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US Airlines Investigated For Possible Collusion

US Airlines Investigated For Possible Collusion | Hotel Marketing & Revenue Strategies | Scoop.it
A civil antitrust investigation appears to focus on whether airlines illegally signaled to each other how quickly they would add new flights, routes and extra seats.
Francesco Canzoniere's insight:

The U.S. government is investigating possible collusion between major airlines to limit available seats, which keeps airfares high, according to a document obtained by The Associated Press.
The civil antitrust investigation by the Justice Department appears to focus on whether airlines illegally signaled to each other how quickly they would add new flights, routes and extra seats.

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Richard Stern's curator insight, July 2, 2015 2:11 PM

You may want to work with travel agents to see what the correct information available should be. The airlines are looking out to make profit you need an advisor that is experienced.

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Why Do Consumers Prefer Booking With Online Travel Agencies?

Why Do Consumers Prefer Booking With Online Travel Agencies? | Hotel Marketing & Revenue Strategies | Scoop.it
Many hotels are experiencing a notable increase in reservations coming from online travel agencies, most notably those from Booking.com.
Francesco Canzoniere's insight:

My last article on Tnooz: the reasons why OTAs are winning consumers trust and increasing their bookings share.

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Frédéric Pressac's comment, December 20, 2014 6:43 AM
What are OTAs doing better than hoteliers in order to get more sales?
Francesc Pujol's curator insight, November 28, 2015 6:29 PM

My last article on Tnooz: the reasons why OTAs are winning consumers trust and increasing their bookings share.

Marry Wislon 's curator insight, January 24, 2017 7:07 AM
How to Install Windows 10 on Mac Yosemite Using Boot Camp? Call Toll-Free- 1-800-281-3707
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TripAdvisor Hotel Sponsored Positions Can Drive Hotel Distribution Costs Further Up 

TripAdvisor Hotel Sponsored Positions Can Drive Hotel Distribution Costs Further Up  | Hotel Marketing & Revenue Strategies | Scoop.it
TripAdvisor just rolled out new sponsored positions. What does this mean for hotels? Is this right for your property? Find out in our comprehensive guide.
Francesco Canzoniere's insight:

TripAdvisor has rolled out the entirely new Sponsored Positions for hotels in December 2017.  This is the first opportunity for hotels to actually bid on the position of their hotel on the Tripadvisor destination page

 

Cons:

  • Hotels are not able to set bids, unlike a traditional PPC campaign. Rather, they are only able to choose between three budget levels per day.  For now, it is a very simple platform with minimum options and zero tools for optimization.
  • If not used correctly, it can be a very expensive way to drive guests to book with OTAs.
  • It is also not a replacement for your existing TripAdvisor campaigns.

Pro:

  • If used correctly, it appears to be a very effective way of putting an otherwise unknown property onto the customers’ radar.
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Whilst Hotels Get Back a bit of Online Market Share from OTAs in Europe, Airbnb and Others To Steal More Hotel Bookings 

Whilst Hotels Get Back a bit of Online Market Share from OTAs in Europe, Airbnb and Others To Steal More Hotel Bookings  | Hotel Marketing & Revenue Strategies | Scoop.it
In Europe's biggest travel segment, the battle for bookings between suppliers and OTAs is heating up. With nearly €100 billion in total gross hotel bookings projected for 2017, there's a lot at stake.
Francesco Canzoniere's insight:

In Europe's biggest travel segment, the battle for bookings between suppliers and OTAs is heating up. Despite OTAs' dominance online, several factors suggest some movement in favour of direct bookings in Europe.

BUT The traditional hotel category in Europe is under considerable pressure from Airbnb, HomeAway and a host of regional private accommodation services, each vying for a larger share of the broader accommodations market. These services – once considered alternative, but now very much mainstream – have emerged as a competitive threat to hotels, and most European hotel stayers now at least consider private accommodations before making their booking decisions. In several European markets, the hotel industry is claiming unfair competition and advocating for stricter limits on private accommodations.

