Eres HTI

Presented by
Rory Montgomery
Marketing Services Executive
HTI (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
‘LIVE Online
Distribution’
Channel
Managers
(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 IBE
Web > 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 Sold
Total Room Nights
(Occupancy Percentage %)
x ADR
(Average Daily Rate)
= Revenue Per Available Room

Example: December 2010
RevPAR 1:
ADR = R1 000
Occupancy = 50%
RevPAR = R500
RevPAR 2:
ADR = R750
Occupancy = 80%
RevPAR = R600
ADR and Occupancy have to work together…

Thank you to Ashwin Kamlani – President & Founder
of 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’
END
Presented by: Rory Montgomery
Email: rory@hti-systems.co.za
Telephone (JHB, RSA): +2711 803 2208
Cape Town Representative: John Smook
Email: johns@hti-systems.co.za

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