during peak periods, mid-and off-periods; room, breakfast prices and the cost of fringe benefits. The hotel manager is based on several criteria, including adjusted daily rates, utilization, and evaluate food and beverage profitability. To facilitate trade-offs between the various criteria, the manager articulates a utility schema. This case is a role-playing exercise, and is used in conjunction with “Tour America” ​​(UV0679). Reporting forms for the evaluation of alternative contracts are provided with each.
This is a Darden case study.
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Dana Clyman
Source: Darden School of Business
10 pages.
Publication Date: Nov 11, 1994. Prod #: UV0357-PDF-ENG
Voyager Inn International HBR case solution