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with you today:
David turnbullSnapshot.travel@snapshot_demand
Lennert de jongcitizenm hotels@citizenlennert
Hotel 15 years ago
general manager
director of sales
MICE sales manager
corporate sales
manager
banquet sales
manager
rooms division
manager
reservations manager
revenue manager
front office manager
f&b manager
loads of other people
Hotel nowadays
general manager
director of sales
MICE sales manager
corporate sales
manager
banquet sales
manager
rooms division
manager
reservations manager
revenue manager
front office manager
f&b manager
loads of other people
costs
online check in
SEO
social media
dynamic packaging
SEA
dynamic corporate rates
dynamic rates
facebook advertising
agent model
distribution costs
google adwords
closed user groups
callcenter
yelp
star ratings
opaque model
web 2.0internal data
touroperators
retargeting banners
digital advertising
external data
plus
airBNB
housetrip.com
labour
this came in last week
average ride price: down 16%average rides per hour: up 55%
average earnings per hour: up 30%
Uber doing revenue management for taxi’s
and sharing this with users!
our industry is fragmented (500.000+ properties)
mass consolidation is awaiting (and needs) to happen
the job of the RM is getting quite extended
2015: shift to demand managementmarket segments, pace, price, rms, overbooking, historical, costs, channel, conversion attribution, digital marketing, external data sources, booking.com-expedia-tripadvisor data, GRI, a/b/c testing, sales funnel
THE FULL PRODUCT ? Rep Comp CRS
/CMIn-Room
+ required data / Interfaces
FULL PRODUCT
Hotel Cost
Subscription fees+ 1.000 / year
Hotel Cost
Subscription fees+ 1.000 / year
Hotel Cost
New Interface Build: 25.000Existing Interface: 6.000
Hotel Cost
Setup and implementation 20.000
Hotel Cost
….
Hotel Cost
Interfaces costs+ 3.000 / year
RateShopping
Pricing: Competitor Set Rates /
Avail
Positioning
OTAAnalytics
Reservations DataSummary or Transaction
Level
PMS
Rates, overbooking & restrictions
Distr. Systems
Integration in the organisation
a Revenue Management
System
(Hotel Technology) Buyers identify
‘high costs of ENTRY or high INVESTMENT’&
‘INTEGRATION with existing systems’
leading barriers for implementing new technology
(timetric , Global Hotel Industry Survey 2013: Technology Initiatives and Investment Decisions)
CONSUMERIZATION
Consumer Expectations
Enterprise IT
…will force more IT change over
the next 10 years than
any other trendCitrix
25 PRODUCT PREFERENCES
✓ Buying a bigger purse✓ Increased soap / sanitizer✓ Change to unscented✓ Dietary supplements
25 /
100.000
LESS THE RIGHT DATA = BETTER DECISIONS
Significantly Better Diagnostic Performance
LESS THE RIGHT DATA = BETTER DECISIONS
:• ECG• Blood Pressure• Fluid in Lungs• Stable / Unstable
Significantly Better Diagnostic Performance
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