The hotel industry is facing a tipping point. Traditional B2B booking channels like GDS (Global Distribution Systems) are no longer aligned with modern corporate travel expectations. Business travelers now want the same rich, transparent booking experience they get from consumer platforms, but GDS can’t keep up.

The result? Travelers go rogue, using consumer sites or booking outside of policy, leaving travel managers with fragmented data and frustrated guests missing out on loyalty perks.

This white paper explores:

• Why outdated B2B systems fail modern travelers.
• How TMCs’ multi-sourcing strategies introduce new challenges.
• The friction created by OTA rates that lack loyalty benefits.
• What a modern, efficient, and guest-centric solution looks like.

DerbySoft’s Business Travel Solutions offers a smarter, more flexible alternative—connecting TMCs directly with hotels for real-time access, automated processes, and full content visibility.

Download the white paper now and discover how to modernize your hotel’s corporate travel strategy before inefficiencies cost you your edge.

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In today’s hyper-connected travel landscape, hoteliers everywhere are seeking ways to cut through the noise, capture the attention of prospective guests, and turn those interactions into truly profitable reservations. The challenge has intensified with global competition, fast-shifting guest expectations, and rapidly evolving technology. Yet, these very forces can become powerful catalysts for growth when harnessed with the right strategy and the right tools.

At DerbySoft, we’ve spent years helping hotels navigate the complexities of distribution and revenue management through technology solutions that enable clear, demonstrable returns on investment. In this article, I’d like to share some thoughts on how robust hotel commerce technology can become the engine of sustainable profitability, brand recognition, and lasting success for properties of all sizes.

Embracing a Shifting Hospitality Landscape

Over the last decade, the hospitality industry has transformed dramatically. Many hotels have moved away from purely traditional distribution models—such as offline travel agencies and direct phone bookings—and toward a world dominated by online travel agencies (OTAs), metasearch platforms, and a wealth of digital touchpoints. On one hand, this shift has granted greater visibility to a worldwide market; on the other, it has introduced new layers of complexity: managing rate parity, crafting pricing strategies, and optimizing inventory.

As competition grows fiercer, hoteliers must juggle multiple sales channels, each with unique requirements around pricing, marketing, and target audiences. While traditional revenue management (RM) systems have historically helped forecast demand, some struggle to react quickly to real-time market changes. To succeed in this environment, hotels need commerce technology that not only assimilates historical data but also integrates with on-property systems to support ongoing, dynamic adjustments in pricing and distribution.

At DerbySoft, we recognized that hotels often encounter a gap between high-level revenue strategies and the daily realities of on-property execution. Sophisticated forecasting or dynamic pricing methods are beneficial, but only if they can be deployed swiftly to every distribution channel and operational platform. Bridging that gap—between strategy and action—can be the difference between merely being present in the market and actively shaping demand.

The Importance of System Integration

It’s common for hotels to rely on an array of technology platforms—the challenge is making these platforms collaborate effectively, rather than functioning in silos. In an ideal setup, revenue management, distribution and property-level systems are interconnected so that rate and inventory updates can flow automatically—informing and enabling faster decision-making. When such a connection is established, hoteliers benefit in several critical ways:

Operational Efficiency: With automation handling routine updates, front-desk, reservations, and sales teams can focus on strategic objectives, such as strengthening guest relationships and customizing offers, rather than on repetitive data entry.

Real-Time Pricing: Agility in pricing is vital. Instead of waiting for teams to manually update rates, automated adjustments can mirror shifts in demand throughout the day. When your rates accurately match market conditions, you increase the odds of maximizing both occupancy and revenue per available room (RevPAR).

Streamlined Inventory Distribution: Changes in room availability—whether from group bookings, maintenance blocks, or unexpected cancellations—are instantly communicated to every relevant channel. This decreases the risk of overbooking and ensures that all listings accurately reflect real-time availability.

Data Consistency: Hoteliers can’t afford data mismatches across platforms. When systems are fully integrated, all channels display the same rates and availability, reflecting an honest “single source of truth.” This consistency eliminates confusion for guests and upholds brand integrity.

Dynamic, Targeted Strategies for Higher Profitability

If we boil down modern revenue management, it’s really about deploying dynamic, targeted approaches to pricing and availability. In earlier days, hotels largely set rates based on seasonal patterns and a general sense of how competitors were pricing. Today, the power of data analytics and machine learning can pinpoint more nuanced guest segments, identify micro trends, and align rates accordingly, sometimes changing strategies multiple times in a single day.

