Industry Trends

Why Your Hotel’s Direct Bookings Are Stuck in Neutral

Picture this: A guest visits your hotel’s website, eager to book directly. They search for rooms, compare options and finally click “Book Now.” But the booking engine stalls. Or the payment options don’t meet their needs. Frustrated, they abandon the process and head to an OTA. 

This isn’t an isolated incident – it’s a systemic issue plaguing the industry.

Hotels, large and small, are trapped in what experts call the Tech Fragmentation Trap – a tangle of outdated, disparate and poorly integrated systems. The result? Poor user experience, limited personalization and missed opportunities for direct bookings. 

This pressing challenge underscores the urgency for innovative strategies and tools to streamline operations and enhance guest engagement – a focus at the heart of the latest h2c Direct Booking Acceleration Study 2024.

Let’s dive into the findings of the study and uncover actionable solutions.

The State of Direct Bookings

There’s good news and bad news.  

Good news: Direct bookings are improving. Since 2019, internet booking engine (IBE) bookings have grown by 2%, now accounting for 21% of total bookings. OTA shares have stabilized at 36%, and offline bookings are steadily declining.

Bad news: The pandemic-driven surge in direct bookings has leveled off. Many hotels still rely heavily on OTAs, and fragmented tech systems are holding them back.

Hotels with modern tech stacks are outperforming competitors. But for many, a patchwork of outdated systems creates friction at every stage of the booking journey.

The Invisible Chain: Tech Fragmentation’s Toll on Hotels

The Invisible Chain of fragmented systems impacts more than just the booking process. It leads to:  

– Friction in the booking journey – Guests face clunky interfaces and limited payment options.  

– Limited personalization – Without unified data, hotels can’t tailor offers or upsell effectively.  

– Low conversion rates – Frustrated guests abandon bookings or turn to OTAs.

This fragmented approach not only damages guest experiences but also erodes profitability. Competing with tech-savvy OTAs like Booking.com requires robust systems and cohesive strategies.

The Path Forward: Strategic Tech Upgrades

Hotels can’t simply rip and replace entire systems overnight. Instead, they should prioritize three key areas:

1. Integration  

   Hotels must first map out their current tech stack and identify integration gaps. Data flow between systems – IBE, CRM and PMS – should be seamless. For instance:  

   – A guest who books a spa package online should see tailored room upgrade offers.  

   – Loyalty data should inform personalized pricing strategies.

2. Clean, Centralized Data  

   Your CRM is only as good as the data it holds. Regular data cleansing and alignment across departments are non-negotiable. Hotels that centralize their data – from spa to F&B – can unlock richer insights and drive guest loyalty.

3. Optimized Booking Engines  

   Many hotels reported dissatisfaction with their booking engines. Issues include:  

   – Limited upselling functionalities.  

   – Poor reporting tools.  

   – Unsupported payment methods.  

Enhancing booking engines doesn’t always require a full overhaul. Incremental upgrades – like improving design flow or adding localized payment options – can yield immediate benefits.

Aligning Teams for Success

Technology alone isn’t enough. Misaligned goals across revenue, sales and marketing teams can undermine even the best systems. 

A unified mission – supported by clear KPIs – ensures every department works toward the same goal. Regular communication and cross-department collaboration are critical to avoid operational bottlenecks.

The Role of AI in Direct Bookings

Artificial Intelligence (AI) isn’t just a buzzword – it’s transforming the direct booking landscape. Here’s how:  

– Personalization: Tailored room recommendations based on past stays or preferences.  

– Dynamic pricing: Predictive analytics to optimize rates in real-time.  

– AI-powered chatbots: Real-time assistance to answer guest queries and resolve issues.  

According to the study, AI adoption in IBEs is set to double within two years. The highest growth area? Personalized booking features, with over half of hotels planning to invest in this capability.

Actionable Steps for Hoteliers

Improving direct bookings isn’t a one-size-fits-all strategy, but these steps can make a big impact:

1. Enhance Your IBE  

   Focus on personalization, upselling and seamless user experiences. Incremental updates to your booking engine can dramatically improve conversion rates.

2. Clean Up Your CRM  

   A cluttered CRM is a liability. Regularly audit and cleanse data to ensure it’s accurate, actionable and aligned across all departments.

3. Prioritize Integration  

   Invest in connecting systems to eliminate data silos. Ensure data flows smoothly between your PMS, CRS and other platforms.

4. Leverage AI  

   Incorporate AI tools to analyze guest preferences, optimize pricing and provide real-time support. AI isn’t the future – it’s the present.

5. Align Teams Around Clear KPIs  

   Define and communicate shared goals across departments. When teams are aligned, technology adoption and strategy execution become seamless.

Don’t Panic. Start Small.

Improving your direct booking strategy doesn’t require a massive overhaul overnight. Start with small, impactful changes and build momentum.  

Remember, this isn’t just about technology – it’s about creating a cohesive, guest-centric experience.  

The next step is yours.  

Evaluate your systems. Align your teams. And commit to building a tech stack that drives results.  

Your guests – and your bottom line – will thank you.  

Posted in Industry Trends

The Data Silo Dilemma: Why Disconnected Systems Are Failing Hotel Personalization

The world is hyper-connected these days, and hotels are increasingly under pressure to deliver personalized guest experiences. From recognizing and rewarding returning guests to anticipating their needs based on previous stays, personalization has become a powerful tool in driving guest loyalty and revenue opportunities. Yet many hotels are failing to deliver on these promises, and one of the biggest culprits is the fragmented nature of their technology stack.