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Google Hotels Ads Could Make Gains With Chain Loyalty Rates

Google Hotels Ads Could Make Gains With Chain Loyalty Rates | Hotel Marketing & Revenue Strategies | Scoop.it
As we highlighted in our most recent Research Report, A Deep Dive Into the Google Travel Ecosystem 2018, the terms of rate parity agreements between hotels
Francesco Canzoniere's insight:

The big chains now offer special book-direct deals through Google Hotel Ads. This helps with click-through and conversions, but also with new loyalty member acquisition — everything a growing hotel chain needs in an ad partner.

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AccorHotels Drops Booking Service for Independent Hoteliers 

AccorHotels Drops Booking Service for Independent Hoteliers  | Hotel Marketing & Revenue Strategies | Scoop.it
AccorHotels, Europe's largest hotel group, said on Thursday it would pull the plug on an online service that enables independent hotels to offer rooms on its booking website because the scheme had failed to meet expectations.
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New Findings Show Google Organic Clicks Shifting to Paid

New Findings Show Google Organic Clicks Shifting to Paid | Hotel Marketing & Revenue Strategies | Scoop.it
One large e-commerce brand noticed a startling shift in organic CTR, with paid ads now earning nearly the same percentage of clicks as organic results. What does this mean and how can sites combat the new trend?
Francesco Canzoniere's insight:

Over the last two years, the total share of organic clicks on page one of our e-commerce SERPs has dropped 25% on desktop and 55% on mobile.

The good news is that this is impacting everyone in e-commerce equally, and all those search clicks are still happening — in other words, those users haven’t gone away. The bad news is that it will cost you — as well as your competitors — more money to capture the same overall share of search traffic.

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"Airbnb Select" Will Offer Loans and Advice to Hosts to Create a Better Offering

"Airbnb Select" Will Offer Loans and Advice to Hosts to Create a Better Offering | Hotel Marketing & Revenue Strategies | Scoop.it
The trial, dubbed Airbnb Select, will see rental firm provide home improvement loans as it seeks to standardise offerings
Francesco Canzoniere's insight:

Airbnb is looking to take an increasingly active role in ensuring the homes it offers for rent on its site are pleasant to stay in, from offering loans to hosts for home improvements to actively partnering in the construction of an apartment block in Florida, according to reports.

"Airbnb Select" programme will highlight homes and hosts that are more likely to appeal to travellers seeking a high-quality, hotel-like experience, the Information says, as well as offer them guidance and assistance to further iron out the wrinkles in their offering.

That can range from advice on cosmetic improvements to their homes, to help shooting the best photographs, as well as more significant aid such as the loans, which would be repaid through revenue made from future bookings.

Select is just the latest example of Airbnb’s effort to create a more standardised offering.

Hosts are urged, for instance, to “learn from hotel bathrooms” – clearing bathroom counters of their own products and placing rolled-up towels in a basket – and “show personality, not personal items”. “Too many pictures of your dog and family might make [guests] feel uncomfortable,” the company notes.

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Why Booking.com May Be Spending Less on Trivago 

Why Booking.com May Be Spending Less on Trivago  | Hotel Marketing & Revenue Strategies | Scoop.it
The Priceline Group, which accounted for 43 percent of hotel-search site Trivago's revenue in the first nine months of 2016 — might be pulling back on digi
Francesco Canzoniere's insight:

It could be that Booking.com may prefer to acquire customers through other avenues that use more overall cost-effective commission models, such as cost per click. Or is it possible that Booking.com' CEO wants to de-emphasizing hotel price-comparison marketplaces as a general strategy? (especially Trivago, being part of the Expedia Group)

Earlier this month, Trivago lowered its forecast for revenue and profit for the second half of the year. Revenue dropped because of less ad spending coming from (an unnamed) one of its two main advertisers — Priceline or Expedia. The trend is a suggestive sign that Booking.com, has at least modestly pulled back its spending on Trivago.

Booking.com’s pullback may help explain a decline in traffic to Trivago. Trivago saw a drop of about 23 percent in August, versus July, across its various country-level subdomains, according to SimilarWeb data. Its flagship Trivago.com site saw a decline in the pace of traffic growth, too.

