(Retroactive volume-based discount or bonus)
👉 A smart incentive that rewards sales performance.
📊 What is a Sales Rappel?
In the hotel industry (and in business more broadly), a sales rappel is a retroactive discount or bonus granted when a client (such as an agency, company, or tour operator) reaches a specific sales volume during an agreed period.
Rappels can be fixed amounts or percentage-based, and are usually structured in tiers: the more you sell, the higher the reward.
🧮 How does it work?
It’s typically defined in a commercial agreement. For example:
| Annual revenue generated | Rappel % |
| Up to €50,000 | 0 % |
| €50,001 – €100,000 | 2 % |
| Over €100,000 | 5 % |
→ If an agency generates €120,000 in bookings, the hotel grants a 5 % rappel, equalling €6,000.
✅ Why is it important?
- Builds loyalty among corporate clients and distribution partners.
- Encourages them to push more bookings toward your hotel.
- Helps forecast revenue and maintain long-term partnerships.
- It’s a powerful negotiation tool in corporate, MICE, and B2B deals.
📘 Practical example
A hotel signs a deal with a company expecting at least €80,000 in annual bookings.
→ If the company reaches €85,000, and the agreed rappel is 3 % beyond €80,000,
→ The hotel applies a €2,550 rebate, either as a refund or future credit.
🔍 How is it different from a direct discount?
- A direct discount is applied upfront.
- A rappel is calculated after the sales threshold is met.
→ It’s a reward, not a pre-emptive price cut.
