Mr. Withiam

Glenn Withiam

Executive Edtor

Cornell Hospitality Quarterly, Cornell University

Glenn Withiam is a graduate of Cornell University, and is executive editor of the Cornell Hospitality Quarterly (CQ) as well as director of publications for the Cornell Center for Hospitality Research (CHR).

In addition to producing the CQ and numerous reports, Mr. Withiam has edited books on hotel management contracts, internal control, hospitality training, quality service, and the forthcoming Cornell School of Hotel Administration on Hospitality: Cutting Edge Thinking and Practice, published by John Wiley and Sons.

Mr. Withiam can be contacted at 607-255-3025 or grw4@cornell.edu

Coming Up In The June Online Hotel Business Review




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Feature Focus
Sales & Marketing: Who Owns the Guest?
Hotels and OTAs are, by necessity, joined at the hip and locked in a symbiotic relationship that is uneasy at best. Hotels require the marketing presence that OTAs offer and of course, OTAs guest’s email when it sends guest information to a hotel, effectively allowing OTAs to maintain “ownership” of the guest. Without ready access to guest need hotel product to offer their online customers. But recently, several OTAs have decided to no longer share a data, hotels are severely constrained from marketing directly to a guest which allows them to capture repeat business – the lowest cost and highest value travelers. Hotels also require this data to effectively market to previous guests, so ownership of this data will be a significant factor as hotels and OTAs move forward. Another issue is the increasing shift to mobile travel bookings. Mobile will account for more than half of all online travel bookings next year, and 78.6% of them will use their smartphone to make those reservations. As a result, hotels must have a robust mobile marketing plan in place, which means responsive design, one-click booking, and location technology. Another important mobile marketing element is a “Click-to-Call” feature. According to a recent Google survey, 68% of hotel guests report that it is extremely/very important to be able to call a hotel during the purchase phase, and 58% are very likely to call a hotel if the capability is available in a smartphone search. The June Hotel Business Review will report on some of these issues and strategies, and examine how some sales and marketing professionals are integrating them into their operations.