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E-REPUTATION MANAGEMENT SESSION 3 Revenue Strategy Management Ranjan KHOTEJA MBA2 A

ReviewPro Wwebinar: Revenue Management Strategy for Hoteliers

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Page 1: ReviewPro Wwebinar: Revenue Management Strategy for Hoteliers

E-REPUTATION MANAGEMENTSESSION 3

Revenue Strategy Management

Ranjan KHOTEJA MBA2 A

Page 2: ReviewPro Wwebinar: Revenue Management Strategy for Hoteliers

Revenue Management: a rapid changing sector

New challenges

Channel proliferation Metasearch Costs of acquisition rising

at twice the rate of revenue growth

Rate parity: can it be maintained?

Ever increasing influence of review

On the horizon

New metrics: switch from RevPar to ProPar to take into account the costs of acquisition

New pricing strategies:– Look at pricing from the

lens of the customer– Evaluate the relevance

of rate parity

Page 3: ReviewPro Wwebinar: Revenue Management Strategy for Hoteliers

Hoteliers should rely on integrated digital marketing and better understand the customer purchase journey Dream: price and value equation

Search: Customer acquisition / Consumer Pricing Intelligence

Book: volume and reachStay: local or commodity?

A balance between OTA and direct booking OTA: metasearch offers new possibilities: adapt it to

your property Use incentives to boost direct bookings

An imperative: maintain profitability

Page 4: ReviewPro Wwebinar: Revenue Management Strategy for Hoteliers

A positive online reputation benefits all channels

Recommendations: Keep up with trends and focus on long-terms strategies Optimize reach across channels Take into account costs of acquisitions Focus on distinctions Audit travelers

Reputation and revenues

Page 5: ReviewPro Wwebinar: Revenue Management Strategy for Hoteliers

A few interesting points