Large Hotel Management Company (HMC) - Total Online Distribution Strategy

Background: This HMC has several flag hotels in its multi- brand ed hotel portfolio. Seeking to compete on Internet channels beyond their own branded websites, they tasks HeBS to build a Total Online Distribution Strategy.

Actions: HeBS evaluated distribution channels and developed a comprehensive online channel strategy, which included:

1. A profile of 60 different global channels and over 20 different local channels that properties can access to promote and distribute inventory.
2. Distribution channels include the agency model services, opaque rate model services, merchant model services, online event and meeting planner, online wholesalers and consolidators, last minute and impulse purchasing services, Pay Per Click services, international and local hotel directories, and many more.
3. Report streamlines decision-making with a proprietary rating system (Pricing, Maintenance, and Priority) and includes profile of service provider with pricing model, key contacts for immediate registration and contracting.
4. Includes free 6-month follow-up for new service providers in the area and general review of activity and performance.

Results: HMC has tapped into entirely new channels to distribute inventory and has broadened its scope of services and reach into the market with more convention and meetings travel and weekend leisure travel. Third party online revenues increased several fold within several short months.