Upload
others
View
2
Download
0
Embed Size (px)
Citation preview
p|r|i|s|m
Sales Automation Today
Sales & Marketing Executive BriefingHITECJune 23, 2003
Mark G. Haley, CHTP
the prism partnership, llc
June 23, 2003 the prism partnership, llc 2
p|r|i|s|m Overview
State of Hotel Sales Automation market todayWhat is Hotel Sales Automation?Where is the Growth and Innovation coming from?What is the Impact of the Internet on Meeting Planner Relationships?
June 23, 2003 the prism partnership, llc 3
p|r|i|s|m State of Market Today
Four significant players
Several smaller competitors
Growth in related Internet Applications for housing, customer integration, etc
Upscale and Luxury segments perhaps approaching saturation
June 23, 2003 the prism partnership, llc 4
p|r|i|s|m Major Players in Market
2500?Sales ProHotel Sales Pro
17170enterpriseDaylight
102500, 210
Fidelio S&C, Opera
MICROS/Fidelio
20/site3400Delphi, extensions
Newmarket
Est. Avg. Users
SitesProductsFirm
June 23, 2003 the prism partnership, llc 5
p|r|i|s|m Minor Players
Integrated to Maestro PMSNorthwind
Integrated to V1 PMSVisual One
Caterease, multiple versions
Caterease
ESP 2000, othersHodges & Irvine
ProductFirm
June 23, 2003 the prism partnership, llc 6
p|r|i|s|m New Entrants
Rendezvous; .NET architecture
NFS Hospitality
Integrated into Lodging Touch PMS
HIS
ProductFirm
June 23, 2003 the prism partnership, llc 7
p|r|i|s|m Major Player Differentiation
Low price?Hotel Sales Pro
Single platform for Sales from property to region to global
Daylight
Integration at the database level yields operational efficiencies and reduced h/w, s/w cost
MICROS/Fidelio
Depth & breadth of customer base and product offerings
Newmarket
Point of DifferentiationFirm
June 23, 2003 the prism partnership, llc 8
p|r|i|s|mWhat is Sales Automation Today?
Baseline FeaturesAccount Management
Mailing Engine
Group Rooms ControlBudget-driven pricing
Function BookBanquet Event OrderReporting & Analysis
June 23, 2003 the prism partnership, llc 9
p|r|i|s|mWhat is Sales Automation Today?
Enhanced FeaturesPMS InterfacesEnterprise-wide systemsLive connection to Internet for leadsIntegrated communications with customersBanquet PostingRoom diagramming/viewing toolsEvent monitor interface
June 23, 2003 the prism partnership, llc 10
p|r|i|s|mWhat is Sales Automation Today?
These tools built to solve the problems of working with meeting planners to make the hotel profitable and service the group
June 23, 2003 the prism partnership, llc 11
p|r|i|s|mWhere is Growth Coming From?
These tools do little to support campaign management or outbound marketing
More Internet featuresASP OfferingsData repositories
June 23, 2003 the prism partnership, llc 12
p|r|i|s|mWhat Are Horizontal CRM Vendors Doing?
Delta HotelsPivotal
Casino Market; Manhattan EastGroup 1
Hiltone.Piphany
Marriott International & Starwood
Siebel
CustomersFirm
June 23, 2003 the prism partnership, llc 13
p|r|i|s|mWhat Are Established Players Doing?
Expand the Potential MarketValue propositions for smaller propertiesHosted solutions
Improve, reduce cost of PMSI
Move more business to Internet
June 23, 2003 the prism partnership, llc 14
p|r|i|s|m Impact of Internet
Meeting Planners Soliciting ProposalsRFP Exchanges
Group BusinessAlso corporate/leisure accounts/consortia
Challenge:Avoiding intermediation
June 23, 2003 the prism partnership, llc 15
p|r|i|s|m Impact of Internet
Planning EventsPrivate-label and public site strategiesRe-use of dataIntegration of local systems with external sites
June 23, 2003 the prism partnership, llc 16
p|r|i|s|m Impact of Internet
Part-time Planner SegmentSMERF or Admin AssistantSimpler business than large eventsLess familiar with the industryNo prior relationships
Challenge:Servicing them on-line
June 23, 2003 the prism partnership, llc 17
p|r|i|s|m Impact of Internet
Executing EventsHousingExhibit Space ManagementPromotion & Registration
Challenge:How to web-enable the event itself?
June 23, 2003 the prism partnership, llc 19
p|r|i|s|m For More Information
Vendor SitesNewmarket: http://www.newmarketinc.com/MICROS/Fidelio: http://micros.com/Daylight: http://www.daylightsoftware.com/Hotel Sales Pro: http://hotelsalespro.com/
June 23, 2003 the prism partnership, llc 20
p|r|i|s|m For More Information
Internet Applications Vendor SitesPasskey: http://www.passkey.com/Starcite: http://starcite.comPlanSoft: http://www.plansoft.com/Plan It Online: http://planitonline.com/Cvent: http://cvent.com