8/11/2019 Rate Plan Analysis for Sellable Inventory Work Instructions

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Work Instructions for coaches

1 Log in to the hotelier extranet and extract all the reservations for the month where you

Click the Search button;

select either reservation date or check in date (depending on what you want to present to

select all channels;

select only confirmed reservations;

2 Click on the Export Reservations Report;

select all the fields to appear in the report;

3 Click Download and open the file;

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sort by Channel, Room Type, Rate Plan, No. of Room Nights;

4 Start filling out the sellable inventory analysis worksheet

Note: there will be channel only (exclusive rate plans to OTAs) in the report. Take note of

5 After tabulating all the room nights in the sellable inventory analysis worksheet, answer t

What is the Top Online Channel that sold the most number of room nights across all rate

What is the top selling inventory (room type rate plan combination) from a specific chann

What is the Top Selling Rate Plan across all room types?

What is the Top Selling Room type across all rate plans?

6 If the answer to the first and second question is not the hotel website, ask your self whatIs there a better inclusion in the other channels not available in the hotel website?

Is the payment policy in the other channels friendlier compared to the hotel website?

Do I have records of no availability intervention for the hotel that was not addressed on a

Is the PPC campaign paused?

Are there rack rates in the hotel website?

Is the hotel running the best price guarantee campaign?

Is the hotel using the latest AW template?

7 Prepare the deck to be shared to the hotel to identify last month's sellable inventory and

selling the most sellable inventory across all sales channels online; (Note: When you mak

Use Graphs to help you show a visual representation of what rooms and rate plans are be

Use screen shots of what the guests sees in the OTA sites versus the hotel's website to dri

Use the Gross Profit Simulation to show gross profit and leaked revenues to the OTAs

Have your GPQM or HQ Coach QA your deck prior to sharing with the hotel partner.

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re doing the sellable inventory analysis;

the hotel) , and select the date range;

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hem and create 2 tables with and without channel only rate plans.

he following questions:

lans?

el?

may be causing the guest to choose another channel to buy the rooms from. Is it any of the following?

timely manner?

enumerate the recommendations for the hotel website to either achieve or maintain the top sales channel

e recommendations, make sure its SMART - Specific, Measurable, Actionable, Realistic, and Timebound);

ing sold by what channel;

ve your point (based on what you see, where will you book?)

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8/11/2019 Rate Plan Analysis for Sellable Inventory Work Instructions

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Room Type Room Only

Best Available Rate

Online Early Bird

Superior 45 80 12

Deluxe 15 120 32

Junior Suite 6 24 19

Executive Suite 4 17 8

Room Type 5 0 0 0

Room Type 6 0 0 0

Room Type 7 0 0 0

Room Type 8 0 0 0

TOTAL 70 241 71

Room Type Hotel Website Booking.com Agoda

Superior 52 49 37

Deluxe 59 63 45

Junior Suite 15 12 19

Executive Suite 12 10 8

Room Type 5 0 0 0

Room Type 6 0 0 0

Room Type 7 0 0 0

Room Type 8 0 0 0

TOTAL 138 134 109

Hotel Website Room Only

Best Available Rate

Online Early Bird

Superior 4 29 14

Deluxe 8 31 11

Junior Suite 3 7 2

Executive Suite 2 5 5

Room Type 5 0 0 0

Room Type 6 0 0 0

Room Type 7 0 0 0Room Type 8 0 0 0

Booking.com Room Only

Best Available Rate

Online Early Bird

Superior 6 35 6

Deluxe 6 44 8

Junior Suite 3 5 3

Executive Suite 2 5 3

Room Type 5 0 0 0

Rate Plans

Online Channels

Per Channel Room Nights Breakdown

Sellable Inventory Analysis

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Room Type 6 0 0 0

Room Type 7 0 0 0

Room Type 8 0 0 0

Agoda Room Only

Best Available Rate

Online Early Bird

Superior 7 16 12

Deluxe 13 29 2Junior Suite 4 10 4

Executive Suite 3 3 1

Room Type 5 0 0 0

Room Type 6 0 0 0

Room Type 7 0 0 0

Room Type 8 0 0 0

Expedia Room Only

Best Available Rate

Online Early Bird

Superior 5 10 0

Deluxe 4 10 0Junior Suite 0 2 0

Executive Suite 0 0 0

Room Type 5 0 0 0

Room Type 6 0 0 0

Room Type 7 0 0 0

Room Type 8 0 0 0

TOTAL 70 241 71

Note: These numbers should be the same as row 13 to check for accuracy of breakdown per channel

