Adam and Larry Mogelonsky | March 27, 2024

By Adam Mogelonsky, Larry Mogelonsky

As we’re moving into Q2 2024, the peak summer leisure months will soon be upon us, which often has a tendency to impede new tech deployments. One consummate drive is the great push for a channel shift towards your own website and away from third parties, foremost among them being the OTAs.

While we need drivel on about the benefits, we’re all familiar with the boost to net revenues from reduced customer acquisition costs (CAC) as well as the heightened loyalty, ability to segment or remarket and the general trend that the average direct-booking guest spends more onsite. Now, however, with the rise of machine learning (ML) applications, we must also consider primary data, data ownership and what we can potentially do in the near-future insofar as recommendation engines.

As we reflect on these trends, it’s evident that a multifaceted approach is necessary to elevate direct booking channels. For a start, hotels must upgrade integrated booking engines (IBE) to meet evolving guest expectations and counterbalance OTA dominance. But the specific tactics go far beyond having a great online shopping experience.

To review, here are the key factors driving this channel shift and strategies for navigating the landscape:

  • Financial Considerations: Despite ongoing challenges such as inflationary operating expenses, hoteliers are compelled to optimize net revenues by reducing reliance on commission-heavy OTA channels. Direct bookings offer a pathway to maximize profitability and mitigate erosion of gross operating profit per available room (GOPPAR).
  • Competitive Landscape: Major OTAs like Booking Holdings and Expedia are investing in AI-driven itinerary planning tools to foster traveler loyalty. This underscores the urgency for hotels to enhance their direct booking capabilities to retain and attract guests.
  • Technological Advancements: IBE and central reservation system (CRS) vendors are introducing dynamic customer interfaces, flexible package compositions, and intuitive content management systems (CMS) for seamless setup. These advancements empower hoteliers to offer personalized experiences and streamline booking processes.
  • Analytics and Personalization: Advanced analytics tools provide insights into direct channel user behavior, enabling heat mapping, origin market comparisons, interface personalization, and machine learning recommendations. This data-driven approach enhances guest engagement and conversion rates.
  • AI-Powered Solutions: Chatbots and conversation AI applications are increasingly adept at handling guest inquiries and facilitating bookings autonomously. This automation enhances efficiency and guest satisfaction while reducing the need for human intervention.
  • Payment Innovations: Integration of trendy payment methods like book now pay later (BNPL) and room night tokenization (RNT) minimizes cart abandonment and enhances the booking experience. These features cater to evolving guest preferences and drive conversion rates.
  • Data Utilization: Vendors are harnessing unstructured data to identify high-value guests and optimize marketing strategies. Machine learning tools analyze vast datasets to generate actionable insights and identify target audiences effectively.

As we navigate the evolving landscape, prioritizing direct bookings becomes paramount. The window of opportunity to regain control over guest acquisition and retention is narrowing, particularly as OTAs enhance their AI capabilities.

Next, the following considerations outline strategic approaches for hoteliers:

  1. Revenue Management Focus:
    1. Leverage revenue management systems (RMS) for real-time rate parity monitoring and promotion of best rate guarantees.
    2. Harness forward-looking demand data to respond swiftly to market trends and competitor actions.
    3. Implement AI-based rate adjustments to optimize pricing and match OTA rates without compromising profitability.
    4. Utilize channel management strategies to incentivize direct bookings through exclusive offers and non-price incentives.
  2. Marketing Strategies:
    1. Enhance customer education and loyalty program visibility to drive direct bookings and brand advocacy.
    2. Integrate chatbots and conversational AI into customer support channels to provide instant assistance and instill confidence in booking directly.
    3. Develop complementary rewards platforms to offer real-time rewards and time-limited promotions, fostering a sense of urgency and instant gratification.
  3. Operational Optimization:
    1. Embed the promotion of direct bookings into brand DNA and frontline interactions to reinforce the benefits of booking directly.
    2. Incentivize staff to collect real email addresses from OTA guests and promote loyalty program enrollment.
    3. Utilize digital signage and WIFI login portals to showcase loyalty programs and drive ancillary revenue through targeted promotions and upselling opportunities.

As hotels chart a course for the latter half of 2024, a systematic and collaborative approach is essential for success. By addressing each aspect of direct booking enhancement strategically, hotels can capitalize on emerging trends, optimize revenue streams and cultivate lasting guest relationships. The time to act is now, ensuring a competitive edge in an increasingly AI-driven hospitality landscape.

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