Spot Light on Revenue Management for Small & Independent Hotels

Spotlight on Revenue Management for Small & Independent Hotels Sameer Mehra Regional VP – Revenue & Distribution Highgate Hotels

[object Object],[object Object],[object Object],Highgate Hotels OUR STRATEGY Acquire hotel assets in key markets ( NYC, SFO & LAS ) and dramatically improve profitability through: 1) Revenue & Distribution 2) Cost Control

Spotlight on Revenue Management for Small & Independent Hotels ,[object Object],[object Object],[object Object],[object Object],[object Object]

1. What are the unique challenges posed by small and independent hotels? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How do we strengthen the Distribution Network? It's all about Reach...

Focus on strengthening presence on GDS GDS Campaign

GDS Ads-Promo Spots Promotional Message tag line attached to air & hotel availability displays. The one line message directed to Travel Agents guides them to promo-spot text screen for details about your property

Sabre Spotlight Take care of sort order on GDS screens

Graphical badge ad with a click through screen functionality MySabre Graphical

How do we position the property globally? Expanding your Reach

Expose the property globally ,[object Object],[object Object]

Alternate to Loyalty Program ,[object Object],[object Object],[object Object]

Website Awareness to Capture Market Share ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Step A : Develop a High- Conversion Website Prominent Promotional Section Large Image Space Easy To Use Navigation Strong Calls to Action ,[object Object],[object Object]

Step B : Maximize Free Traffic ,[object Object],[object Object],[object Object]

Step B Cont… : Maximize Free Traffic- Local SEO ,[object Object],[object Object],[object Object]

Step C : Protect Your Brand Name ,[object Object],[object Object],[object Object]

Step D : Capture New Demand in Paid Search ,[object Object],[object Object]

Step E: Partner Strategically With Local & National Travel Sites ,[object Object],[object Object],[object Object]

Step F: Keep Users Engaged With E-Mail ,[object Object],[object Object],[object Object],[object Object]

High dependency on OTA's Higher Margins -> Lower ADR's

OTA’s can benefit you ,[object Object],[object Object],[object Object],[object Object],[object Object],48 hrs Sale on OTA’s & Website (Book now for $99) OTA’s 1000 RNTS @ $75 Website 2000 RNTS @ $99 Hotel 3000 RNTS @ $91 Generated business & reduced cost by 16% Increased RevPAR Index by 15% for that month

2. Should you look to reservations managers as potential revenue managers? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

But be sure he/she… ,[object Object],& lifts hotel through yielding...

3. What revenue management technology is suitable and affordable for your business? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Date comparison with past data

4. How can small and independent hotels build guest loyalty with a rational pricing strategy? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Higher Occupancy leads to Higher Revenue Not Really!!!

5. How do you increase revenues when you've got high occupancy rates? Critical Dates Make it or Break it...

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],5…contd… How do you increase revenues when you've got high occupancy rates?

Snap Shot ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Thanx Sameer Mehra Regional VP – Revenue & Distribution Highgate Hotels

Spot Light on Revenue Management for Small & Independent Hotels

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