At the heart of this issue is the problem of data silos. A data silo occurs when information is trapped within one system and not shared or integrated across other systems. In hospitality, data silos often arise from fragmented tech stacks, where multiple platforms — like the Central Reservation System (CRS), Property Management System (PMS), and Customer Relationship Management (CRM) tools — operate independently and struggle to communicate. The disconnect between these systems creates gaps in the guest experience and significantly hampers personalization efforts.

Historically, hotels have relied on a variety of systems from different vendors to manage the complexities of their operations. CRS for reservations, PMS for managing on-property operations, CRM for guest communications — each serves its purpose, but when they don’t work together seamlessly, hoteliers are left with a fractured view of their guests. This can manifest in poor data sharing between systems, creating delays or inaccuracies in guest profiles, preferences, and booking histories.

APIs (Application Programming Interfaces) are often seen as the solution to connect disparate systems, allowing for data flow between them. And when done right, APIs can indeed be powerful tools for integration. However, not all APIs are created equal. The quality, security, and comprehensiveness of an API are critical factors that determine how well systems can work together. Robust APIs that are well-documented and properly maintained can offer seamless data transfer, real-time updates, and reliable performance. On the other hand, less mature or poorly managed APIs may fall short, leading to data mapping inconsistencies, one-way data flows, or delays in updating guest information.

One of the biggest challenges with API-based integrations is ensuring real-time responsiveness. Some APIs, especially those that rely on batch processing, can introduce delays in updating guest profiles across systems. This means that critical information, like a guest’s room preference or loyalty status, might not be updated by the time they check in, leading to missed opportunities for personalization. Additionally, inconsistent data mapping between systems can result in errors or incomplete guest profiles, further complicating the guest experience.

Imagine a guest books a stay through your CRS. This booking includes critical information — room preferences, loyalty status, and stay history. If the API connecting your CRS to your CRM or PMS isn’t robust or doesn’t function in real-time, your front desk might not recognize a VIP guest upon check-in. The result is missed opportunities for offering personalized room upgrades, tailored amenities, or loyalty perks.

The same disconnect happens post-booking. If systems don’t communicate efficiently, guests might not receive timely pre-stay emails with relevant information, or post-stay offers designed to encourage repeat bookings. Worse still, if marketing systems aren’t properly integrated with CRM and PMS data, personalized offers or promotions may not even reach the intended guests at the right moment, reducing their effectiveness.

While APIs can be incredibly powerful when done right, native integration between systems offers an even higher level of seamlessness. Native integration, where key systems like CRS, PMS, and CRM are built to work together from the outset, removes many of the challenges associated with patching systems together via APIs. Native systems are designed to share data in real-time, ensuring immediate updates across all platforms and eliminating many of the risks that come with API-based integration.

With native integration, guest profiles are instantly updated across all systems when a booking is made, modified, or canceled. Preferences from past stays are automatically applied, and loyalty status is accurately reflected in real time. This means front desk staff can greet returning guests by name and offer them their preferred room without delay. The restaurant can prepare a guest’s favorite meal, or the spa can recommend treatments based on previous preferences. This kind of seamless, proactive service is what builds guest loyalty and drives repeat bookings.

Native integration also has significant benefits on the back-end. Hotel management gains access to comprehensive, real-time reports that offer deep insights into guest behavior, booking patterns, and revenue opportunities. Rather than piecing together data from multiple sources, these insights are generated from a unified tech ecosystem, allowing for more informed decision-making and better-targeted marketing campaigns.

It’s important to acknowledge that APIs have their place — particularly for connecting niche systems that don’t need full integration. They allow hoteliers to customize their tech stack off the shelf by integrating solutions like guest experience platforms, review management tools, and more. For core components though — such as the CRS, PMS, and CRM — it’s vital to ensure that the APIs are robust, well-documented, and capable of handling real-time data. In most cases, a hybrid approach is the best solution.

To identify the most robust APIs, start by reviewing the vendor’s API documentation — clear, detailed guides are essential for understanding how the API works and integrates with other systems. Additionally, strong developer support, whether through a support team or community, is crucial for troubleshooting and customizations.

Scalability is also important to consider. As data demands grow, the API must handle increased traffic, especially during peak seasons. Security should never be overlooked either. Robust APIs must include encryption and compliance with privacy standards like GDPR to protect guest data. Finally, test the API before committing — requesting a demo or pilot phase lets you assess its performance and ensure it meets your operational needs.

By investing in the right mix of technologies, hoteliers can unlock the full potential of guest data, deliver real-time personalization, and ultimately enhance the guest experience, driving both satisfaction and long-term profitability. The future of hospitality is seamless, and it begins with smart, thoughtful integration choices.

Posted in Industry Trends

The Direct Booking Acceleration

Is your hotel ready to break free from outdated tech and boost direct bookings?

The H2C Direct Booking Acceleration Study 2024 reveals eye-opening insights into the hidden obstacles hotels face in maximizing direct revenue. Discover the gaps holding hotels back – and the steps you can take to elevate your direct booking strategy to the next level.

