Group rates: turn your inn into a destination for events and group travel.

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Independent inns and boutique hotels in the United States have a great opportunity for growth: group bookings. Whether for corporate retreats, sports teams, wedding parties, or family reunions, this type of booking brings predictability, guaranteed occupancy, and more attractive margins. Hospitality industry data shows that working with groups can reduce acquisition costs per room and consistently increase revenue.

But to take advantage of this potential, you need to go beyond block discounts. You need a clear strategy, well-defined processes, and an operation prepared to deliver value to the group and profitability to the hotel.

With this in mind, the Erbon Blog has put together five practical strategies to help you transform your property into a more attractive and profitable destination for groups.

1. Identify the ideal group profile for your hotel

Before creating special rates, understand which groups best fit your business:

Corporate retreats or team building events, which seek privacy, meeting rooms, and on-site dining.

Wedding parties or family reunions, which need multiple rooms and common areas.

Sports teams or travel clubs, which value simple logistics and competitive rates.

These segments vary depending on location, structure, and time of year. According to market reports, hotels that prioritize corporate reservations or events have seen RevPAR growth of up to +7% in this segment. (Source: hotelogix.com)

2. Create packages and tiered rates for groups

Group rates should not just be a generic discount. Structure rate tiers according to the number of rooms or nights booked:

5–10 rooms: rate “X” with basic benefits.

11–20 rooms: rate “Y” + additional benefit (e.g., early check-in, complimentary breakfast).

More than 20 rooms: personalized proposal with extras (e.g., use of meeting room, local transportation, welcome kit).

These ranges help clarify the sales process and increase opportunities for upselling food, beverages, and additional services.

3. Simplify the group booking process

In the US, many group organizers give up when the booking process is complicated or time-consuming. A study shows that hotels that respond to RFPs (Requests for Proposal) within 24 hours are much more likely to close the deal. (Source: Revfine.com)

Implement:

A dedicated channel for groups on the website (specific form or button).

Visible packages and rates for groups (“Group bookings,” “Corporate events,” “Wedding blocks”).

Direct communication and quick follow-up with the organizer.

4. Prepare your operation to serve groups with excellence

Serving groups requires a coordinated operation:

Advance room blocking and availability control.

Organization of rooming lists, group check-in, and flexible schedules.

Planning of meals, transportation, activities, and personalized coordination.

Hotels that use integrated management systems (PMS) report fewer failures between departments and greater operational efficiency.

5. Evaluate results beyond the average daily rate

When a group books 10 or more rooms, the value goes beyond accommodation. Analyze TRevPAR (Total Revenue per Available Room), which includes food, events, transportation, and extra services.

In addition:

Track the return rate of groups (repeat business).

Monitor which segments generate the most upsells.

Compare the cost of acquisition with the total value generated.

Transform your group operations with Erbon PMS.

With the Erbon system, your inn or boutique hotel will be ready to operate efficiently in the group segment: room blocks, special rates, rooming lists, integrated communication between departments, and real-time performance reports.

👉 Schedule a free demo and discover how Erbon can help your business grow with the group market.