By using integrated travel commerce  and RM systems, hotels can take advantage of:

• Segment-Specific Pricing: Through advanced analysis, you might discover that leisure travelers from a particular region are more inclined to book premium room types when offered a small discount or value-added perk. With a real-time connection between your revenue management solution and on-property systems, you can automate these unique offers for that specific segment, improving yield without overextending discounts to other demographics.
• Time-Sensitive Restrictions: In periods of high demand—such as during large conferences or local events—automatic restrictions like minimum-length-of-stay requirements can be applied. This ensures you’re optimizing both occupancy and rate, effectively capitalizing on peak demand windows.
• Rapid Reaction to Market Changes: If demand suddenly spikes due to favorable market conditions, integrated systems can nimbly increase rates. Conversely, when a big event gets canceled or demand drops, you can adjust rates downward to capture new bookings and mitigate the slow period. This balance of proactive and reactive pricing safeguards your top line against volatility.

When revenue management is divorced from real-time on-property insights, the potential benefits of dynamic strategies can be diminished. A seamless link between your RM platform, marketing,  distribution, and the day-to-day operational environment closes that gap—allowing hotels to adopt proactive, data-driven, and profitable approaches.

Cutting Through Distribution Complexity

Distribution could be described as the “lifeblood” of today’s hospitality business, but it also brings its own set of challenges. Too many distribution channels create administrative headaches and opportunities for error; too few limit a hotel’s exposure to potential guests. Achieving the ideal distribution mix and guaranteeing all channels remain in sync often requires advanced tools that can handle real-time updates.

One of DerbySoft’s core missions is to help hoteliers simplify and optimize this landscape so the guest journey remains front and center. When you have a well-orchestrated system feeding accurate rates and availability to every channel, you reduce common pain points—like discrepancies in posted rates or booking confirmations that arrive too late. A strong, integrated approach to distribution management delivers:

• Consistent Guest Experience: No matter where guests research or book, they receive uniform, up-to-date information. This consistency helps to build trust and brand loyalty.
• Channel Profitability Analysis: With reliable data flowing into your revenue management solution, you can identify which channels yield the most profitable bookings. If you discover that certain OTAs or metasearch sites bring in higher acquisition costs or less favorable booking windows, you can recalibrate your distribution approach accordingly.
• Increased Direct Bookings: Integrations with your direct booking platform allow you to highlight promotions or loyalty benefits that might not be available through third parties. By automating these updates, you encourage more guests to book directly.

Personalization and Profitability

Room rates and occupancy levels are only part of the profitability equation. Today’s guests want more than a bed for the night; they crave meaningful experiences that feel tailored to their preferences. Hotels that deliver personalized touches—from room upgrades for returning guests to curated local recommendations—tend to earn stronger reviews and repeat business.

Technology is a critical ally in this quest for personalization. As guest data accumulates through booking histories, loyalty programs, and CRM platforms, hotels can identify recurring patterns and preferences. Integrating these insights with your RM tools and on-property systems ensures that every guest interaction, whether digital or in person, can reflect a deeper understanding of individual likes and needs.

For instance, an integrated setup might surface data about a guest’s prior preference for higher-floor rooms and late check-out. Armed with that knowledge, your staff can proactively offer those features during the booking process or upon check-in. Not only does this encourage upselling or cross-selling opportunities, but it also forges a more meaningful connection between guest and property. Over time, positive experiences—amplified by social media and word-of-mouth—translate into improved reputation, stronger brand loyalty, and more profitable reservations.

Making an Impact Where It Matters

For many hoteliers, the true value of travel commerce technology lies in its ability to remove friction and reveal overlooked opportunities. By automating updates, standardizing data, and opening up lines of visibility across the organization, an integrated approach to revenue, marketing and distribution management results in:

Consistent Brand Experience: When your online presence, on-property experience, and post-stay communication align seamlessly, guests build a positive, cohesive picture of who you are and why they should return.

Improved Profit Margins: When you set the right rate for the right guest at the right time, you reduce missed revenue opportunities and avoid unnecessary discounting.

Reduced Manual Work: Eliminating repetitive tasks and errors frees your team to focus on high-touch services that differentiate your property—whether that’s a more welcoming check-in process or personalized in-room amenities.

Better Informed Decision-Making: Having a robust data repository and real-time visibility equips you to tweak your strategies quickly if external conditions change. It’s one thing to have a forecast; it’s another to adapt that forecast on the fly with confidence.

