Maximizing the electronic sales reach of your hotel.

Context

The distribution opportunities available to a hotel today are vast and complex. A revenue manager requires an in depth understanding of how each system impacts the ability to reach consumers through their preferred booking channel. The strategic management of each channel has become a key responsibility for today’s Revenue Managers and they need to stay abreast of this ever-changing landscape.

Main Objectives

The participants will gain an understanding of the principles of various distribution channels available to a hotel today. They will learn how to differentiate between the various booking channels and understand their individual impact on both distribution costs as well as market reach. Furthermore, the program will explore how hotels can optimize their revenue opportunity through the strategic management of the channels and how best to evaluate the impact of these on their ability to reach existing as well as potential new customers.

Program Experiences

• The core distribution partners and a path of a hotel booking travel through all channels
• Detailed understanding of the mechanics/structure of today’s key distribution channels Business Travel / Leisure / On-Line (electronic) MICE and Airline
• Understand how to evaluate channel efficiency and channel contribution
• Understanding of how a hotels rate structure impacts their ability to sell via the various channels
• Review the difference between B2B and B2C channel distribution
• Understand how Distribution impacts hotels revenue management potential

Qualification

This course requires at least one year’s involvement in Revenue Management. The participants have to be department heads or their assistants or above with a sound understanding of the application of Revenue Management principles.

Duration

2 Days