From historical booking information to newer consumer-centric data sets like web shopping behaviors and guest reviews, this webinar will help you understand future demand more accurately and how different data sets can affect pricing.

1. The 7 Layers of Data That Will
Improve Your Pricing

2. | Introductions
| The building blocks of an
accurate forecast
| New consumer-centric data
sets to improve your pricing
| Online reputation is a critical
component of pricing
What We’ll Cover

3. Dan Yacker
VP, Global Strategic Alliances
RJ Friedlander
Founder, CEO

4. About Duetto
Founded by
Industry Leaders
World-Class
Technology Development
Committed to
Customer Success

5. Big Data = Better Data
Reviews &
Social Media
Competitor
Pricing Data
Booking &
Reservation Data
Web Shopping
Regrets &
Denials
Weather
Air Traffic
Traditional Revenue
Management
Traditional Revenue
Management

7. What is Unconstrained Demand?

8. 1. Historical data and booking pace

9. 2. Competitor pricing data

10. 3. Events and macroeconomic factors

11. 4. Airlift data

12. 5. Weather data

13. 6. Web-shopping data

14. Ever leave money on the table?
250,000 + People

15. 7. Social reviews and ratings info

16. Our Vision
Enable our clients to deliver better
guest experiences and to profit
from Guest Intelligence.

17. Data/API
Revenue
Optimizer
Guest
Surveys
Reputation
Management
Guest Intelligence
Hotel Owners &
Investors
Management &
Representation
Companies
Hotels
Restaurants
Consultants &
Advisors
Destinations &
Star Ratings
What Do We Do?

18. • +20,000 hotels and brands in +100 countries rely on ReviewPro to improve guest satisfaction
and increase revenue.
Clients & Partners

19. Online Reputation
& Pricing

20. Impact of Reviews on Revenue
of travelers indicate that their decisions are highly influenced by reviews & other user
generated content.
The average number of websites travelers visit before booking a trip.
of consumers say they won’t book a hotel if it has zero reviews.
of customers will book a room at a property that responds to reviews over a hotel
that does not.
of travelers changed their primary choice during the booking process after using
social media and review sites.
The percentage by which a hotel can increase its pricing while maintaining the same
occupancy or market share if it improves its review scores by 1 point on a 5-point
scale.
92%
11%
38
53%
33%
(e-tailing group)
(Expedia Media Solutions/Compete)
(PhoCusWright)
(Cornell University)
(Tripadvisor)
(World Travel & Tourism Council)
68%

21. Impact of ORM on Revenue & Hotel Valuations
Industry references of landmark studies
A 1 point increase in a hotel’s Global Review Index™ equals up to:
+0.89%
in ADR
+0.54%
in Occupancy
+1.42%
in RevPAR

22. Driving Higher Demand
Hotel A
*same amenities and service at the same price
Positive online reviews
Less positive reviews
High popularity
=
Higher demand
=
Higher revenue
Low popularity
=
Lower demand
=
Lower revenueHotel B
Identical value proposition*

23. Leverage Your GRITM Scores…
• Analyze the evolution of your online reputation (GRITM) and take it into consideration when
optimizing pricing decisions.

24. … And Those of Your Competitors
• Monitor the evolution of your competitors’ online rating and consider how that could affect
your forecasting & pricing.

25. Guest Satisfaction Improvement

26. How Savvy Hoteliers Achieve Measurable Results
Online
Reputation
Management
Guest
Satisfaction
Improvement

27. “
Culture of Guest Experience

28. Guest Intelligence = ORM + GSS
Online Reputation Guest Surveys

29. Guest Intelligence Across the Organization
Revenue & Distribution
General Manager
Food & Beverage
Quality & Operations
Sales & Marketing
Front Desk
Housekeeping &
Maintenance

30. Turning Insight into Action
Advanced Semantic
Analysis
Customized Filters & ViewsMobile App
Automated Reporting
Competitive Benchmarking

31. Expert Tips for Climbing the Ranks
Adele’s recommendations:
• Analyze reviews for guests likes & dislikes.
• Ask, “How can we make guests happier?”
• Identify touch points that “light the guests up”.
• Review opportunities to “sparkle sunshine” on
guests daily.
• Read reviews & share with staff daily:
- Reinforce primary objective to make
guests happy.
- Understand their role & relationship
between guest happiness & revenue.
Adele Gutman
VP Sales, Marketing &
Revenue
Library Hotel Collection
Every time you make a guest truly
feel cared for, respected and
appreciated, you create an
opportunity for another positive
review. Every employee must do this
at every touch point, for every guest.”
“

32. Benefits of a High Ranking
Library Hotel Collection sees the following benefits
of their outstanding online reputation:
• More travel shoppers see the positive comments.
• Greater demand.
• More opportunities to convert.
• Higher average daily rate.
• Billboard effect.
• Happier staff.
HAPPY
GUESTS
GREAT
REVIEWS
HIGH
RANKING

33. ReviewPro’s Resource Hub
www.reviewpro.com/resources

34. Key Takeaways

35. Questions?