Conclusion

In a marketplace where travelers often encounter dozens of properties and booking options before making a final decision, the hotels that consistently stand out are those that optimize every stage of the guest journey—from the initial rate search to the post-stay follow-up. Achieving this level of excellence requires a fusion of strategy, data, and technology.

We at DerbySoft believe this continued push toward greater connectivity and smarter analytics will help hotels craft even more nuanced, profitable approaches to commerce. By leveraging every piece of relevant data—be it forecasted demand, real-time booking pace, or emerging travel trends—hoteliers can adapt to a volatile market far faster than ever before. That speed and accuracy, in turn, create competitive advantages: capturing more bookings at optimal rates, targeting new guest segments with tailored offers, and elevating overall guest satisfaction. Our mission has always been to support hotels in simplifying distribution and maximizing profitability through advanced but user-friendly solutions.

Moving forward, success will be measured by how effectively we blend personalized, human-centric service with cutting-edge technology, ensuring that every reservation is not just a transaction but a step toward deeper guest relationships and more profitable outcomes.

Like most things in life, the travel industry has been through many evolutions. If we go back as far as 1758, the first known travel agency was founded when Richard Cox became the official travel agent of the British Royal Armed Forces. Almost a century later (1841), Thomas Cook opened the first leisure travel agency, and by 1845, he launched his first commercial packaged tour. The creation of travel agencies was, undeniably, a revolutionary moment in the history of the tourism industry; for many generations, these agencies were wholly responsible for making travel plans (and dream vacations) a reality. During this time, the path to booking was relatively linear and simplified – if you wanted to book a trip, you contacted your travel agent, shared your needs and preferences, and let them work their magic.

However, the booking journey has taken on a significantly different form today. As technology advances, we have entered an age of tech-driven independence and autonomy. Many experiences or touchpoints that formerly required the assistance or oversight of another individual (or even a team of individuals) can now be facilitated by digital tools. If we want the answer to a question, we can Google it or ask Alexa/Siri.

And if we want to book a trip, we can do it ourselves – from the destination research to the vetting of options/packages and the final booking decisions. That isn’t to say travel agencies are no longer relevant; many travelers will still seek the services of modern travel advisors to plan more elaborate or luxurious getaways. However, studies reveal that most (72%) travelers now prefer booking their trips online. In comparison, 48% of US smartphone users will use their phones exclusively when planning and researching their trip. When asked why behind their preference for online booking, most travelers cite speed, easy price comparisons, and lower prices as the leading motivations.

A Closer Look At The Modern Booking Journey

The path modern travelers take en route to their next destination is, more often than not, a nonlinear one. Why? Because with great tools comes great responsibility,  or, in this case, an endless barrage of mediums, channels, and touch-points competing for our attention. Not only do we have search engines at our fingertips to aid in the research phase of the trip-planning process, but we also have the influence of social media to consider. Travelers can find themselves struck by inspiration for their next vacation not only when they’re actively searching for it but also when they’re casually scrolling through their timeline on any given day. To this effect, research reveals that 97% of millennials share posts of their vacation on social media, with Instagram cited as the go-to social network for 48% of people who want to choose destinations to visit on their next escape.

Moreover, Expedia reports that 30% of Americans are influenced or inspired by social media when booking a trip, and a destination’s photo potential is an important consideration. Today’s consumers often bounce around to various channels (websites, social media pages, review sites, online travel agencies, etc.) before making a booking decision. In fact, research indicates that (on average) travelers view 141 pages of travel content before booking a trip — with that number going as high as 277 pages for travelers in the U.S. — and up to 25 page views on the day of purchase. The same study also revealed that OTAs were the most popular resource utilized in the 45 days before booking, followed by search engines, social media, airline websites, and meta-travel websites. Moreover, 80% of TripAdvisor users read at least six to 12 reviews before choosing a hotel.

Understanding that a traveler’s path to booking is complex and spread across various platforms is integral to identifying the countless engagement opportunities for hoteliers to convert more bookings.

The Role of Tech-Driven Personalization

As the number of channels and touchpoints between a hotel brand and travelers increases, so does the expectation for a more personalized experience across the entirety of the guest journey. After all, modern guests are well aware that their online activity is a treasure trove of personal data – but they aren’t willing to give up that data without receiving something meaningful in return. Research shows that over 90% of travelers want personalized online experiences, and 78% of travelers are more likely to book with properties that offer personalized experiences, with almost 50% willing to share the personal data necessary to promote an individualized stay. With this in mind, leading hotel brands invest in digital tools that seamlessly personalize and streamline the (online and offline) guest experience.