Inside the Study:

  • The Invisible Chain: Learn how outdated, fragmented systems are costing hotels more than they realize.
  • IBE Limitations Exposed: Why many Internet Booking Engines lack the flexibility and personalization guests expect.
  • Reclaim Control: See how leading hotels are shifting from OTA dependence to direct, self-sustained bookings.

Why Download?
With actionable insights, key trends and expert recommendations, this report is your guide to unlocking a streamlined, profitable direct booking channel that puts guest relationships back into your hands.

Ready to boost your direct bookings?

Download the h2c Direct Booking Acceleration Study 2024 Now. 

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Posted in Industry Trends

Why Your Hotel’s Direct Bookings Are Falling Short (And What To Do About It)

Imagine this: A traveler is looking for the perfect place to stay. They land on your hotel’s website, explore your offerings but before they can book, they switch to an OTA and reserve their room there instead. You’ve lost the direct booking.  

Unfortunately, this scenario plays out daily, across thousands of hotels, costing you revenue and control over your guest relationships.  
 
But it doesn’t have to be this way. 

A new study by h2c reveals that the core problem is often technology – outdated systems, fragmented tools and a lack of personalization. These invisible chains are holding your hotel back.  

Let’s explore how you can break free, take back control of your direct bookings and grow your revenue.

The Invisible Chain: How Legacy Systems Are Dragging You Down 
 
At first glance, everything might seem fine. Guests are booking, you’re filling rooms and revenue is coming in. But, what you don’t see is how much potential revenue you’re leaving on the table due to your reliance on OTAs and the limitations of your tech stack. 
 
The problem? Legacy systems. 
 
Old, disjointed systems create friction at every step of the guest’s journey. From confusing booking engines to poor website performance, each outdated touchpoint creates opportunities for guests to bounce. They get frustrated, search elsewhere and turn to OTAs. Every time a guest switches to an OTA, you lose control over the guest relationship, and your profit margin shrinks. 
 
The key to solving this? Modernizing your tech stack. 
 

Personalization: The Power of Tailored Guest Experiences 
 
You’ve heard it a million times: personalization is key. But what does that really mean for hotels?  
 
Personalization goes beyond greeting your guests by name. It’s about delivering the right message, at the right time, to the right person. And it starts the moment a guest lands on your website. If your site looks the same to every visitor, you’re missing out on a massive opportunity. 
 
The h2c study highlighted personalization as a top factor in driving direct bookings. Hotels that implement personalized website experiences see higher engagement, higher conversion rates and ultimately, more direct bookings. Guests who feel recognized and catered to are more likely to book directly with you. 
 
Take your booking engine, for example. Is it offering personalized upsells? Is it using real-time data to understand your guest’s preferences? If not, you’re losing out on significant revenue opportunities. 

The OTA Dependency: Balancing the Scales 
 
Let’s face it – OTAs are essential. They bring visibility, provide convenience, and offer a massive reach that most hotels can’t achieve on their own. But, they come at a cost. You pay commissions, and worse, you lose control of the guest relationship. 
 
It’s all about balance. 
 
You need OTAs, but you don’t want to rely on them for the bulk of your bookings. The h2c study shows that too many hotels are still heavily dependent on OTAs, which cuts into profit margins. Instead, the focus should be on shifting more business to direct channels while using OTAs as a supplement, not a crutch. 
 
The best way to balance the scales? Invest in your own digital marketing efforts. Ensure your hotel is visible where guests are searching – on Google, on social media and on metasearch engines. But once they land on your website, your booking engine needs to do the heavy lifting. That’s where the guest experience becomes critical. 

Fixing the Booking Engine: A Vital Step in the Guest Journey 
 
Your booking engine is the heart of your direct booking strategy. If it’s clunky, slow or confusing, guests won’t hesitate to leave. You need a booking engine that does more than just process transactions. It should be designed to convert. 
 
What does that mean? 
 
First, your booking engine should be fast and responsive. In today’s digital age, slow load times or unresponsive pages are deal-breakers.  

Second, it should be intuitive. Guests should be able to find what they need without any hassle, whether they’re searching for dates, room types or packages. 
 
But beyond that, your booking engine should enhance the guest experience. Personalization should be woven throughout the process, from showing personalized offers based on the guest’s browsing history to upselling relevant services during checkout. 
 
One interesting finding from the study was the importance of handling edge cases in the booking process. For instance, if a guest searches for accommodations for a large group that doesn’t fit into a single room, your booking engine should automatically offer multi-room options. These small adjustments can have a big impact on your conversion rates.

Seamless Technology Integration: The Key to Success 
 
No single piece of technology will solve all your problems. It’s about how the pieces work together. A well-integrated tech stack is the foundation of a successful direct booking strategy. 
 
Your website, booking engine, CRM and revenue management system all need to be connected and working in harmony. If one part of your system is outdated or not communicating with the others, the entire guest experience suffers. 
 
For example, real-time analytics should power your personalization efforts. If a guest browses your website but doesn’t book, your CRM should automatically capture that data and trigger personalized email follow-ups. If your revenue management system isn’t optimizing room rates in real-time, you’re likely losing out on revenue opportunities. 
 
Think of it like a chain. If one link is weak, the whole chain can break. That’s why a holistic, integrated approach to your technology is so important.

