Know what to sell

The properties in East Africa deliver the City Lodge experience – with an added East African flavour. City Lodge Two Rivers, for example, is staffed by a group of highly articulate and efficient local Kenyans, a number of whom have been involved in the property since the construction

phase. Miriam Obegi, gm, told TNW: “We were here in our work-boots and hard hats. Reservations staff, front of house, management, cleaning staff – all helping with construction. Having been here since that early, we really feel a sense of ownership of the property.” The Town Lodge, Upper

Hill in Nairobi is adjacent to the Fairview by City Lodge. Guests at the Town Lodge, while it is marketed as a budget brand, have access to all the facilities at the adjoining four-star Fairview by City Lodge. This includes conferencing facilities, four restaurants, a pool and a wine bar. The challenge raised by agents and travel buyers on the fam trip, on seeing both properties, lies with grading. While City Lodge itself does not use grading as a marketing tool, travel policies for corporates continue to rely on star-grading as a means of determining where corporates stay. Jenny Kopsch, gm of travel at Dimension Data, said were she to suggest to corporates at Dimension Data that they stay in a Town Lodge, the lower grading of the Town Lodge

brand would put them off. “When you get here and you see it, it is actually a great property. If I suggested staying in a two-star property to my corporate travellers they would not do it, but this is far more than two stars, especially with the added facilities of the Fairview by City Lodge next door.” This feeling was echoed

by a number of people on the trip who said the Town Lodge in Nairobi far exceeded their expectations, and that, having seen it themselves, they were prepared to back the brand when booking for clients.