Fortunately, the emergence – and now, widespread adoption of – artificial intelligence (AI) technology has helped to simplify and scale the art of guest personalization. As the guest’s booking journey becomes more digital, hotel brands unlock the opportunity for AI-powered platforms and applications to take on more tasks and responsibilities. Leveraging this technology, hotels can offer personalized recommendations and suggestions based on individual preferences and past booking behavior,  providing travelers with tailored options that match their specific needs and preferences. Simply stated, AI and machine learning can aggregate data and automate repetitive tasks with a level of efficiency that manual human efforts can’t match. Hotels can use this to delight and better connect with guests.

Give Guests What They Want: Reliable, Personalized Options

When the core operational systems leveraged by hotels (such as the PMS, CRS, and Distribution Technology Provider) are powered by AI and machine learning, automation enhances the speed and accuracy of service, valuable guest insights are unlocked, operational inefficiencies are identified, and the booking journey becomes truly frictionless from start to finish. AI can also meaningfully enhance customer service through chatbots and virtual assistants that can assist guests with booking reservations, answering questions, and providing curated recommendations. In a world where countless guests prefer to book their vacations via online channels, AI-powered tech has, in many ways, assumed the role of an invisible (but very powerful) travel agent.

Distribution Technology Providers, in particular, play a crucial role in shaping the hotel booking journey for guests in this new, digitally transformed landscape. Distribution services include managing and distributing hotel inventory across various online channels such as travel websites, online travel agencies (OTAs), and global distribution systems (GDS). By effectively managing these channels, hotels can reach a wider audience and increase their online visibility, ultimately enhancing the booking experience for guests.

As prospective travelers vet prospective hotels before booking their next trip, a hotel’s Distribution Technology Provider works in the background to ensure all channels reflect accurate and up-to-date availability and pricing information via real-time synchronization. Moreover, high-performance distribution services enable hotels to implement dynamic pricing strategies to adjust room rates in real-time based on factors such as demand, occupancy, and market conditions.

More importantly, the seamless connection established between a Distribution Technology Provider and multiple online channels ensures hotels can provide guests with various choices regarding room types, rates, and packages. As you can imagine, in a world where digital autonomy is not only expected but demanded, guests will naturally favor those hotels that provide them with the best options, at the best prices, across their preferred channels.

With this value proposition in mind, let’s consider a scenario. Suppose a traveler views 141 pages of travel content before booking a trip and up to 25 page views on the day they book. What happens if they notice discrepancies pertaining to critical property information, such as pricing, while bouncing between hundreds of pages and channels? Most likely, that traveler will no longer feel confident that the information they see listed for that hotel is current and reliable. This is understandably frustrating and may result in a prospective guest developing a distrust towards a hotel brand before ever stepping foot on its property. Fortunately, high-performance distribution services will ensure this will never happen while making the booking journey more cost-effective and rewarding.

Simply stated, the world has moved to embrace a non-linear economy. Where the path to booking used to be predictable, it is now unpredictable, and hotels that hope to succeed in attracting and retaining guests must constantly adapt. By harnessing the power of machine learning and rich data to automate tasks, streamline and personalize the guest journey, and make their property visible across all channels, hotel brands can find the ‘suite’ spot of innovation and ensure their longevity in a hyper-competitive, ever-changing market.

Business travel is booming. According to the GBTA’s Business Travel Index Outlook report, business travel spending is projected to reach $1.4 trillion this year and climb to $1.8 trillion by 2027.

So what is driving business travel’s big comeback?

Business travel is essential for many jobs, including sales, client services, consulting, event management, and construction, among others. Travel is a key part of their work and is carefully budgeted for for these professionals, no matter the economic situation. Meeting clients face-to-face is still very important. Companies believe that in-person meetings boost performance and growth. Nearly 87% of business travelers agree.

Business travel now also encompasses events, conferences, and extended stays at various office locations. Additionally, with remote working still going strong, business travel includes coordinating in-person meetings for remote colleagues from time to time.

Bleisure—where business travelers incorporate leisure activities into their work trips—continues to trend. According to National Car Rental, 81% of travelers participate in some form of bleisure. Approximately 41% extend their business trips for leisure and 33% plan vacations around their business travel. DerbySoft facilitates these extended trips, thereby enhancing the overall travel experience.

Maximizing value from fewer but longer trips is as much about sustainability as it is about wellness, a growing focus for businesses. According to Trainline Partner Solutions, 52% of businesses have already committed to reducing their business travel emissions, and 82% plan to support employees in choosing low-carbon travel options. DerbySoft’s Business Travel Suite offers solutions that align with these sustainability goals.

