Hotel Distribution 2020 Part II: The Tech Landscape

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by Wouter Geerts + Skift Team - Nov 2020

Skift Research Take

Hotel tech tends to be characterized by piecemeal solutions by a myriad of tech vendors, all offering a few pieces of the puzzle. Hotel distribution tech is no different. Hoteliers end up working with many tech vendors to understand demand, set the right rates, and get their rooms on the right channels. Here we provide some clarity on key issues and the vendor landscape.

Report Overview

Hotel distribution is a complex process. In a market where demand fluctuates strongly, and a myriad network of channels compete for sales of the same room inventory, hotels need to understand how the different channels operate and have a clear strategy in place to allow for the best possible distribution of their rooms.

Skift Research has put together two reports to tackle this crucial element in hotel operations. This second report focuses on the technology that is available to hoteliers to enhance distribution. The report sets out the different tech systems and provides an insight into the vendor landscape.

The report highlights how distribution tech can be split into two categories: connectivity tech, which helps with the distribution of rooms, and intelligence tech, which helps hoteliers better understand market demand and competitor behavior. The report discusses key issues faced by hoteliers, and the future of tech development.

What You'll Learn From This Report

  • The history of technology in hotel distribution, and what technology is used today by hotels
  • The tech vendors that are active in this space, and what solutions they offer
  • How the role of channel managers is evolving
  • How hoteliers struggle to get a clear overview of demand, and how tech has evolved (and will continue to evolve) to tackle this problem
  • How hotel distribution is becoming a more holistic topic which involves looking at the entire guest journey

Executives Interviewed

  • Enzo Aita - Global Head of Business Development at Hyperguest
  • Paul Anthony - Digital Commercialisation Director at Hotelbeds
  • Katja Bohnet - Director of Hotel Distribution at Amadeus
  • Tom Buckley - Co-founder and Chief Commercial Officer at Wildebeest
  • Tom Corcoran - President and CEO at TCOR Hotel Partners
  • Evan Davies - Founder at Channex.io
  • Cindy Estis Green - Co-founder and CEO at Kalibri Labs
  • Mark Fancourt - Co-founder at TravHoTech
  • Mike Ford - Managing Director at SiteMinder
  • Quinten Gazendam - Chief Growth Officer at SmartHotel
  • Narcis Ghidanac – Revenue Manager at Me by Melia Dubai
  • Pierre-Charles Grob - CEO at D-Edge
  • Hamzah Hafesji​ - Senior Product Manager at Guestline
  • Craig Hewett - Co-founder at Wego.com
  • Christoph Hütter - Revenue Strategy Consultant at Christoph Hütter Revenue Management
  • Shawn Jereb - Vice President of Revenue Management at Montage Hotels
  • Chris Jones - Product Manager at Guestline
  • Ullrich Kastner - Managing Director and Founder at MyHotelShop
  • Steve Lowy - Founder and CEO at The Residence Apartments
  • Bela Nagy - Senior Vice President Revenue Strategy and Performance at Accor
  • Michaela Papenhoff - Managing Director at h2c
  • Simone Puorto – Founder and CEO at Travel Singularity
  • Amit Rahav - Co-founder and Chief Revenue Officer at Hyperguest
  • Alexandra Fernandez Ramos - Chief Product and Sales Officer at Travelsify
  • Murtaza Rangwala - Principal Consultant and Owner at RevUplift
  • Karin van Rhee - COO at Juyo Analytics
  • Sally Richards - Managing Director at RaspberrySky Services
  • Joan Sanz - Founder at ChartOK
  • Chinmai Sharma - President, Americas at RateGain
  • Mark Struik - Commercial Director at Postilion Hotels
  • Johnny Thorsen - Vice President Strategy & Innovation at American Express Digital Labs
  • Monica Xuereb - Chief Revenue Officer at Loews Hotels
  • Xabier Zabala - Global Operations Director at Hotelbeds
  • We’d also like to thank Michael Frenkel and Klaus Kohlmayr of IDeaS for their insights and industry introductions. Furthermore, we appreciate the teams at SimilarWeb, OTA Insight, Kalibri Labs, MyHotelShop, STR, and D-Edge sharing their data for this report.

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