Spot Light on Revenue Management for Small & Independent Hotels

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This presentations shares the best practices which yielded results for properties in New York City... This was presented in a recent Eye For Travel conference.

Turismo Negócios

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 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]

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

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Spot Light on Revenue Management for Small & Independent Hotels

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

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

6. Focus on strengthening presence on GDS GDS Campaign

7. 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

8. Text Screen for details...

9. Sabre Spotlight Take care of sort order on GDS screens

10. Graphical badge ad with a click through screen functionality MySabre Graphical

11. How do we position the property globally? Expanding your Reach

12.

13. OTA Small & Indy Hotel

14. How do we build loyalty?

15.

16. Website Market Share

17.

18.

19.

20.

21.

22.

23.

24.

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

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27.

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30. Date comparison with past data

31. DOW Trend

32.

33. Options Offered

34. Instant display of rebate

35. Higher Occupancy leads to Higher Revenue Not Really!!!

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

37. RevPAR Index 150%

38.

39.

40. Thanx Sameer Mehra Regional VP – Revenue & Distribution Highgate Hotels

Spot Light on Revenue Management for Small & Independent Hotels

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