However, the landscape has undergone a significant transformation. With evolving expectations, AI and technology advancements, heightened scrutiny on sustainability, and other emerging trends, achieving seamless business travel has become increasingly complex for TMCs, their clients, and suppliers.

Expectations are changing the travel landscape

The balance of power is shifting from TMCs to travelers, creating an increasingly competitive environment. Business travelers expect services and technologies that are as smooth as what they use in their personal lives.   They are closer than ever to the details of planning, booking, and managing their trips.

New booking tools, travel apps, and AI are redefining expectations for a smooth and personalized experience. The idea of choice goes beyond just picking flight times, baggage allowances, or meals like chicken or pasta. They want business travel services to understand their profiles, predict their needs, fill in the information automatically, and offer the best options to make the process easier. Travel managers also want real-time, detailed data experiences, both online and on mobile devices, to have a clear view of their travel programs.

This shift is leading to “consumerization,” which is changing how the business travel industry operates and its future possibilities.

Embracing modern technology to accelerate commerce

The new business travel landscape demands a strategic and forward-thinking approach. Embracing technology, understanding consumer behavior, and aligning with travel trends are key to managing business travel complexities.

DerbySoft’s Business Travel Suite (BTS) is designed to address these complexities, ensuring smooth coordination between Travel Management Companies (TMCs) and suppliers to offer unparalleled control over sourcing, efficiency gains, and substantial cost savings. By using advanced technologies like dynamic pricing and real-time data analytics, the suite helps allocate resources accurately, improving operational workflows.  Collaborating with partners like Arise and others ensures accurate reconciliation of bookings and commission payments.

With a single seamless connection to BTS, TMCs gain access to a comprehensive spectrum of rate and room options directly from suppliers, encompassing corporate, rack, negotiated, and loyalty rates. This eliminates the cumbersome task of handling multiple APIs. BTS facilitates direct connections with suppliers of various scales, enabling TMCs to offer access to both independent hotels and alternative accommodations. By removing technical constraints on room descriptions and offers, TMCs, and Suppliers can collaborate to create unique product offerings, lower costs, and provide better service to their clients, giving them a competitive edge in an ever-changing market.

Ready to explore how DerbySoft’s Business Travel Suite can transform your operations and elevate your success in the competitive landscape? Contact us today derbysoft.com.

The hospitality industry is undergoing a significant transformation, driven by evolving guest demands and technological advancements. In this new era, known as the age of hotel commerce, hotel executives must adopt innovative strategies to stay competitive, streamline operations, and enhance guest experiences. Central to this transformation is the implementation of a robust hotel commerce platform.

Understanding the Hotel Commerce Platform

A hotel commerce platform is a comprehensive digital solution that centralizes various aspects of hotel management, similar to how e-commerce giants like Amazon operate. It serves as a hub for managing reservations, optimizing pricing, enhancing guest interactions, and providing actionable business insights. By integrating all these functions into one platform, hoteliers can improve efficiency, profitability, and customer satisfaction.

Meeting Modern Traveler Demands

Today’s travelers expect personalized and responsive service. A hotel commerce platform provides hoteliers with the tools to meet these expectations by offering clear data and meaningful insights. This enables hotel executives to swiftly adapt to changing guest preferences, enhancing the overall guest experience with greater personalization and responsiveness.

Centralized Operations and Data Management

One of the primary benefits of a hotel commerce platform is its ability to centralize operations and data. Fragmented data systems can hinder decision-making and resource allocation. By consolidating guest information and operational data into a single, accessible source, hoteliers can streamline management processes, eliminate inefficiencies, and make informed decisions that drive success.

Emulating E-commerce Giants

By adopting a hotel commerce platform, hoteliers can emulate the successful models of leading e-commerce companies. These platforms allow for enhanced service delivery, extensive convenience, and increased guest personalization. The result is a more efficient, streamlined operation that provides a competitive edge in the hospitality industry.

Driving Business Growth and Success

A hotel commerce platform is instrumental in driving business growth by consolidating key metrics across various departments. It accumulates booking, guest, and market data into a centralized hub, simplifying management and enhancing performance. This comprehensive view allows hotel executives to focus on strategic decision-making rather than mundane tasks, leading to increased profit margins, a stronger brand presence, and scalable business growth.