The Importance of Pricing and Upselling 
 
Optimizing price is another key lever in driving direct bookings. Implementing a revenue management system (RMS) that adjusts room rates based on real-time demand is critical. Guests expect competitive pricing, and an RMS helps ensure you’re always offering the best rate without leaving money on the table. 
 
But, price is only part of the equation. Upselling is a huge opportunity that many hotels miss. Whether it’s offering room upgrades, late checkouts or local experiences, upselling can add significant value to each booking. But it must be done right – offered at the right time, in the right way, based on the guest’s preferences. 
 
Personalization plays a big role here, too. The more you know about your guest, the better you can tailor your upsells to their needs.

Building Guest Loyalty Beyond the First Stay 
 
Direct bookings aren’t just about the initial transaction. The real value comes from building long-term guest loyalty.  
 
Once a guest books with you, the journey isn’t over. You need to continue delivering a personalized experience throughout their stay and beyond. This is where your CRM becomes essential. Use it to nurture relationships, send personalized offers for future stays and create meaningful touchpoints that keep guests coming back. 
 
The h2c study also highlighted the importance of advocacy. Guests who have a great experience with your hotel are more likely to recommend you to friends and family. Word of mouth is a powerful tool, and building a strong reputation for delivering personalized, seamless guest experiences can pay dividends in the form of new bookings.

The Role of AI in Enhancing the Guest Experience 
 
Artificial intelligence (AI) is no longer just a buzzword. It’s transforming the hospitality industry, and it’s time to embrace it. 
 
AI can help automate processes, optimize pricing and enhance personalization. For example, AI-driven algorithms can analyze vast amounts of data to predict booking intent, cancellation likelihood or even the best upsell opportunities for each guest. 
 
The best part? AI can work behind the scenes to improve every aspect of the guest experience without requiring constant manual intervention. The more you can leverage AI in your operations, the more efficient and effective your direct booking strategy will become. 

Practical Steps to Shift OTA Dependency

So, how do you take action? Here are a few practical steps to start shifting more bookings to your direct channels: 
 
1. Audit your tech stack: Identify any outdated systems or weak links in your technology. Invest in modern, integrated tools that support a seamless guest experience. 

2. Enhance your website and booking engine: Make sure your site is fast, mobile-friendly
and personalized. Your booking engine should be intuitive, feature-rich and optimized for
conversions.

3. Implement personalization throughout the guest journey: Use real-time data and
analytics to personalize every touchpoint, from the moment a guest visits your website to
post-stay communication.

4. Optimize pricing with an RMS: Leverage real-time data to offer competitive rates and
capture more direct bookings.

5. Test and refine your strategy: Experiment with different offers, upsell opportunities, and
guest engagement tactics. Track your results and adjust as needed.

Call to Action: Take Control of Your Direct Booking Strategy


The hotel industry is at a turning point. Technology is advancing rapidly, and guests expect
more personalized, seamless experiences. If your hotel isn’t keeping up, you risk falling
behind.


Now is the time to take control of your direct booking strategy. Start by investing in the right
technology, focusing on personalization and building strong relationships with your guests.
The tools are out there. The opportunity is there. It’s up to you to seize it.


Make the move to prioritize direct bookings today. Your future revenue – and guest loyalty –
depend on it.

Posted in Industry Trends

Why Most Hotel Websites Aren’t Doing Their Brands Justice

Biggest Mistakes to Avoid in Hotel Website Design

In today’s digital-first world, your hotel’s website is more than an online brochure. It’s the first touchpoint, a revenue driver and a stage for your brand. Yet, too many hotel websites are failing to live up to that potential.

Here’s the truth: most hotel websites have a digital blind spot. They look nice on the surface but fall short in delivering what matters – engagement, accessibility and a seamless user experience that mirrors the brand.

So, why are so many hotel websites missing the mark?

1. Lack of Accessibility

The stats are eye-opening. In the U.S., 20% of the population has a disability that affects their internet usage. That’s one in five potential guests. If your website isn’t accessible, you’re leaving that market on the table.

But accessibility isn’t just a legal checkbox. It’s a brand choice. Making your website accessible shows that your hotel is inclusive, and that can set you apart in a competitive market. Plus, accessibility improvements boost SEO, increasing visibility and bringing in more direct traffic.

2. Misalignment with Guest Expectations

Hotel websites are the virtual front door. Yet, many are slow, hard to navigate or lack a smooth mobile experience. Today’s guests don’t just browse from desktops. They’re using mobiles, and expecting a smooth, immersive experience that represents your brand.

Your website should: 

– Load fast – Guests won’t stick around for slow pages.

– Be mobile-friendly – Bookings from phones are climbing, so your site must adapt seamlessly.
– Deliver the brand experience – Guests should feel connected to your property before they even book.

3. A “Set It and Forget It” Mindset

Unlike static brochures, websites must evolve. Technology, guest expectations and even regulations are constantly shifting. Treat your website as a dynamic asset – something that adapts, grows and evolves with your brand.

Amazon’s approach is instructive. They don’t make sweeping changes overnight; they make continuous, small improvements. Hotels should do the same. Think of your website as a service – not a one-time investment. Continually adjust, optimize and improve.

The Bottom Line

Most hotel websites aren’t just websites – they’re untapped brand opportunities. They can be profit engines, delivering direct bookings, building loyalty and strengthening brand equity. But, that only happens if they’re designed and maintained with intention.

