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. What Went Wrong with Direct Web Distribution in Hospitality? |
By Max Starkov, October 2002
The Internet, which is the greatest direct-to-consumer medium ever created, should prove a fertile ground for the direct sales efforts of proactive, Internet-savvy hotel marketers. And yet, the sad truth is that the majority of hoteliers, far from realizing and exploiting the Web's true potential, often fall prey to the Web-proficient online intermediaries. In the offline world hoteliers are among the smartest direct marketers.
A recent Bear Stearns survey confirmed the findings of numerous previous
market studies and found that over 75% of all room bookings are direct-to-consumer.
Here is an approximation of the room bookings by distribution channel:
In the online world, hotels are far less effective in their direct-to-consumer sales efforts. This year, less than 54% of online hotel bookings will be direct sales. Hoteliers have difficulty maintaining market share and finding the right formula to deal with online discounters and intermediaries. The lack of comprehensive Internet strategies, ineffective eDistribution efforts and the explosion of the "merchant model" (online discounters such as Hotels.com) are partly to blame for the current situation. PhoCusWright projects that hotels will not be able to increase market
share as new online travelers are lured by discounted rates and ability
to comparison-shop on the main intermediary websites. Hotel suppliers'
market share fell from 56% in 1999 to 54% in 2001 and it will take extra
efforts to maintain this share in the future.
Obviously hoteliers have not been able to transfer their offline direct sales expertise to the Web and we are witnessing a new disparity emerging on the Web: Internet-savvy vs. Internet-less savvy players. What Went Wrong on the Web? We believe that the current situation is extremely dangerous for the hotel industry and, unless hoteliers do not adopt comprehensive direct Web distribution strategies, will have long-term negative repercussions. Here are its main reasons for the current state of affairs:
Travel suppliers in the other travel sectors are well ahead of hoteliers in aggressively adopting direct online distribution. All major airlines and car rental companies have embraced the Internet as their main distribution medium and have been pushing online and non-GDS distribution for quite some time now. The airlines in particular have become experts in direct-to-consumer Web distribution. Southwest Airlines' online revenue exceeded $2.19 billion in 2001, followed by Delta with $1.8 billion. JetBlue generates 65% of its revenues from its website, www.jetblue.com and is one of the few profitable airlines today. Airlines are the most determined among all travel suppliers to sell directly to online consumers and are competing formidably with online intermediaries to dominate the Internet. Unlike the offline world, where only 35% of bookings are direct sales and 65% come from agency sales, online direct sales will constitute more than 62% of all air online bookings in 2002 (if we include the direct sales champion Southwest Airlines) (PhoCusWright, IDC). The airlines even established two direct-to-consumer services, Orbitz.com and Hotwire.com, to compete directly with the major online intermediaries. By adopting the "Direct Web Distribution Model" i.e. direct Internet
consumer sales, the major airlines were able to enhance significantly their
distribution strategy. The abolishment of travel agency base commission
by the major airlines earlier this year was not only a cost-cutting measure,
but also a direct result of the newly gained realization that the Direct
Web Distribution Model works.
What is the Status of the Online Hospitality Marketplace? Hoteliers are slowly beginning to realize that online distribution is changing the "classic" distribution spectrum. What is the situation in hospitality today? This year 8%-10% of all revenues in hospitality will be generated from the Internet. Four years from now the Internet will contribute 16%-18% of all hotel bookings. Jupiter estimates that while online travel will grow at an annual rate of 23% from 2000 through 2006, online revenues specific to lodging will grow over 26% annually during the same period, from $3.8 billion to $15.5 billion. Hoteliers are beginning to like what they see: online distribution cuts costs, attracts affluent customers and lessens the dependency on more traditional and expensive channels. Jupiter Research estimates that the size of the online hospitality market will exceed $6 billion in 2002, up from $4.1 billion in 2001, and will reach $7.9 billion in 2003. Some hotels already generate 20%-30% of their bookings from the Internet. Over 192 million North Americans are active Internet users (Nielsen) and 40 million of them have already purchased travel online. The Internet offers vast, interactive, rich media and most importantly, a growing distribution market. Why Move Away From the Traditional Distribution Model? Distribution of hotel inventory via today's main distribution channels, GDS/travel agent and call center/reservation office, is inefficient and expensive, especially in light of the current weak economy. Focusing only on the traditional distribution channels will result in lower occupancy rates, higher distribution and operational costs. Here are just a few examples of the cost savings of online vs. offline bookings (PhoCusWright):