The age of hotel commerce presents a transformative opportunity for the hospitality industry. By adopting a robust hotel commerce platform, hotel executives can centralize operations, enhance guest experiences, and drive business growth. Embracing this technology will enable hoteliers to stay competitive, meet modern traveler demands, and ensure a successful future in the ever-evolving hospitality landscape.

So, what should hoteliers look for in a commerce accelerator platform? Download Accelerate Your Hotel Business: Why You Need a Hotel Commerce Platform and the Key Features to Look For. The guide includes helpful tips and recommendations to inform your purchasing decisions and set your hotel up for long-term growth and profitability.

An effective distribution strategy is crucial for every successful hotel or franchise. It plays a vital role in connecting potential guests with the right properties at just the right time and the right price. This leads to a consistent conversion of prospects into actual guests, opening up promising revenue streams. 

Hotel distribution is a complex task. Most of the time, hotels use multiple distribution channels without knowing which one gives the best outcome. This lack of clarity affects their ability to boost their revenue and occupancy levels. According to a recent study by Phocuswright, hotels with a solid distribution strategy saw a 12% increase in bookings compared to others.

Effective distribution management calls for precise decision-making, the use of technology, and a commitment to data-driven methods. However, putting this into practice can be easier said than done. Implementing these strategies can be much more complex than it sounds, often leading to significant challenges in ensuring smooth and profitable operations.

1. Lack of Data

Many hotels also make the error of underestimating the power of data. Without proper data analysis, hotels may not fully understand their market, target segments,  competition, or performance. Today’s guests have a wide range of choices, giving them more control than ever. Misunderstanding their preferences could lead to significant losses. It’s crucial that hoteliers understand these shopping and booking tendencies in their distribution strategy.

Additionally, the importance of recognizing regional differences in customer tendencies should not be overlooked. For instance, German and French customers may speak different languages but also have distinct booking behaviors. Understanding how each channel performs on individual properties can provide valuable data for those running hotel chains. This information helps you examine the impact each channel has on your business. Since these trends can shift rapidly, it’s vital to monitor channel performance daily and make adjustments as needed.  

2. Not Offering Personalized Services

Many hoteliers overlook the importance of offering personalized services to their guests. Today’s guests crave unique experiences. By providing generic services, you risk losing these guests to competitors who put a premium on personalization. Personalization can include everything from offering preferred room options based on past bookings to leveraging data analytics to predict a guest’s needs during their stay.

3. Not Keeping Up with Industry Trends

Another common mistake is not staying updated with the rapidly changing hospitality industry. The industry keeps evolving with new technological advancements and trends. If your distribution strategies don’t keep up with these changes, you risk being left behind by your competitors. To stay competitive, it’s critical to be aware of industry changes and quickly adjust your strategies accordingly. 

These common mistakes in hotel distribution strategy can significantly affect a property’s booking performance. Even the most minor mistakes can have far-reaching consequences. Distribution strategy errors can significantly influence key booking performance metrics, ultimately affecting a hotel’s bottom line. Explore how these mistakes impact revenue, occupancy rates, and customer satisfaction.

What Happens When Distribution Goes Wrong?

Small distribution mistakes in the hotel industry can lead to big problems. These mistakes can affect bookings, revenue, and guest satisfaction. Let’s examine how these mistakes can harm your hotel’s performance. 

• An incorrect rate or room count across channels or non-competitive rates can lead to missed earnings. Incorrect room availability can lead to overbooking or empty rooms and lost revenue. 
• Distribution errors can also hurt occupancy rates. If room availability isn’t accurate, rooms may remain unbooked, leading to lower occupancy. This can harm the hotel’s reputation and future bookings. 
• A bad hotel booking experience can lead to unhappy guests. Errors like wrong room descriptions, missing amenities, or different pricing can badly affect their stay. This can result in bad reviews, a damaged reputation, and fewer repeat bookings. 
• One hotel chain experienced a massive drop in bookings and revenue. It took several weeks to fix the problem and regain its market position after a technical issue in its distribution system caused incorrect room prices on online platforms. 
• A boutique hotel suffered from frequent guest complaints, bad reviews, and decreased occupancy rates due to a consistent overbooking problem caused by an inaccurate room availability display. 

These examples show how important a sound distribution strategy is. Even small mistakes can impact bookings, revenue, and guest satisfaction. Hotel owners must check their distribution channels to prevent these issues and keep their hotels successful in a tough industry.

Improving Hotel Bookings with Practical Solutions

Poor distribution strategies can hinder hotel booking performance. Fortunately, these mistakes can be fixed, and distribution efforts can be optimized with practical strategies and smart technology use. 