Your website isn’t just about showcasing rooms. It’s about creating an experience that begins the moment a guest clicks on your homepage.

Posted in Industry Trends

Is Your Hotel CRS-CRM Integration Sabotaging Guest Experiences?

Imagine a guest is excited about their stay at your hotel. They’ve booked a room, expecting a seamless experience. But, behind the scenes, your systems – CRS (Central Reservation System) and CRM (Customer Relationship Management) – are barely speaking to each other. The result? Miscommunication, missed opportunities and a frustrated guest who doesn’t feel valued.

This is the reality for many hotels using poorly integrated CRS-CRM systems. When these systems don’t work seamlessly, the cracks start to show. 

Here’s what happens:

1. Fragmented Data:

When your CRS and CRM aren’t natively integrated it means they aren’t connected directly, so can’t share data and communicate with each other. This results in data transfer being delayed, incomplete or outright wrong. And it means your front desk might not have real-time access to a guest’s preferences or loyalty status. The personalized service that guests expect? It gets lost in the shuffle.

2. Missed Upselling and Loyalty Opportunities:

Without seamless integration, hotels miss out on key moments to upsell or offer personalized rewards. Think about it: if your CRM doesn’t immediately tell your CRS that a guest has earned loyalty points or is eligible for a special offer, that opportunity is gone. Your guest ends up feeling like just another booking instead of someone who deserves tailored treatment.

3. Increased Labor and Manual Work:

A poorly integrated CRS-CRM creates more work for your staff. Manual data entry to fill in the gaps becomes a daily burden. Not only is this likely to result in human error, it also takes time away from high-value tasks like engaging with guests or improving operational efficiency.

4. Higher Reliance on OTAs:

When you can’t effectively use your own systems to attract and retain guests, you end up relying on third-party Online Travel Agencies (OTAs). While OTAs bring in bookings, their high commissions eat into your profits, making it harder to run a sustainable operation.

The Solution: Native Integration

A natively integrated CRS-CRM solves these issues by allowing real-time, seamless data sharing. Guests are recognized immediately, their preferences applied automatically and upselling happens effortlessly. Your staff spends less time on manual processes and more time creating unforgettable guest experiences.

More importantly, with native integration, you reduce your reliance on OTAs, driving more direct bookings and lowering your distribution costs. It’s a win for your hotel, and your guests.

In a world where personalization drives loyalty, can your hotel afford not to integrate?

Posted in Industry Trends

The rules of online visibility are changing – thanks to Google’s generative AI search

Strategies for Hotel Websites to Adapt to Google AI Search

For years, staying visible online was relatively straightforward. You’d optimize your site with keywords, stuff your pages with content and hope Google ranked you well. The strategy was simple: more words, more keywords, more traffic. 

But then Google flipped the script. 

With the introduction of generative AI search, Google has moved from static search results to dynamic search “threads”. Now, instead of resetting after every query, the search evolves. Users refine their searches and Google’s AI adapts, narrowing down the results based on previous inputs. In this new system, flat keyword stuffing just doesn’t cut it anymore.

But, here’s the problem: many hotels are still stuck in the old mindset. They’re relying on outdated SEO practices, producing spammy, irrelevant content that no longer works. And the result? They’re becoming invisible in search results.

So, what should hotels do?

– Stop keyword stuffing. That era is definitely over. Google’s generative AI focuses on “relevance”. If your content isn’t useful or doesn’t answer real questions, you’ll be pushed aside.

– Create human-like content. AI can help get you started, but it can’t finish the job. Hotels need to move beyond robotic, AI-generated content that lacks personality and connection.

– Answer real guest questions. Think about the most common questions your guests ask when they check in. Answer those directly in your content.

– Use FAQs strategically. Don’t bury FAQs on a generic page. Place them exactly where your guests need them. If someone is reading about your golf course, include the related FAQs on that same page.

– Respond to reviews. Google’s Gemini AI is layering this new technology into everything – hotel reviews, business listings and search results. Make sure you’re responding to reviews and engaging with guests because that’s the content that will stand out.

The hotels that thrive in this new landscape will be the ones that adapt quickly. They’ll create content that feels natural, answers real questions and resonates with both search engines and humans.

**Generative AI isn’t just a trend – it’s the future of search.**

The question is: will your hotel rise to meet it, keeping you always ahead or just get left behind?

The choice is yours.

Posted in Industry Trends

Future Proof – Key Trends Shaping Hotel Distribution in 2024

Successful hotel distribution strategies today require a holistic approach that encompasses each facet of the booking journey. In the coming months, hoteliers will be laser focused on optimizing their channel mix for profitability, personalizing the booking experience to increase conversion, and leaning on Artificial Intelligence to drive efficiencies.

To operate a successful hotel, there are a lot of things that have to go right. Owners need the right building in the right market tailored for the right demand generators, and operators need to build a top-notch management team equipped to offer great service.
Perhaps most importantly, though, is a well-thought out strategy to attract guests. Even the perfect hotel will not stay open long with no guests.
Gone are the days when hotels could simply open their doors next to a tourist destination and expect to fill up. As more and more hotels pop up in a market, hotels are constantly pressed to find ways to differentiate. Simultaneously, the ways travelers are searching and booking accommodations has evolved drastically, and hotels are constantly updating their strategies to ensure their offerings are in front of as many potential guests as possible.
Hotel distribution today involves a holistic approach to inventory management, digital marketing and pricing, with all teams across the commercial department acting in synchrony to ensure room availability and rates are appearing in the right places. To stay ahead of an increasingly complex landscape, hoteliers are turning to modern and innovative technology as an essential component of their distribution strategies.