How to Deal Successfully With the Online Intermediaries? A commonly asked question by hoteliers today is "How can we deal successfully with the online intermediaries?" Brand and price erosion have become commonplace on the Web (See this author's article "Brand Erosion or How Not to Market Your Hotel on the Web"). One can even book the landmark Waldorf Astoria on Hotels.com at steep discount. Some independent and franchised hotels derive 20%-30% and even more of their total revenues from online discounters and intermediaries. We even know of a hotel in New York City that generates 40% of its revenues from the online discounters. Indeed, the online intermediaries and discounters that operate in the merchant model have become the 800-pound gorillas of online distribution. While hoteliers are barely keeping afloat, some of these services have reported record earnings in the quarters since 9/11/01. For example in Q2 2002, Expedia sold 2.1 million merchant room nights and reported 300% growth of its merchant revenue compared to the same period of 2001. Hotels.com sold 1.9 million merchant rooms in Q2 2002, up 82% from Q2 2001. There is nothing wrong with using online discounters to upload your distressed inventory. But it is very wrong to turn these online services into your primary and, in many cases, only Web distribution channel. Why? If your hotel has not implemented a robust Direct Web Distribution Strategy as discussed above, your hotel will appear on the Web only through your discounted rates offered by the online intermediaries and merchants. In other words, the Internet users will always "bump" into your discounted rates and nothing else. Therefore, as far as the Internet consumer is concerned, these discounted rates are de facto your published hotel rates on the Web. The result is a major brand erosion and price dilution with catastrophic future repercussions. If consumers consistently find on the Web only your discounted rates in the $129-$139 price range, how can your hotel convince them to pay the $189-$189 rack rates -- online or offline? So how can hoteliers deal successfully with the threat presented by the online discounters and intermediaries? By taking hold of their Cyber-destiny and by adopting aggressive programs to:
To deal better with today's online travel challenges, hoteliers must adopt a comprehensive Total Online Distribution Channel Strategy, which turns the direct-to-consumer distribution model into the centerpiece of hoteliers� Internet strategy and optimizes the balance between the Direct and Indirect Web Distribution Models. The Internet is all about positioning your hotel website at all "touch points" of interaction with the potential online travel customer. If the online traveler looks for accommodations in your destination (e.g. Boston, Chicago, etc), he/she should be able to find:
Spheres of Web Distribution Influence As mentioned, the Internet has created the ideal medium for direct-to-consumer distribution. Direct distribution over the Web is a very complex undertaking that involves a variety of online channels, business models, marketing approaches and sales techniques. Therefore we call the Internet strength of a particular hotel/hotel brand "Sphere of Web Distribution Influence", which we define as the percentage of Direct vs. Indirect online distribution influence, presence and exposure of the hotel company on the Web. The higher the Direct Web Sphere of Distribution Influence, the less dependence on online intermediaries. The goal of every proactive hotelier is to exceed the industry national average of 54:46. The Direct Sphere of Web Distribution Influence is all about benefiting from the Internet as the greatest direct-to-consumer distribution medium. Direct online distribution should become the centerpiece of any hotel brand's Internet strategy. Here are some of the direct distribution channels, business models, marketing programs and promotional techniques that share the same commonality: the online traveler ends up on the hotel website and transacts there:
For example Hospitality eBusiness Strategies has identified 60 major online distribution channels that a proactive hotel company can utilize to position its offering and benefit from these services' promotional efforts and robust Internet traffic. Ideally hoteliers should aim to position themselves at all "points of contact" with potential Internet travel bookers. Utilized expertly, the Total Online Distribution Strategy and its two components, Direct and Indirect Web Distribution, can produce immediate results, while keeping the hotelier in full control of its brand, pricing strategy and revenue management techniques. Direct Web Distribution Model The direct-to-consumer model should become the foundation, the main focus of any hotelier's online distribution strategy. Why direct distribution is so important? First of all, the Internet is the ultimate �Direct Distribution Medium�. It provides the hotel with long-term competitive advantages and lessens dependence on intermediaries, discounters or traditional channels that are about to become obsolete. It also:
Here is a brief overview of the main aspects of the Direct Web Distribution Model: Website Optimization
This is one of the most effective eMarketing strategies in hospitality. A Destination Web Strategy is a corporate-based initiative that leverages the popularity of the destination for the benefit of a particular hotel or a cluster of local properties. The benefits of this strategy is not only benefiting from the popularity of the destination, but also cross-selling of multiple properties within the destination, reducing overall marketing cost (creation, development, maintenance, and search engine submissions), etc. There are four different models for implementing a Destination Web Strategy. Search Engine Strategy
Pay-Per-Click
Email Marketing
Last-Minute Travel Directories
Conclusion Whether you are an independent or branded hotel, a major hotel chain or hotel management company, you can stay ahead of your competitors and capture new market share with an effective Direct Web Distribution Strategy. The Internet is the ideal direct-to-consumer medium and many travel suppliers have adopted the direct distribution model as the centerpiece of their Internet strategies. An experienced eBusiness hospitality consultancy can help you navigate and utilize the Internet to its fullest potential at minimal cost to you, with quick turnaround, and by utilizing sophisticated tools available only to the major online players. Implementing this strategy does not have to be an expensive proposition or a lengthy process. For example, Hospitality eBusiness Strategies' highly successful Internet strategy consulting services include 30-day implementations even for its Direct Web Distribution and Total Online Distribution Strategy packages.
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Also See | Brand Erosion or How Not to Market Your Hotel on the Web / Max Starkov / April 2002 |
Do You Know Where Your Hotel is in Cyberspace? / Max Starkov and Jason Price / Jan 2002 | |
Convention and Visitors Bureaus: Ten Action Steps To Soften the Impact / Max Starkov / Oct 2001 | |
How to Turn Lookers into Bookers- Recommendation Engines in Travel and Hospitality / Max Starkov / Aug 2001 |