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Google Travel Using Predictive Pricing as a Standard Component in its Search Results

Google Travel Using Predictive Pricing as a Standard Component in its Search Results | Hotel Marketing & Revenue Strategies | Scoop.it
Much has been written about Google Travel's latest announcement of new features in its flight and hotel search. Less has been written about its move into tours and packaging in Europe. Both are significant and could have broad implications across the industry.
Francesco Canzoniere's insight:

Google Travel's annunced new features in its flight and hotel search. The most press-worthy aspect has been  price prediction feature – which effectively advises consumers on the best time to book a flight. This is not a Google invention but something is new here. While price alerts have mostly been an "add-on" feature, Google is using pop-up buttons to put these front and center for consumers. The accuracy of services like this always depends on the quality and quantity of data evaluated (does anyone have more data than Google?), and acceptance of these tools also relies on great design (here Google's track record is more hit-and-miss). But Google has clearly taken a cue from Hopper's viral rise, and it is evident that price forecasting is becoming a standard component in travel search, shop, buy.

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European Travelers Are Over 5 Times As Likely To Book Flights and Hotels On Desktop Than On Smartphones

European Travelers Are Over 5 Times As Likely To Book Flights and Hotels On Desktop Than On Smartphones | Hotel Marketing & Revenue Strategies | Scoop.it
This year marks the 10th anniversary of the very first iPhone, and smartphone ownership is still on the rise in Europe. The near ubiquity of mobile has led to enormous expectations about mobile booking in travel. However, it's evident that not everyone has embraced the switch from point-and-click to touch-and-swipe for the entire travel planning journey.
Francesco Canzoniere's insight:

The top five travel-related activities performed on smartphones are all associated with research-related activities: exploring destinations to visit, pricing flights and hotels for a trip, and checking out specific restaurants and activities to do while in-destination. Once the research is done, however, most travelers switch to the desktop to finalize their plans. Flight and hotel bookings are over five times as likely to be made on desktop and laptop computers than on the powerful, convenient smartphones in travelers' pockets. Some travelers are likely turned off by the small screen size and limited keyboard functions available on smartphones. And for the majority of travelers who don't travel very often, booking and purchasing from their desktop computers may be a more comforting experience for that big annual trip

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Uber's New CEO Is Expedia CEO Dara Khosrowshahi

Uber's New CEO Is Expedia CEO Dara Khosrowshahi | Hotel Marketing & Revenue Strategies | Scoop.it
The New York Times is reporting that Expedia CEO Dara Khosrowshahi has accepted the job as Uber's CEO, taking the place of Travis Kalanick who was removed
Francesco Canzoniere's insight:

The New York Times is reporting that Expedia CEO Dara Khosrowshahi has accepted the job as Uber’s CEO, taking the place of Travis Kalanick who was removed last month after a long series of scandals and ethical concerns. Bloomberg reports that Khosrowshahi has accepted the job.

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Mobile Overtakes Desktop as Preferred Hotel Booking Device for Millennial Business Travelers

Mobile Overtakes Desktop as Preferred Hotel Booking Device for Millennial Business Travelers | Hotel Marketing & Revenue Strategies | Scoop.it
When it comes to millennial business travelers, businesses clearly need to refocus their efforts on mobile as the primary booking platform. New Phocuswright research found that millennial business travelers (18-34) are booking almost half of their new airline reservations – and over half of their new hotel bookings – on smartphones. This shift is dramatic and has implications for all parts the business travel market.
Francesco Canzoniere's insight:

Millennial business travelers (18-34) are booking almost half of their new airline reservations – and over half of their new hotel bookings – on smartphones.

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Why AccorHotels Is Finding It Hard To Compete With The Big OTAs

Why AccorHotels Is Finding It Hard To Compete With The Big OTAs | Hotel Marketing & Revenue Strategies | Scoop.it
AccorHotels plan to take on the likes of Expedia and Booking.com by opening up its booking platform to independent hotels appears to have suffered a setbac
Francesco Canzoniere's insight:

Speaking after the release of its first-half results, Jean-Jacques Morin, the company’s chief financial officer, said that although there were around 2,000 hotels “onboarded” with a similar figure signed-up and waiting for implementation, the offering was not generating enough traffic.