  1. First, hotels must remain focused on optimizing their channel mix, which means analyzing which channels are the most profitable for them and driving as much business through these channels as possible. Ancillary channels can and should be used to fill in need periods or to reach travelers the hotel otherwise might not reach through its own channels.
  2. Next, it’s increasingly imperative for hoteliers to personalize a traveler’s booking experience, which can mean anything from using a first name in an email to presenting only offers that are relevant to that guest, based on previously identified preferences.
  3. To enable these and other modern distribution strategies at scale, hoteliers are increasingly relying on Artificial Intelligence. While the industry has long relied on machines for their ability to aggregate and normalize large sets
    of guest and transactional data, we are at the beginning stages of AI actually putting this data into action. Today, AI is helping reduce manual work across hotel distribution, from generating rate packages and descriptions to knowledgable chatbots equipped to handle any guest inquiry.
Posted in Industry Trends, Whitepaper

The Evolving Landscape of Digital Marketing Trends

In the ever-evolving realm of digital marketing, staying ahead of the curve is crucial. As we delve into current digital marketing trends, the first and foremost trend that demands attention is the strategic utilization of first-party data. This trend has gained immense significance, especially for hotels looking to maximize the potential of Google Ads in their marketing efforts.

First-Party Data Unveiled

First-party data is the treasure trove of information collected directly from hotel guests. This includes valuable details like email addresses, phone numbers, loyalty program memberships, and booking history. Hotels can employ this data in various ways when leveraging Google Ads for hotels, such as:

  1. Creating Custom Audiences: First-party data empowers hotels to craft custom audiences within Google Ads. This allows for precise targeting, reaching specific groups like past guests, email subscribers, or loyal patrons.
  2. Enhancing Ad Relevance: Leveraging first-party data, hotels can significantly improve the relevance of their advertisements. For instance, guest booking history can be used to display ads for specific room types or amenities that align with the guests’ preferences.
  3. Measuring Conversion Performance: First-party data aids in evaluating the conversion performance of Google Ads for hotels campaigns. This data can be instrumental in tracking how many guests, after clicking on the ads, proceed to book a room at the hotel.

Real-World Application of First-Party Data

Here are some practical examples of how hotels are employing first-party data with Google Ads:

  • A hotel chain uses its email list to create a custom audience in Google Ads for hotels, targeting individuals who have previously expressed interest in their brand.
  • A hotel tailors its Google Search ads based on guest booking history. For instance, if a guest has previously booked a suite with a balcony, the hotel showcases ads for similar suites when they search for hotels in the same area.
  • Another hotel uses first-party data to assess the conversion performance of its Google Ads for hotels campaigns, tracking the number of guests who, after clicking on the ads, book a room directly on the hotel’s website.

The Value of First-Party Data

In summary, first-party data is a valuable asset for hotels venturing into Google Ads. It enables the creation of more relevant, targeted ads, improvement of conversion performance, and a deeper understanding of guests’ needs. It has the potential to be a game-changer in the digital marketing landscape.

Incorporating CRM Data

For instance, an SHR Group client has seamlessly integrated their CRM with Google Ads, enabling weekly data segmentation. This means they can send different ads depending on the audience, offering a personalized approach that resonates with potential guests. This level of personalization plays a pivotal role in influencing customer behavior and perception.

A Paradigm Shift in Audience Targeting

Google Ads have shifted their approach towards targeting user intent rather than their actions. This AI-driven approach leads to hyper-personalized campaigns, catering to the individual behaviors and preferences of the audience.

Strategies for Leveraging First-Party Data with Google Ads for Hotels

Here are some key tips for hotels aiming to harness first-party data effectively in their Google Ads strategies:

  1. Obtain Data with Consent: Always ensure that your guests are aware of and have consented to the collection and use of their data for marketing purposes.
  2. Segment Your Data: After collecting first-party data, segment it into distinct groups based on demographics, interests, and booking behavior. This facilitates the creation of highly targeted ad campaigns.
  3. Custom and Lookalike Audiences: Maximize the impact of first-party data by creating custom audiences and lookalike audiences in Google Ads. This is a potent strategy to enhance targeting precision.
  4. Ad Relevance: Utilize first-party data to optimize ad relevance. Tailor ad copy and creatives to resonate with specific audience segments.
  5. Measure and Adapt: Leverage first-party data to measure the performance of your Google Ads for Hotels campaigns. Use this insight to refine and improve your strategies.

The Urgency of First-Party Data in Light of Google Chrome’s Changes

Notably, in January 2023, Google Chrome commenced the phasing out of third-party cookies. This significant development underscores the importance of adopting a robust first-party data strategy. If you are yet to embark on this journey, it’s essential to recognize that your audience’s data will slowly deteriorate in the first six months of 2024, rendering it virtually useless unless complemented by first-party data.

In summary, first-party data is not just a trend; it’s an imperative component of successful digital marketing for hotels. By harnessing this data effectively, hotels can enhance their targeting, ad relevance, and ultimately, the guest experience, ensuring they remain at the forefront of the ever-evolving digital landscape.