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What is the: Answers

Weekend Rates TOTAL Top Channel Hotel Website

10 147 Top Selling Rate Plan Best Available Rate Online

11 178 Top Selling Room Type Deluxe

7 56 Sellable Inventory Deluxe - Best Available Rate Online - Bookin

2 31

0 0

0 0

0 0

0 0

30 412 Note: Total Room Nights should be equal to cell G26

Expedia

9 147

11 178

10 56

1 31

0 0

0 0

0 0

0 0

31 412 Note: Total Room Nights should be equal to cell G14

Weekend Rates TOTAL

5 52

9 59

3 15

0 12

0 0

0 0

0 00 0

Weekend Rates

2 49

5 63

1 12

0 10

0 0

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0 0

0 0

0 0

Weekend Rates

2 37

1 451 19

1 8

0 0

0 0

0 0

0 0

Weekend Rates

15

142

0

0 0

0 0

0 0

0 0

30 412

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.com

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Rate Plans

Room Types

Hotel Website

0

20

40

60

80100

120

140

160

180

200

Weekend Rates

Early Bird

Best Available Rate Online

Room Only

0

20

40

60

80

100

120

140

160

Hotel Website Booking.com Agoda Expedia

Room Type 8

Room Type 7

Room Type 6

Room Type 5

Executive Suite

Junior Suite

Deluxe

Superior

10

20

30

40

50

60

70

80

Room Type 8Room Type 7

Room Type 6

Room Type 5

Executive Suite

Junior Suite

Deluxe

Su erior

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Booking.com

Agoda

Expedia

0

Room Only Best Available

Rate Online

Early Bird Weekend

Rates

0

10

20

30

40

50

60

70

80

90

100

Room Only Best Available

Rate Online

Early Bird Weekend

Rates

Room Type 8

Room Type 7

Room Type 6

Room Type 5

Executive Suite

Junior Suite

Deluxe

Superior

0

10

20

30

40

50

60

70

Room Only Best Available

Rate Online

Early Bird Weekend

Rates

Room Type 8

Room Type 7

Room Type 6Room Type 5

Executive Suite

Junior Suite

Deluxe

Superior

10

15

20

25

Room Type 8

Room Type 7

Room Type 6

Room Type 5

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0

5

Room Only Best Available

Rate Online

Early Bird Weekend

Rates

xecu ve u e

Junior Suite

Deluxe

Superior

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Gross Profit Simulation

Jan-13 Jan-14 Delta

Hotel Revenue in MYR Jan-13

Agoda 314,505.98 154,051.81 (160,454.17) 1036

booking.co 231,427.46 240,588.64 9,161.18 576

HW 114,584.80 326,530.20 211,945.40 300Hotel Revenue in USD 1912

Agoda 94,886.45$ 46,477.43$ (48,409.02)

booking.co 69,821.66$ 72,585.59$ 2,763.93

HW 34,570.23$ 98,514.16$ 63,943.93

199,278.35$ 217,577.19$ 18,298.83

Cost of sale

Agoda 17,079.56$ 8,365.94$ (8,713.62)

booking.co 12,567.90$ 13,065.41$ 497.51

HW 3,457.02$ 9,851.42$ 6,394.39

33,104.48$ 31,282.76$ (1,821.72)Gross Profit

Agoda 77,806.89$ 38,111.49$ (39,695.40)

booking.co 57,253.77$ 59,520.19$ 2,266.42

HW 31,113.21$ 88,662.75$ 57,549.53

166,173.87$ 186,294.42$ 20,120.56

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Jan-14 Delta % change

516 -520 -50%

567 -9 -2%

839 539 180%1922 10 1%