The OTAs have become entrenched in customer hotel purchasing habits and this can have very harmful long-term effects. Firstly, the commissions they take squeeze a property's margins until it has no choice but to cut services in order to stay in the black. Next, the OTA marketing machines are especially powerful, shifting guests away from hotel brands to the point where consumers are no longer loyal to one particular brand and no longer aware of each brand's unique points of differentiation. This article will address the issue through three broad steps as well as actionable tactics to reengage consumers. READ MORE

The hotel sector has been booming, feeding on the rebound of the global economy. Some asset managers and hotel executives in investment forums claim the industry is peaking. Development pace is strong, funding deals seems to be a problem of the past, rolling out new brands seems to be a growing trend. With more disposable income, more information and faster and cheaper capital flows, the speed of change increases, market cycles are shorter, time to market is cut-throat. There are "new kids on the block", East and West, North and South. Stakes are high. For the army generals (Luxury Hotels), they are higher… READ MORE

Anyone who has worked in the hospitality industry for any period of time would know that - in hotels of all sizes - the Director of Revenue Management and the Director of Sales are often completely at odds with one another. No matter how experienced or knowledgeable, there is generally a confrontational relationship even over the simplest pricing issues. If one says to 'offer a discount', the other says to 'raise the rates'. If one suggests a focus on group sales, the other suggests transient sales instead. No matter what the issue, it is often very difficult to get these two employees to see eye-to-eye (or rate-to-rate) and it can create a huge problem for hotels. READ MORE

The evolution of location based services and applications is changing the way that hoteliers think about revenue management. With apps that will initiate contact with the guest, hoteliers will have the ability to fully customize the guest experience, from the time the guest books a room, to after the guest has checked out. There will be a significant impact on "big data", as hoteliers will have access to their guests' habits before, during and after their stay. Revenue managers will be able to use this data to personalize offers for guests and increase revenue. Overall, it seems that location based services are very much at home in the hospitality industry, and are one new technology that every hotelier needs to keep a close eye on. READ MORE

Revenue management continues to grow in importance across brands and independents, with hotels of all sizes. Strategies for success abound, but who is executing the strategy at the hotel level? Do the frontline staff members understand what must happen to the rate at their property from day to day, even hour to hour, in order to assure financial success? Drew Salapka maintains that you must conduct training with not only the hotel's sales they need in order to be successful team, but also the front desk associates. They must be equipped to understand and work with revenue management. READ MORE