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By David Lund

The on-line travel agency world started exactly 20 years ago when Expedia was born inside Microsoft. Expedia with a valuation of over 10 billion at its spin-off was the most successful business born inside the software giant.

OTA’s add a valuable way for the hotel to reach customers that they just don’t have the ability to by themselves. However, of late the costs that hotels are seeing on their P&L’s has their managers and owners pulling their hair and scrabbling to find a way out, and a way to reduce these margin-eating commissions.

What has made the on-line travel agency so popular is twofold. One, the hotels and their offerings via the web were very late coming to the on-line revolution in the late 90’s, this gave the OTA’s a huge head start in developing hotel consumer on-line habits. Even today the hotels are still trying without any real luck to make up ground and have an impact on consumer’s trends and their efforts to slow the rising costs of commissions resulting from their reliance on OTA’s . The second reason the OTA’s are so popular is the consumer wants to have a choice and that desire will never change. Looking into the OTA world the consumer automatically has 15 to 50 to 100 times more choices than a single barrel look down the offerings of a brand for any named location. Even with the recent merger of Starwood being gobbled up by Marriott, it's most defiantly an effort to give the customer more brand inclusive choice and now that they are the biggest hotel company in the world they have roughly 1 in 15 branded hotels in the world in their portfolio of 35 brands as reported by CNBC. Using this ratio the math would tell us there are approximately 90,000 branded hotels in the world. Another way to look at this is there is a long, long way to go for the brands as there are somewhere between 400,000 to 500,000 hotels, hostels and B&B’s in the world. That’s a big number and the OTA’s strategy is to sign up as many as possible and have future clients of these establishments book their stay through the OTA site, which in turn drives commissions.

So, what is a hotel to do to try and get a leg up and diminish these commissions? A Danish company has created a product that might just be the start of something really big and it’s based on an old idea, Service. The company has developed a peer to peer application that connects corporate travel planners, individual travel planners and travel agents with a direct connection to the hotel. No middle man to pass through, no rates to maintain for rate parity with the OTA’s. The hotel can make any deal they want with the inquiring party, again I ‘ll say just like the old days. Connecting clients using crisp software that eliminates the middleman puts the service back into the equation. Now a hotel can forge a relationship with a client and build on that transaction. And the really big part of all of this is the hotel pays zero commissions to use the system. All they pay is a basic minimal fee and that give then a license to use this product for a year. On the agent side, the landscape today requires the use of a commission based product to book rooms, that is very cumbersome and not user-friendly for the travel planner. The RFPMarker platform is designed with the travel planner in mind. It uses an API that allows the planner access to over 350,000 hotels and all the planner needs to do is drop a pin and ask for a proposal from the hotel. The agent can even ask for multiple proposals at the same time from various hotels in the same area equaling a very efficient system for getting a great price for their customers. With the RFP product, no commissions are paid and this means a better deal for the consumer, lower prices and better service.

RFPMaker. “From big events to yearly contracts, we instantly connect you to specialty accommodations minus the hefty 20% commission or the meddling middleman”. http://www.rfpmaker.com/

About David Lund

David Lund is The Hotel Financial Coach, an international hospitality financial leadership expert. He has held positions as a Regional Financial Controller, Corporate Director and Hotel Manager with an international brand for over 30 years. 

He authored an award-winning workshop on hospitality financial leadership and has delivered it to hundreds of hotel managers. David coachs hospitality executives and delivers his Financial Leadership Training throughout the world, helping hotels increase profits and build financially engaged management teams. 

He speaks at hospitality company meetings, associations and he has had several articles published in hotel trade magazines and he is the author of three books on Financial Leadership. David is a Certified Hotel Accounting Executive through HFTP and a Certified Professional Coach. 

Contact: David Lund

david@hotelfinancialcoach.com / 949 791 2739

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