eres hti

Presented byRory MontgomeryMarketing Services ExecutiveHTI (Pty) Ltd and eRes Development Corporation

• Introduction: 20 Years in the hospitality software industry 9 full time developers – CRS, CRM, IBE, PMS and POS Over 80 group customers:

Over 2 500 Properties on eRes Over 125 000 Rooms on many shelves globally

Developed on International standards – Open Travel Top 5 CRS in the world (H2C – Independent Study)

‘LIVE Online Distribution’


Integration

Automation


Integration Automation

• Apex• Opera• Protel• Medallion• Epitome• Amadeus PMS (Hogatex)• Hotelier• HotSoft• Orbit• Guest Manager• Nightsbridge• and others…

• Expedia• Booking.com• Hotels.com• ResHub GDS• Tourvest• Thompsons• Flight Centre• ECCO Tours• MyMarket / Rennies / Bid Travel• African Eagle• SafariNow.com• Fairfield Tours• In1Solutions• and many others…

Property 1•PMS – Apex PMS•POS•GL•Banqueting etc.

Property 2•PMS - Opera•POS•GL•Banqueting etc.

Property 3•PMS – Apex PMS•POS•GL•Banqueting etc.

Property 4•PMS – Opera PMS•POS•GL•Banqueting etc.

AGGREGATE… ‘LIVE Online Distribution’

Tour Operators & Travel Agents

(Voice)Call Centre

(IBE)(Web

Public facing)

(GDS) Next Generation

(ADS)Travel

Marketing Portals


ChannelManagers (Q1 2011)

• Call Centre Online• LIVE Inventory and rates• Rates Management• Inventory (Occupancy)• Rules Based

Specials Restrictions Closeouts Packages

• Low Cost• Accessible• Social Networks

Facebook Twitter TripAdvisor Blogger etc.

• OTA’s, IDS’ and GDS• LIVE Inventory and rates


• Environment Unstable economy and highly competitive

• Objectives Drive traffic to site Lookers into Bookers Quality guaranteed bookings

• Online Distribution – more shelves 24 / 7• Channel Management – relationships


• Build Good Baseline Rate Structure (Rack / FIT – seasonal profile)• LINK other Rates to Baseline (Rack) (follow seasonal profile)

Seasonal Profiles• Discounting??

Rate Integrity / Rate Discipline Competitors Reaction – same price positioning? Packaging – Opaque Discounting?


• LIVE Distribution• Scarcity vs. Perishability

Balance diminishing inventory and potential revenue• HIGH DEMAND – Maximise Revenue• LOW DEMAND – Encourage Occupancy• Encourage GTD Bookings

Prepayment


• RULES Based Rates Management and Inventory Management working in unison Examples

• eRes Yielding Tools Open/Close Rate(s) Open/Close Inventory Restrictions Opportunity Cost / Hurdle Points

• RevPAR - Measurement


Segment Discount Restriction Channel(s)

Web 1–5 nights 5% None Company IBEWeb > 6 night 10% > 6 nights Company IBE

Tour operators 10% / 20% / 30% Contracted STO’s & PCO’s

Loyalty - Gold 30% Loyalty Web & CRS Redemptions

Corporate Rate – FNB 17% Contract API(Midweek only)

Early Bird 20% > 180 days Web & CRS(Non-refundable Deposit)

Last Minute 40% < 48 hours Web & CRS(Perishable / Distressed beds)


• RULES Based Rates Management and Inventory Management working in unison Examples

• eRes Yielding Tools - Automated Open/Close Rate(s) Open/Close Inventory Restrictions Opportunity Cost / Hurdle Points

• RevPAR - Measurement


What is RevPAR?

EXAMPLE


Room Nights SoldTotal Room Nights

(Occupancy Percentage %)

x ADR(Average Daily Rate)

= Revenue Per Available Room

Example: December 2010

RevPAR 1:ADR = R1 000Occupancy = 50%

RevPAR = R500

RevPAR 2:ADR = R750Occupancy = 80%

RevPAR = R600

ADR and Occupancy have to work together…



Thank you to Ashwin Kamlani – President & Founderof Hotel Internet Help Incorporated – Miami / Fort Lauderdale

• Protea Hotels• Southern Sun Group• City Lodge Group• Three Cities Group• Signature Life Hotels• Relais Hotels• Rani Resorts• Singita• Sabi Sabi• Faircity Hotels• Footsteps in Africa• Guvon Hotels

“Judge us by the companies we keep”


• Islands in Africa• Desert & Delta• First Resorts• Moloko Hotels & Resorts• Gooderson Leisure• The Thornybush Collection• Res247 / MTBeds / Kulula• Ezemvelo KZN Parks• & Beyond East Africa• Book Mauritius• And many more…

Thank you for your time today and we look forward to being of assistance to you in the future!

For some interesting insights into the world of online hotel marketing products and strategies,Join the LinkedIn Group

‘Sales Marketing and Revenue Technology Hotel Professionals’

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Presented by: Rory MontgomeryEmail: [email protected] (JHB, RSA): +2711 803 2208

Cape Town Representative: John SmookEmail: [email protected]
