CHOICE HOTELS

Changing minds in managed travel with a brand that means business.

What we did

The challenge

Choice Hotels is known for its robust portfolio of hotel brands that range from economy to upscale and boutique. They also offer all kinds of excellent options geared specifically for on-the-go business travelers.

But for corporate travel managers (the professionals who oversee travel partnerships for Fortune 1000 companies), Choice Hotels was perceived more as “family vacation” than “business accommodation.”

We needed to create awareness of Choice as a viable business option among corporate travel managers and get into their top three consideration set.

The insight

Research with both business travelers and corporate travel managers revealed a perception versus reality situation; they were unaware of all the business amenities Choice had to offer.

We needed a campaign with compelling proof points to change perceptions and drive mid-week room bookings (when business travel tends to occur).

The solution? A fully-integrated lifecycle marketing initiative, supported through Pardot and Salesforce, designed to help Choice grow market share with existing customers and break through its image barriers with the larger business audience all at the same time.

The outcome

We created a content marketing campaign for all parts of the buyer journey that helped to begin to change perceptions of Choice, as a viable option for business travel, within the first 18 months.

These campaigns were tightly integrated into the Choice sales process so that converted leads and high-value content engagements were sent immediately to sales for follow-up.

CHOICE HOTELS

What we did

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