Presented byRory MontgomeryMarketing Services ExecutiveHTI (Pty) Ltd and eRes Development Corporation
• Introduction: 20 Years in the hospitality software industry 9 full time developers – CRS, CRM, IBE, PMS and POS Over 80 group customers:
Over 2 500 Properties on eRes Over 125 000 Rooms on many shelves globally
Developed on International standards – Open Travel Top 5 CRS in the world (H2C – Independent Study)
‘LIVE Online Distribution’
‘LIVE Online Distribution’
Integration
Automation
‘LIVE Online Distribution’
Integration Automation
• Apex• Opera• Protel• Medallion• Epitome• Amadeus PMS (Hogatex)• Hotelier• HotSoft• Orbit• Guest Manager• Nightsbridge• and others…
• Expedia• Booking.com• Hotels.com• ResHub GDS• Tourvest• Thompsons• Flight Centre• ECCO Tours• MyMarket / Rennies / Bid Travel• African Eagle• SafariNow.com• Fairfield Tours• In1Solutions• and many others…
Property 1•PMS – Apex PMS•POS•GL•Banqueting etc.
Property 2•PMS - Opera•POS•GL•Banqueting etc.
Property 3•PMS – Apex PMS•POS•GL•Banqueting etc.
Property 4•PMS – Opera PMS•POS•GL•Banqueting etc.
AGGREGATE… ‘LIVE Online Distribution’
Tour Operators & Travel Agents
(Voice)Call Centre
(IBE)(Web
Public facing)
(GDS) Next Generation
(ADS)Travel
Marketing Portals
‘LIVE Online Distribution’
ChannelManagers (Q1 2011)
• Call Centre Online• LIVE Inventory and rates• Rates Management• Inventory (Occupancy)• Rules Based
Specials Restrictions Closeouts Packages
• Low Cost• Accessible• Social Networks
Facebook Twitter TripAdvisor Blogger etc.
• OTA’s, IDS’ and GDS• LIVE Inventory and rates
‘LIVE Online Distribution’
• Environment Unstable economy and highly competitive
• Objectives Drive traffic to site Lookers into Bookers Quality guaranteed bookings
• Online Distribution – more shelves 24 / 7• Channel Management – relationships
‘LIVE Online Distribution’
• Build Good Baseline Rate Structure (Rack / FIT – seasonal profile)• LINK other Rates to Baseline (Rack) (follow seasonal profile)
Seasonal Profiles• Discounting??
Rate Integrity / Rate Discipline Competitors Reaction – same price positioning? Packaging – Opaque Discounting?
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
• LIVE Distribution• Scarcity vs. Perishability
Balance diminishing inventory and potential revenue• HIGH DEMAND – Maximise Revenue• LOW DEMAND – Encourage Occupancy• Encourage GTD Bookings
Prepayment
‘LIVE Online Distribution’
• RULES Based Rates Management and Inventory Management working in unison Examples
• eRes Yielding Tools Open/Close Rate(s) Open/Close Inventory Restrictions Opportunity Cost / Hurdle Points
• RevPAR - Measurement
‘LIVE Online Distribution’
Segment Discount Restriction Channel(s)
Web 1–5 nights 5% None Company IBEWeb > 6 night 10% > 6 nights Company IBE
Tour operators 10% / 20% / 30% Contracted STO’s & PCO’s
Loyalty - Gold 30% Loyalty Web & CRS Redemptions
Corporate Rate – FNB 17% Contract API(Midweek only)
Early Bird 20% > 180 days Web & CRS(Non-refundable Deposit)
Last Minute 40% < 48 hours Web & CRS(Perishable / Distressed beds)
‘LIVE Online Distribution’
• RULES Based Rates Management and Inventory Management working in unison Examples
• eRes Yielding Tools - Automated Open/Close Rate(s) Open/Close Inventory Restrictions Opportunity Cost / Hurdle Points
• RevPAR - Measurement
‘LIVE Online Distribution’
What is RevPAR?
EXAMPLE
‘LIVE Online Distribution’
Room Nights SoldTotal Room Nights
(Occupancy Percentage %)
x ADR(Average Daily Rate)
= Revenue Per Available Room
Example: December 2010
RevPAR 1:ADR = R1 000Occupancy = 50%
RevPAR = R500
RevPAR 2:ADR = R750Occupancy = 80%
RevPAR = R600
ADR and Occupancy have to work together…
‘LIVE Online Distribution’
‘LIVE Online Distribution’
Thank you to Ashwin Kamlani – President & Founderof Hotel Internet Help Incorporated – Miami / Fort Lauderdale
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
‘LIVE Online Distribution’
• Protea Hotels• Southern Sun Group• City Lodge Group• Three Cities Group• Signature Life Hotels• Relais Hotels• Rani Resorts• Singita• Sabi Sabi• Faircity Hotels• Footsteps in Africa• Guvon Hotels
“Judge us by the companies we keep”
‘LIVE Online Distribution’
• Islands in Africa• Desert & Delta• First Resorts• Moloko Hotels & Resorts• Gooderson Leisure• The Thornybush Collection• Res247 / MTBeds / Kulula• Ezemvelo KZN Parks• & Beyond East Africa• Book Mauritius• And many more…
Thank you for your time today and we look forward to being of assistance to you in the future!
For some interesting insights into the world of online hotel marketing products and strategies,Join the LinkedIn Group
‘Sales Marketing and Revenue Technology Hotel Professionals’
END
Presented by: Rory MontgomeryEmail: [email protected] (JHB, RSA): +2711 803 2208
Cape Town Representative: John SmookEmail: [email protected]
‘LIVE Online Distribution’
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