The document discusses hotel sales and revenue management strategies. It covers the components of distribution including CRS, GDS, OTA and other channels. It also discusses the guest journey from inspiration to booking to experience and sharing reviews. Finally, it discusses managing rates, availability and media across channels and recognizing different target audiences like business and leisure travelers or by age group to implement an effective channel management strategy.

1. Laura Lo Mascolo
Revenue & Sales Strategies Management
Destination Management - Business Analysis

2. Hotel sales: La sfida di oggi
Revenue & Sales Strategies Management
Destination Management - Business Analysis

3. Il panorama distributivo
Revenue & Sales Strategies Management
Destination Management - Business Analysis

4. Le componenti della distribuzione
CRS, GDS
Switch
Central Data Repository
Rates and Inventory
SE, OTA
Meta-search
Search and Booking
OTA, brand.com
CRS/PMS
Aggregate Data and
Present
Revenue & Sales Strategies Management
Destination Management - Business Analysis

5. Il giusto mix
Revenue & Sales Strategies Management
Destination Management - Business Analysis

6. Riconoscere il giusto canale
Revenue & Sales Strategies Management
Destination Management - Business Analysis

7. Distinguere le OTA
Merchant Model – Wholesaler
 Opaque – Auction sites
 Retail Travel Websites
 Flash sales and hot deals
 Travel inspiration and planning
 General travel and airline sites
 Directories and destination sites

Revenue & Sales Strategies Management
Destination Management - Business Analysis

8. Il percorso di acquisto
Revenue & Sales Strategies Management
Destination Management - Business Analysis

9. Il desiderio
Revenue & Sales Strategies Management
Destination Management - Business Analysis

10. L’ispirazione e l’informazione
Revenue & Sales Strategies Management
Destination Management - Business Analysis

11. Pianifica
Revenue & Sales Strategies Management
Destination Management - Business Analysis

12. Prenota
Revenue & Sales Strategies Management
Destination Management - Business Analysis

13. Vive la sua esperienza
Revenue & Sales Strategies Management
Destination Management - Business Analysis

14. Condivide la sua esperienza
Revenue & Sales Strategies Management
Destination Management - Business Analysis

15. Gestire le informazioni
Tariffe
Disponibilità
Tipologia di
camere
Foto & Video
Revenue & Sales Strategies Management
Destination Management - Business Analysis

16. Riconoscere il proprio target
Business
Leisure
Revenue & Sales Strategies Management
Destination Management - Business Analysis

17. Riconoscere il proprio target
Revenue & Sales Strategies Management
Destination Management - Business Analysis

18. Riconoscere il proprio target
Young
Senior
Revenue & Sales Strategies Management
Destination Management - Business Analysis

19. Channel management
Revenue & Sales Strategies Management
Destination Management - Business Analysis

20. Grazie
Laura Lo Mascolo
l.lomascolo@interludehotels.it
www.facebook.com/interludehotelsresorts
@InterludeHotels
Revenue & Sales Strategies Management
Destination Management - Business Analysis