The issue that we have on Marketplace is the traffic that is appearing at the AccorHotels website level because now we have the hotels but we need to increase the traffic,” he said.

Launched in 2015, the AccorHotels' Marketplace program was ment to bring independent hotels onto the AccorHotels platform not only to add extra revenue through commission but also, in theory, to attract additional customers.

Part of the problem, Morin said, was that last year the company had to spend a considerable amount of its marketing and digital effort looking after its own franchisees.

AccorHotels now has to make up its mind whether it will kill the program or push ahead, the latter of which would surely require an increase in marketing spending. 

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The Role of Loyalty Programs on How the Battle between Hotels and OTAs Might End Up 

The Role of Loyalty Programs on How the Battle between Hotels and OTAs Might End Up  | Hotel Marketing & Revenue Strategies | Scoop.it
Logically, hotel reward program members have always booked a disproportionate amount of business.
Francesco Canzoniere's insight:

 

A study by Kalibri Labs indicates the discounting strategy has also slowed OTA share growth, yielding direct bookings that are approximately 8.6% more profitable when considering direct costs. However, one key statistic that was omitted in the calculation was the profit dilution from existing rewards members that were now booking at lower rates.

Phocuswright found that prior to the launch of the hotel brand "book direct" campaigns, the OTA booking channel was used by 25% of US hotel guests.

It can be argued that the blanket discounts offered to all reward program members are designed to alter the behaviour of the one in four leisure travellers who patronize the OTA channel.

The resulting profit dilution could potentially be significant.

It should also be noted that the hotel brands are not footing the bill for the direct booking programs.  The bad news is for the hotel owners that are bearing the full brunt of funding the rate discounts, free wifi, and accrual of loyalty points.

The problem is that rewards programs trade in gamification, not loyalty. Frequent business travellers, the lifeblood of every hotel program, are fundamentally translating employer corporate travel spend into a personal benefit for future leisure travel.

They are playing with their bosses’ money. Behaviors often change when those travellers are paying their own tab.

Phocuswright calculates 69% of hotel reward program members participate in multiple programs, with 41% enrolled in more than three.

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Google Has Ganged Up With Major Hotel Chains to Undercut OTAs Competition, According to the WSJ 

Google Has Ganged Up With Major Hotel Chains to Undercut OTAs Competition, According to the WSJ  | Hotel Marketing & Revenue Strategies | Scoop.it
An editorial slams Google for allegedly helping hotel chains and hurting online travel agencies.
Francesco Canzoniere's insight:

The Wall Street Journal argued that Google needs to stop allegedly giving hotels protection on keyword ads. Short of that, it argued that regulators may become interested in how Google is using its power.

With its own travel service, Google allows users to search for hotels across various OTA and hotel websites. The company charges 10% to 15% commissions on bookings made through that service, according to the editorial. So an OTA using it would owe much of the commissions it earns to Google.

The Journal also alleged that Google asks OTAs that advertise in its travel service to share a lot of information about their inventory, something OTAs are reluctant to do, given that Google essentially competes with them.

Again Google disputes all these accusations.

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Hotel Direct Sales Keep Losing Market Share vs OTAs 

Hotel Direct Sales Keep Losing Market Share vs OTAs  | Hotel Marketing & Revenue Strategies | Scoop.it
During the February 2016 Grammy Awards, Hilton launched its “Stop Clicking Around” marketing campaign, its biggest ever in Hilton’s 97 year history. Just six months earlier, Marriott launched its…
Francesco Canzoniere's insight:

For the past 2 years, major hotel chains in the US have aggressively accelerated their direct bookings push in an effort to get customers to bypass Online Travel Agencies (OTAs), mainly Priceline and Expedia. In theory, this would translate into more customers, more loyalty and a more profitable business altogether. In reality, not only didn’t OTAs lose share to hotels, but OTAs accelerated their share growth and surpassed hotels in US hotel online gross bookings in 2016 and 2017.