Using technology can significantly improve hotel distribution and booking performance. Hotels can manage their distribution more effectively using modern tools and systems and get ahead of the competition. Key technology solutions include: 

• Using software to automatically update inventory and ensure consistent rates across all distribution channels, Using a channel manager is about more than just streamlining your channel management. As a source of data, this tool is essential in helping make informed distribution decisions.
• Using revenue management systems that make use of data analysis and machine learning to set optimal prices and manage resources effectively
• Optimizing the booking engine to create a user-friendly experience, encouraging more direct bookings through the hotel’s website
• Integrating different hotel systems to personalize marketing efforts and make guest engagement more effective

By adopting these latest technological solutions, hoteliers can improve their distribution strategy, minimize manual errors, and witness improved booking performance. 

Using Technology to Improve Distribution Strategy

Technology is vital for optimizing distribution strategies and enhancing booking results in today’s fast-moving and highly competitive hotel industry. With innovative solutions easily available, hotels can utilize various tools to streamline distribution, improve efficiency, and deliver better results.

Partnering with a reputable and innovative distribution service provider like DerbySoft can be a game-changer. DerbySoft offers a range of services, including channel management, content management, and digital marketing. Their advanced technology and industry expertise can help hotels avoid common distribution mistakes and achieve revenue goals.

DerbySoft services can help hotels avoid these common mistakes. Our comprehensive distribution and marketing services help hotels diversify their distribution channels, optimize their online presence, use data analytics, personalize offerings, and stay up-to-date with industry trends. This can lead to a more effective and profitable distribution strategy.

Ready to discover how DerbySoft can elevate your hotel’s performance and connectivity? Visit us at derbysoft.com to explore our solutions and unlock new opportunities for growth.

No hotelier needs to be convinced of the importance of listing their properties on multiple online platforms. In fact, the average independent hotel is listed on 5 to 7 different channels. Today’s guests demand instant availability and pricing, whether on Google, Online Travel Agents (OTAs) like Expedia, or your independent hotel’s own website. Yet, manually updating these details across the web can eat up hours per day. What’s more, inaccurate or out-of-date information on even one booking platform can lead to lost revenue and administrative headaches.

Enter the channel manager, a vital solution that automatically lists real-time pricing, availability, and other details across multiple channels, increasing visibility, occupancy rates, and, ultimately, profit. Channel managers can save hoteliers up to 4 hours a day in manual inventory management and increase revenue by 15 to 20%. 

While a channel manager is a must-have for any savvy, independent hotelier, selecting the right channel management partner can be daunting. Below are some key features you should look for. 

1 – Connectivity to Your Guests Wherever They Book

It’s crucial that any channel manager you consider is seamlessly connected with the key players in selling hotel inventory, including Global Distribution Systems (GDS) such as Amadeus, Sabre, and Travelport, and OTAs like Booking.com, Agoda, and Expedia. Ensuring your properties have correct availability and pricing on these platforms will help you reach a larger audience and maximize online visibility.

However, you’ll also want to prioritize channel managers with connections to channels that target your property’s preferred guests and their unique needs. For example, if your hotel sees many guests from China, you’ll want a channel manager that offers integrations with a variety of Chinese OTAs. If your accommodation offers an activity like golf, your channel manager should partner with platforms that cater to golf enthusiasts.

Pro Tip: The more connection options you have through your channel manager, the more opportunities you’ll have to grow visibility and revenue. Review the full list of connections offered by the vendor closely. 

2 – Dependable, Real-Time Inventory Updates Across Channels

Client-facing strategies to deal with overbooking and pricing discrepancies have become part of every independent hotel’s arsenal. But do they have to be?

A truly effective channel manager should minimize these issues with to-the-second inventory updates consistently being rolled out across all channels. However, in practice, some channel management providers have more efficient data transfer times than others. For this reason, choosing a channel manager with top-of-class update speeds is essential. Reliable, real-time synchronization will help avoid inaccurate pricing and availability and allow you to make immediate adjustments to capitalize on market demand or match competitor pricing, giving your hotel a competitive edge.

Pro Tip: Make sure you ask specific questions about the vendor’s transfer speeds.

3 – Smooth and Stress-Free Integration with Your Current Systems

It can be frustrating to allocate the time and effort to adopt a new technology solution only to discover it doesn’t fit with your hotel’s current processes.

Your ideal channel manager should seamlessly integrate with your existing property management system (PMS). A smooth partnership between the two will allow you to update inventory and rates instantly and retrieve reservations from different online channels. Automating the transfer of this type of data sharply reduces human error and reclaims hundreds of work hours.