Unlocking Sustainable Growth – The Power of Demand Generation in Digital Marketing

Demand generation, a pivotal digital marketing trend, holds the key to driving sustainable growth in the competitive online landscape. In an era where customers are inundated with information, businesses must proactively create and nurture demand for their products or services. Demand generation strategies encompass a spectrum of activities, from content marketing and social media advertising to SEO and email campaigns, all designed to engage and educate potential customers.

By focusing on building relationships, providing valuable content, and aligning marketing efforts with customer needs, demand generation not only increases brand awareness but also cultivates long-term customer loyalty. In today’s digital age, where relevance and personalization are paramount, demand generation stands as a vital driver of success for businesses looking to thrive and adapt to the evolving marketing landscape.

Google has undeniably recognized the growing significance of demand generation, particularly in light of the impending challenges posed by the erosion of third-party cookies in the coming year. To address this, Google has taken an unexpected approach by drawing inspiration from Facebook, a departure from their traditional role as trendsetters. Google’s recent move, aptly named Demand Gen, mirrors Facebook’s success in targeting consumers with ads through lookalike audiences.

This innovation was introduced in early October, and our digital team at SHR Group has witnessed promising outcomes, particularly in the realm of brand awareness campaigns. We’ve successfully transitioned clients’ discovery campaigns into Demand Gen campaigns. Notably, our analysis revealed that older brand awareness Google Display ad campaigns were yielding subpar traffic quality for client websites. This shift underscores the importance of leveraging social platforms for brand awareness and reserving Google Ads for conversion-focused endeavors. It’s a strategic shift towards smarter spending and prioritizing value over mere numbers.

The Transition in Measurement Paradigms with Google Analytics 4

Google Analytics 4 (GA4) marks the latest evolution of Google’s widely-used web analytics tool, and it introduces substantial transformations that reshape the way we gauge website performance. Foremost among these changes, that took place at the beginning of July, is the transition from a session-based measurement model to an event-based one. Instead of merely tracking pageviews and sessions, GA4 now meticulously records individual user interactions, encompassing actions like clicks, video views, and form submissions. This profound shift in measurement methodology provides a more intricate and comprehensive comprehension of user behavior, equipping hotel marketers with the tools they need to finely tune their digital offerings for their target audiences.

Furthermore, GA4 introduces a suite of advanced machine learning capabilities, affording the capacity for predictive insights and in-depth analysis. This enhancement solidifies GA4 as a formidable instrument for data-driven decision-making. In summation, the impact of the measurement paradigm shift with Google Analytics 4 is a profound one, granting hotels a more precise and detailed insight into their online audience and enabling them to craft highly effective and personalized digital experiences.

At SHR Group, the seamless transition we’ve experienced serves as the ultimate gauge of success, characterized by the fact that our clients noticed no disruptions or changes. Already, we’re exploring new and intriguing data applications for the benefit of over 400 of our clients.

The Erosion of Demographic Data in Digital Marketing

Demographics have traditionally played a pivotal role in shaping marketing strategies, enabling businesses to direct their efforts toward specific demographic groups defined by age, gender, income, education, and other defining characteristics. However, the landscape of digital marketing has undergone significant shifts, driven by the prevalence of ad blockers, stringent privacy regulations, and the growing dominance of mobile devices. These changes have rendered the accurate capture of demographic data increasingly challenging, with early indications suggesting that Google Analytics 4 records only a fraction of your traffic with age, gender, and interests data.

Consequently, hotels may find themselves compelled to rely on imprecise or incomplete datasets if they persist in targeting their advertising based on traditional demographic parameters. This, in turn, can lead to resource wastage and ineffective marketing campaigns.

In response to this issue, hotels must place a premium on transparency and ethical data collection practices. This entails drawing from verified data sources and affording consumers control over their data privacy settings. Furthermore, emerging technologies like artificial intelligence and machine learning offer promising avenues for hotels to more accurately pinpoint potential guests. In sum, the erosion of demographics in digital marketing underscores the imperative of responsible data utilization and the adoption of ethical marketing practices.

Rising Cost per Click – OTAs Rejoin the Bidding War

The quest for advertising space on search engines and social media platforms has intensified, driving up the demand and consequently the cost of paid clicks in the realm of paid search. Furthermore, shifts in search engine algorithms and advertising regulations have made it progressively arduous for advertisers to secure prominent ad placements without incurring higher costs per click (CPC).

The cost-per-click (CPC) for hotel pay-per-click (PPC) campaigns has seen a continuous ascent, largely attributed to the intensified competition between hotels and online travel agents (OTAs) such as Booking.com and Expedia. This heightened competition became particularly pronounced in 2022, as we observed across our client base. With the easing of pandemic-related restrictions, OTAs resumed their marketing campaigns, unveiling a hidden cost. For instance, the average CPC for brand campaigns alone witnessed a significant surge, often reaching an increase of about 50%. The bidding war for advertising space in the digital realm has undeniably contributed to this ongoing upward trajectory in CPC, making it increasingly challenging for independent hotels to achieve a cost-effective return on investment in the ever-competitive and cost-intensive advertising landscape.

