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Hospitality Demand Generation Trends & Opportunity Costs

Summary of article published in Hospitality Upgrade – Fall 2015:

HU Cover Fall 2015_small.jpg

Much is made of love-hate between hotels and online travel agencies, but what really are the opportunity costs around putting “heads in beds”? The only way to understand the whole picture i...

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Hospitality Demand Generation – From Feature To Core

Summary of article published in — July 2015

Demand generation has always been important to hotels, why else have sales departments?  But lately it has gone from a function of varying importance to become the absolute center of the world of hospitality and it’s turning the tables everywhere.

What’s the burning issue changing the face of hospitality? 

Despite rising occupancies and ADRs, rising demand generation costs are crushing profit growth.  Hoteliers face uphill fights and new and better approaches are needed to respond.  With costs of acquisition growing twice as fast as RevPAR, the picture looks good on the top line but not so good at the bottom line.

Additionally, smart owners have woken up to the disguised costs that appear...

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A Holiday Gift From Hyatt – Free Wi-Fi To All, And To All A Good Night!

Rejoice fellow geeks and just plain normal folk everywhere!  I know you’ve been putting free hotel Wi-Fi on your letters to Santa for years and years now, with admittedly mixed results.

Some chains provide free Wi-Fi to higher level members of their loyalty programs.  Others provide free Wi-Fi in some brands but not in others.  Some have rate plans that include or exclude or somehow relate to Wi-Fi.

In many cases, even if you pay, because of how poorly the pay-wall is executed, it forces you to log back in again and again which is annoying in a laptop but downright intolerable in a tablet or phone.

Enough to make guests opt to be on the bad list and just use a cellular connection while all the while hating the experience.

So what just happened?


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Et tu, Brute? So Why Exactly Did Expedia Stab Parity?

We previously published the news that Expedia is now offering hotel package rates to travellers that previously booked a flight on Expedia.

By exposing the actual rates instead of hiding them inside a true package, Expedia has stepped forward knives out, like a gang of Roman senators stalking Caesar.

SPG-undercut by Expedia

As observed, Expedia undercut by $20-$30 per night for a January 5th to the 6th stay.

At the same time, neither ...

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It’s Halloween, Not April Fools, and Expedia Is Killing Parity

By coincidence, just noticed this on All Hallow’s Eve. And of course parity is one of those things: news of its death is always greatly exaggerated. So perhaps this latest outbreak of notable, systematic parity breaches merely presages death without being the thing itself.

For years, Expedia has been like the Spanish Inquisition, hounding hoteliers for any parity violations, whether intentional or perhaps just accidents along the chain from wholesalers to retail distributors.

Now it appears Expedia is leading parity violations with arrangements such as alleged “package rates” offered because you bought something else entirely on Expedia.

It’s almost as if the Pope turned Protestant and nobody’s noticed… Where’s the Spanish Inquisition when you need it?

Hoteliers should be alarmed, especially if...

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