REVENUE MANAGEMENT & DISTRIBUTION

Revenue management is the foundation of any successful hospitality business. Without a clear strategy, there could be a lack of foresight needed to identify opportunities to maximise the revenue or even to see the tracking against your competitors.

Here’s how we help you maximise revenue:

Sales

• Implementation of direct sales strategy, fostering long term relationships with key corporates, trade partners and distributors.
• Assistance with contract negotiations, rate setting and contract preparations for the Corporates, Trade partners, EMC & MICE players.
• Attendance at key targeted Country wide trade shows and industry events (co-operative cost basis).
• Innovative promotional and incentive campaigns to all major suppliers.

REVENUE MANAGEMENT

REVENUE MANAGEMENT

We understand that every property and every client is unique and deserves an individual plan for success. We take our combined experience in applying it to your business with customised approach as we know that a combination of Revenue and Yield Management are the key drivers to maximise accommodation profitability.

As with any business, Revenue management forms the base of any successful venture.  A clear strategy helps identifying and converting opportunities into revenue. Keeping a tab on the competition is also one of the core strategies which will help maximise revenue.  Our dedicated Revenue Manager will assist you in looking at current market demand, generating reports and setting rate strategy rules, keeping a finger on market’s pulse to track the right metrics focusing on the future.

YIELD MANAGEMENT

Yield management is an important pricing strategy for today’s hospitality business.  We look beyond OCC (Occupancy) and ADR / ARR (Average Daily Rate/ Average Room Rate) to other measures such as RevPAR (Revenue Per Available Room) and ALOS (Average Length of Stay). The key is to use your data to understand your customers and their sensitivity to pricing and combine that information with dynamic pricing strategies. Our team can advise and implement the optimal yield strategy to maximise revenue.

AUDIT, ANALYSE & DEVELOP

• Arion Hospitality will audit, analyse and develop an overall revenue and rate strategy customised to your property.
• Benchmark and compare the pricing strategies of the main competitors and the historical performance of the hotel. 
• The study will look at a year period: day-by-day pricing by the length of stay. The benchmarking will show how the property is priced competitively and create or revise the pricing grid.
• The study will also look at the distribution management of the property, inventory availability management and rates availability management, in periods of low to high demand. 
• We look at the competitive strengths and weaknesses of the property and present an action plan, with a primary focus to enhance existing distribution channels.

PRICING STRATEGY

• We rework both the ‘naked eye’ price and contracted rates keeping in mind the demand, length of stay and immediate competition.
• Pricing will be recommended per period of demand: low to high periods. 
• Negotiated and opaque rates will be reviewed in relation to the production and relative accounts.
• A rate strategy for a 13-month is incorporated keeping in mind the following :
  • Pricing strategies – day by day (by day of week).
  • per channels of distribution.
  • Yield strategies with restrictions on peak periods.
  • Promotional strategies in low demand periods.
  • Identification of opportunities to drive business to property direct website.

DISTRIBUTION STRATEGY

• Management of the price/offer that is available on the various distribution channels.
• Rate parity across all channels (the same rate on all channels).
• Rate integrity maintained across all channels & markets, aligned with our yield strategies.
• Identify possible sources of business or channels, not currently being leveraged, such as new markets, OTAs, MICE or group buying sites.

Hotel Distribution Strategy

ONLINE CONTENT MANAGEMENT

We ensure the property is represented with a consistent and professional approach across the e-commerce Online Travel Agents (OTAs) and the 3rd party web listing which includes the Meta Search Sites such as Google, Trip Advisor and others.

We follow below mentioned principles for all our clients :

• Extensive audits and searches are done for the property’s online listings.
• Informative content is developed relevant to the intended guest.
• Satisfy the requirements of the individual channel.
• We optimise the content for the highest possible booking conversion. 
• Updates to hotel facilities and images are actioned in a timely manner.
• We capitalise on product enhancements so that we convert the booking faster.

INTERNET BOOKING ENGINE (HOTEL WEBSITE)

This is the most cost-effective business source, which encourages higher return patronage. Arion Hospitality will assist in driving increased conversion on your most important, commission free channel.

Booking Direct is always best via :

• Improving content using SEO best practises.
• Increasing offers/options for guest.
• Develop strategies to channel shift business from the OTA’s.
• Identify opaque sources of business.
• Leverage promotional offers / hot deals with marketing support via electronic.
• marketing and other campaigns over identified need periods.
• Make recommendations on the technology used, to identify further opportunities to increase conversion rate.

ONE ON ONE COACHING & SUPPORT

As part of our Remote Revenue Optimisation Service, we will provide the following training :

• Rate structure and demand calendar understanding.
• Ongoing training on rates and promotions available to use & sell direct.
• Introduction & understanding of new distribution sources.

We are also able to coordinate and support enhanced training offerings at a cost, such as :

• Telephone Sales Techniques.
• Complaint handling & resolution.

REPORTING

A full range of reports are provided with a weekly summary plus we also provide detailed month end reporting and analysis, with detailed commentary.

ONLINE TRAVEL AGENT (OTA)

OTA stands for Online Travel Agency.

OTAs are online travel companies who allow customers to book various travel related services directly via the Internet.  They are 3rd party agents reselling trips, hotels, cars, flights, vacation packages etc.

Makemytrip.com, Booking.com and Expedia are the 3 most commonly known OTAs but there are many more offering access to different markets.