Hannah Turnbull manages Elegant Suites, a hotel in a small town 10 miles inland from Florida’s
beautiful gulf coast. Elegant Suites has a capacity of 320 suites and offers a small, but well
managed, conference center. Since opening, Elegant Suites has established a good reputation
among small and medium-sized business clients as a nice place to hold annual meetings and
Hannah currently is in a quandary regarding hotel bookings for the last weekend in February.
One of Elegant’s long
-standing clients, Piedmont Publishing, recently called Hannah about the
possibility of holding its annual three-day sales conference at the end of February. Piedmont
wants to reserve 75 rooms each day (= 225 total room days). Per its usual arrangement, Piedmont
would pay $120 per day per room and $5,000 per day for use of the convention center. Because
this is a bulk booking, the room rate is lower than the normal rate of $150 per day. Like all
clients, however, the Piedmont attendees would spend additional money at the hotel. Hannah
expects this miscellaneous expenditure to be $25 per person per day.
Shortly after receiving the call from Piedmont, Hannah received a call from Capelli Fashion
Designers. Capelli, a prospective first-time client, wants to hold its annual three-day fashion
event at Elegant Suites at the end of February. Capelli would book 225 suites per day (for a total
of 675 room days) and is willing to pay $120 per suite per day. Also, Capelli would be willing to
pay the normal daily rate of $5,000 for use of the convention center, although it wants Hannah to
construct a runway at a cost of $3,000. Hannah was ecstatic to receive the Capelli call until she
realized that the dates Capelli wants coincide with Piedmont’s annual sales meeting.
Trying to figure a way out, Hannah calls both Capelli and Piedmont to see if either party would
be willing to move its event to different dates. However, both Capelli and Piedmont are
committed to holding their respective events at the end of February. Next, Hannah looks at her
reservations chart to see if she can hold both events. She realizes that 60 suites already are
committed to other individual clients during that time. Hannah believes strongly that she must
honor these reservations.