Finally, the surging popularity of mobile devices has fueled the growth of mobile advertising, inherently commanding a higher CPC compared to desktop advertising. The convergence of these dynamics has compounded the challenges faced by independent hotels striving for a profitable return on investment (ROI) in an increasingly crowded and costly advertising landscape.

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Posted in Industry Trends

Robotic Process Automation Will Shape the Future of Hotel Operations

By Angelo Directo, VP, Design and Innovation

In the wake of the COVID pandemic, hotel operators are facing intense pressure to mitigate rising labor costs while still providing exemplary customer service. While operators have always been sharply focused on labor costs as a line item on the expense report, the current economic climate will shape the way hotel companies build their teams for years to come. 

According to a May 2022 AHLA survey, 97% of hotels indicated they are experiencing a staffing shortage, 49% severely so. Survey respondents indicated they had hired an additional 23 employees per property in the last three months but were also trying to fill an additional 12 positions. 

As operators search for solutions, many see the rising adoption of Robotic Process Automation (RPA) as a way to help bridge the gap, enabling leaner teams to get more done, faster.

What Exactly is RPA?

Robotic Process Automation brings together different data points, often housed in different applications or databases, to streamline and execute tasks or processes that can be accomplished by a software “robot,” rather than requiring human involvement. This typically results in substantial time, labor and cost savings, while freeing up employees to perform more critical high-touch functions.

In hospitality, it can be applied in the front of house and back of house to streamline workflows and substantially reduce manual efforts. But its adoption has been slow. 

“When we think of AI and robotics being used in the medical field to detect and cure cancer, we applaud it, yet when we consider using AI, RPA, or physical robots to aid us in hospitality, we get nervous,” says Simone Puorto, former hotel GM founder of Travel Singularity, in a recent Hospitality Net report. “The misunderstanding is that we will lose the human touch when tech is introduced. Yet the human touch itself often creates problems and inefficiencies in the guest experience.”

On the guest-facing side of the business, automation can be applied to virtually every touchpoint of the guest journey. Marketing automation comes in the form of upsell opportunities, re-marketing or recovery campaigns in the pre-stay, pre-check-in and post-cancellation stages. 

In the back of the house, automation is helping the marketing, revenue and sales departments get more done with fewer resources. Integrated CRM systems have become the heart of new, guest-centric personalization strategies such as automated email marketing programs that are proving to be huge time-savers. Revenue managers are tapping automation to stay on top of pricing and demand trends.

RPA reduces the common challenges presented by running a business on a fragmented tech stack. Siloed systems often lead to a great deal of manual effort, such as copying, importing, exporting data from one system to another, or the common “swivel-chair integration.” Through RPA, operators can create workflows that fill feature gaps or replicate features from other systems, saving them time and money. 

Examples of RPA in Hospitality Today

Native CRS, CRM and RMS applications provide SHR with unique access to highly actionable data to build tailored workflows for each operator’s individual needs. Several SHR hotel partners are currently using RPA to remove previously manual tasks. In many cases, they’re automating the data sharing between systems, where processes inevitably break. So far, RPA is providing the most value in the following five categories: Business Intelligence, Marketing Automation, Operations and Support, Revenue Management and Reputation Management.

For example, one partner offers attractive rates to guests that book ahead and pay 50% upfront. In this scenario, the guest’s credit card on file is charged the remaining 50% a handful of days before arrival. Because many guests don’t track when the remaining balance will be withdrawn, their credit card will sometimes come back declined. Prior to implementing RPA, a call center representative was addressing these denials each night – often dozens – through a manual process of copying, pasting and composing emails to guests. 

Since, the hotel operator has defined the proper workflow and SHR has built an automated process to remove human intervention. Other automated workflows that have been deployed today include functionality around abandoned cart re-marketing​, upselling, and sharing call center messaging data.

In the Hospitality Net report, Puorto identifies additional real-world examples of automation directly leading to labor savings:

  • Pre-qualifying group sales RFPs requires around 60 person-hours per month. By automatizing the task, an average hotel can generate additional revenue due to faster response time, while drastically reducing labor costs.
  • Managing rate codes in PMSs and GDSs requires around 100 person-hours per year. The application of RPA can increase accuracy, reduce errors down to zero, and generate recovered revenue.
  • Daily revenue reporting can take up to 1,000 person-hours per year. Therefore, on top of producing more precise reporting, the use of RPA can save labor costs.

Tip of the Iceberg

As you see in the examples above, RPA is not a lofty, unattainable goal for hoteliers. It’s saving  considerable time and money for operators today, but we’ve just cracked the surface in terms of the ways automation will shape the future of hotel operations. To get where we need to be, hoteliers and technology solutions providers must work together to prioritize innovation. 

“I don’t think it’s hard for hotels to grasp the opportunities that automation offers – I think it’s hard for them to have confidence that the technologies they select for their tech stack will work together the way they expect, and not create more problems than they solve,” Kathryn Murphy, owner of The Murphy Gallery & Hotel in Dublin, told Hospitality Net.

While systems have been trying to accomplish some of these tasks for years, we feel there has been a holistic shift in the way businesses are approaching modern integration strategies. Open APIs and cloud technology are paving the way, and in general there is less finger-pointing and more true partnerships among suppliers and hoteliers. 

Hoteliers must get back to providing the personalized service our industry is known for, and accelerating the adoption of Robotic Process Automation will provide the framework moving forward.

Posted in Industry Trends