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How to Eradicate Hotel Price Disparities

How to Eradicate Hotel Price Disparities | Hotel Marketing & Revenue Strategies | Scoop.it
Francesco Canzoniere's insight:

"... Regaining control of your price should be a priority. Once you’ve achieved it, you’ll see things differently and more positively. You will have less problems and complaints and, above all, will make more money. It’s a win-win situation. What are you waiting for to get going?..."

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Mobile Booking Penetration is Skyrocketing in China whilst Spain Leads This Category in Europe 

Mobile Booking Penetration is Skyrocketing in China whilst Spain Leads This Category in Europe  | Hotel Marketing & Revenue Strategies | Scoop.it
Mobile booking penetration (MBP) – the share of online gross bookings made via mobile devices – is growing rapidly everywhere. In this shifting space, it is critical for travel sellers of all stripes to understand where their audience prefers to book and how that preference is evolving. While the U.S. and most countries in Europe are seeing promising growth in MBP, China is setting the bar – and setting it high.
Francesco Canzoniere's insight:

China now hosts over 1 billion mobile subscribers, the majority of them on smartphones. Because broadband Internet and affordable PCs arrived relatively late in China, many Chinese never owned a desktop or laptop computer; the smartphone was their first device, making them smartphone natives who are much more likely to embrace mobile e-commerce.

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What’s Happening with Rate Parity in the Hotel Industry?

What’s Happening with Rate Parity in the Hotel Industry? | Hotel Marketing & Revenue Strategies | Scoop.it
A comprehensive look at rate parity, from its origins its current legal status in different countries; from how it works to how hotels are adapting to it.
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Accor Hotels Buys Australian Hotel Group Mantra for A$1.18 billion ($920 million)

Accor Hotels Buys Australian Hotel Group Mantra for A$1.18 billion ($920 million) | Hotel Marketing & Revenue Strategies | Scoop.it
Mantra Group Ltd (MTR.AX) on Thursday agreed to a A$1.18 billion ($920 million) buyout from French hotel company Accor SA (ACCP.PA), a deal which will create the biggest hotel group in Australia where tourism is rising sharply.
Francesco Canzoniere's insight:

Mantra Group Ltd (MTR.AX) on Thursday agreed to a A$1.18 billion ($920 million) buyout from French hotel company Accor SA (ACCP.PA), a deal which will create the biggest hotel group in Australia where tourism is rising sharply.

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Airlines Still Struggle to Understand Online Customer Needs, Behaviors and Motivations, Study Finds

Airlines Still Struggle to Understand Online Customer Needs, Behaviors and Motivations, Study Finds | Hotel Marketing & Revenue Strategies | Scoop.it

New study finds that booking direct flights through airline websites made passengers less than happy.

Francesco Canzoniere's insight:

Meeting expectations is not enough to delight travelers. As companies pay more attention to customer experience,
customer expectations grow, making delight more difficult to achieve. This drives innovation in the customer experience, perpetuating the cycle. While this cycle benefits the traveler,
the positive experiences are often taken for granted, and any interaction that falls short of excellent is guaranteed to disappoint.
Seven out of the ten airlines in this study scored lower in Delight than all other attributes.
Factors that contributed to a low Delight score included difficulty accomplishing tasks (especially finding baggage fees) and an overall “average” experience. Participants expected straightforward information about flights, arrival times, and pricing. Even the brands that scored relatively well in Delight, such as Southwest, suffered from simply meeting—not exceeding—extremely high customer expectations.
Delivering exceptional customer experience will require a deep and thorough understanding of customer behavior and motivations. Airlines must gather human insights across all traveler touchpoints—desktop, mobile site, mobile app, airport AND in-flight— and commit to making improvements to the customer experience.

