Hotel vs. OTA Parity Agreements: Does It Have to be a Battle?

If a love-hate relationship exists in the hospitality industry, it’s between hotels and online travel agencies (OTAs) such as Expedia, Orbitz and Priceline, among many others. On one hand, OTAs extract sizable commissions, which understandably grate on the hotels that must pay them. On the other, they also produce an enormous amount of bookings, which

Distribution Strategies – Emerging Challenges for Revenue Managers

Smart operators recognize that that the role of revenue management is critical to overall financial results, not just top-line performance. In addition to being responsible for the functional aspects of forecasting, pricing and inventory management, today's revenue management professional is often accountable for managing the distribution efforts for their respective organizations. This poses some challenges,

5 Ways to Entice Travelers to Book Direct

As we all know, Expedia, Priceline, Hotwire and other online travel agencies (OTAs) are extremely valuable resources for keeping rooms filled. But how do hotel operators keep them from cannibalizing business from customers that might have booked direct in the first place? This is one question I hear all of the time from companies that

Internet Marketing Made simple

Internet marketing made simple May 24 2010 What you don't know can hurt you. This is especially true for revenue managers trying to navigate the fast-paced world of Internet marketing. Here's a guide Knowledge is power, so it stands to reason that what you don't know can hurt you (or at least your revenue). When

Who Are My ‘True’ Hotel Competitors?

Who are my “true” competitors? This million-dollar question is often a central discussion point in boardrooms, during the development of annual sales and marketing plans, in the creation of promotional campaigns and during weekly revenue strategy meetings. From quiet philosophical conversations to heated debates, this question remains a point of contention. However, I believe it’s

Stay on top of online marketing, Web 2.0

No longer can travel marketers ignore the new forces at work. In 2007, more than half of all U.S. travel was purchased online, and online corporate bookings grew at a double-digit pace. As we kick off a new year, here are tips to help you navigate the changing landscape of Internet marketing. Customer engagement Cindy