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Swiss Price Watchdog to Proceede Against Booking.com after Finding Signs of “Price(Commission) Abuse”

Swiss Price Watchdog to Proceede Against Booking.com after Finding Signs of “Price(Commission) Abuse” | Hotel Marketing & Revenue Strategies | Scoop.it
The Swiss price watchdog has initiated proceedings against Booking.com, the online travel fare aggregator, after finding signs of “price abuse”.
Francesco Canzoniere's insight:

The Swiss price watchdog has initiated proceedings against Booking.com, the online travel fare aggregator, after finding signs of “price abuse” concerning commissions that hoteliers have to pay in Switzerland

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How Trivago Achieved 82% Increase in Click-Throughs By Customising Its Website Content Dynamically

How Trivago Achieved 82% Increase in Click-Throughs By Customising Its Website Content Dynamically | Hotel Marketing & Revenue Strategies | Scoop.it
It seems that personalisation, if done right, does work. This is certainly the belief of Trivago, which believes that displaying generic content for all searches – a picture of the hotel and a standard room – often misses the customer connection.
Francesco Canzoniere's insight:

It seems that personalisation, if done right, does work. This is certainly the belief of Trivago, which believes that displaying generic content for all searches – a picture of the hotel and a standard room – often misses the customer connection.

Instead, Trivago identifies whether a customer is business or leisure, whether they are looking for a room for a weekend jaunt or a week long vacation, for an individual or a family, and then, based on that assessment, offers content more appropriate for that customer type. This could a picture of the pool, an offer for faster Wifi or information about nearby restaurants or tourist attractions. Trivago claims that the display of content specific to the customer type or trip type has a huge impact on click-throughs.

A more personalised approach to hotel search had resulted in an 82% increase in click-throughs for Trivago.

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Google Is Testing a New Mobile User Experience For Hotel Ads

Google Is Testing a New Mobile User Experience For Hotel Ads | Hotel Marketing & Revenue Strategies | Scoop.it

Google is testing a new UX for Hotel Ads with an updated map price call, date selector, and clickable call outs for specific amenities.

Francesco Canzoniere's insight:

A new Google Hotel Ads mobile user experience is being tested. The new interface has a new sliding scale for price selection above the filters for specific amenities, and the date selection has received a face lift.

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New Study: Why Hotels' Highest Priority Must Be To Reduce Cost of Sales and Customer Acquisition

New Study: Why Hotels' Highest Priority Must Be To Reduce Cost of Sales and Customer Acquisition | Hotel Marketing & Revenue Strategies | Scoop.it
Francesco Canzoniere's insight:

Some highlights from data gathered from 2014 to June of 2016 include:

  • Guest Pay Revenue grew at 4.6% year over year. Net Revenue rose at 4%. In a perfect world, these two figures should be equal.
  • OTA commissions are rising 3 times as fast as GPR.
  • This is due to the amount of business subject to commissions.
  • In the U.S. market, OTA commissions are 12.4% of total room night revenue.
  • Retail Travel Agent commissions are rising in line with GPR growth.
  • OTA costs are rising 2 times as fast as loyalty costs.

Hotels' highest priority is to reduce the industry-wide cost of sales and customer acquisition. 

As financial executives focus more and more on the costs of sales and marketing, there is a trend to optimize business mix while taking into account the costs of acquisition. Some companies are taking action by rethinking measurements for their sales and revenue management teams – rewarding revenue net of acquisition costs.

 

Sales people (along with marketers and revenue managers) must think about the relationship between revenue and its costs. For years customer acquisition costs were relatively static, but now they are very dynamic with more costs going to third parties for group and transient bookings.  Until the industry can quantify, measure, and manage these costs, it will be difficult to find a solution.

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Trivago Launches a Rate-Shopping Tool for Hoteliers

Trivago Launches a Rate-Shopping Tool for Hoteliers | Hotel Marketing & Revenue Strategies | Scoop.it
trivago’s rate shopper, Rate Insights, grants hoteliers access to a set of data on market demand and competitor prices that’s unrivalled in the industry.
Francesco Canzoniere's insight:

Trivago’s new Rate Insights tool gives hoteliers advice on how they should set their rates to make the most profit.

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