The right channel manager can also be integrated with your central reservation system (CRS), letting you manage reservations from all distribution channels in one place, and your revenue management system (RMS), allowing you to optimize pricing strategies. By sharing data with the RMS, the channel manager can receive insights and recommendations on pricing adjustments based on market demand, competitor rates, and other factors. This integration empowers hoteliers to make informed decisions and maximize revenue.

Pro Tip: Ensure your channel manager links with your accounting and financial systems, letting you smoothly transfer bookings, payments, and invoices.

4 – Advanced Analytics to Help You Sell More

Evaluating reporting and analytics capabilities is fundamental before making the final decision. Your channel manager should track key metrics in real-time, including occupancy rates, revenue per available room (RevPAR), average daily rate (ADR), and bookings by channel, and report them to you in an easy-to-understand format.

Taking it one step further, a best-fit channel manager has reporting that can be tailored to your specific needs. For example, DerbySoft offers self-defined reporting templates and an email scheduler, where you can choose exactly which data is sent your way and when.

Comprehensive reporting that tracks your hotel’s performance is essential for making data-driven decisions about strategies to boost occupancy and revenue. This kind of reporting also helps you quickly identify and respond to booking trends.

Pro Tip: Choose a channel manager that offers advanced, customizable, real-time analytics and business intelligence tools. This will enable data-driven decision-making and strategic adjustments, ultimately boosting revenue and maximizing occupancy rates.

5 – Robust Data Security for Guest Peace-of-Mind

One way to lose guest confidence is through a cybersecurity breach. That’s why it’s crucial to have a channel manager who can protect your independent hotel’s confidential information. 

The most important security feature is perhaps the encryption techniques used to protect your data during transmission and storage. Confidential data like guest information and financial records should be encrypted using advanced algorithms, which make it extremely difficult for hackers to access. What’s more, channel manager systems should have strict access controls so that data is only available to authorized personnel within your hotel.

Another critical feature of a trustworthy channel manager is regular, rigorous security audits and vulnerability assessments. These are conducted by third-party experts to fix weaknesses and make system improvements. Firewalls block unauthorized access attempts, and intrusion detection systems, which alert you of potential security breaches, are also vital. Additionally, compliance with data protection regulations such as General Data Protection Regulation (GDPR) is a must-have.

Finally, you want to ensure your hotel’s protection in an emergency. With a channel manager that regularly backs up your hotel’s data, you’ll lose minimal information if any systems fail. Additionally, your chosen software should have a disaster recovery mechanism, ensuring your hotel can quickly recover and resume operations after a security incident or natural disaster.

Pro Tip: Opt for a trusted channel manager with advanced encryption, strict access controls, regular security audits, and disaster recovery systems to ensure your hotel’s data remains secure and guest trust intact.

6 – High-Quality Customer Service and Support

A strong customer support system can help you save time and maximize benefits from your channel manager.

To choose the best solutions partner, first evaluate your hotel’s needs. For example, each channel manager provides different levels of customer support. Some offer 24/7 customer service, which can be a boon for independent hoteliers operating in different time zones or having issues that need immediate attention. Others may only be available during typical business hours. 

The quality of support can also vary. Some systems may provide multi-channel support through phone, email, and live chat, so hotels can choose their preferred communication method. Others have a dedicated support team specialized in helping with technical issues, or providing training. 

If you prefer to troubleshoot problems yourself, a channel manager with dedicated self-help resources like user guides, tutorials, FAQs, and troubleshooting articles is invaluable to resolve any issues quickly.

Pro Tip: When selecting a channel manager, prioritize those offering robust, multi-channel customer support and extensive self-help resources to ensure swift and effective problem resolution. Reviewing websites, online forums, and testimonials from other hoteliers can also let you know whether current users are satisfied with the support available.

7 – Next-Generation AI Optimization

With independent hoteliers expected to handle more than ever, those who don’t harness the power of AI to streamline their operations and boost revenue will fall behind. Looking for AI capabilities in your channel manager is a natural next step. 

One way that AI can be used in a channel manager is through data analytics. For example, DerbySoft leverages AI in its channel management system to analyze vast amounts of data and make performance-optimizing decisions in real-time. The platform’s intelligent pricing algorithm dynamically adjusts the rate of each room based on market trends, competitor pricing, and historical data, maximizing revenue and occupancy rates. Similarly, its intelligent inventory management automatically allocates available rooms across channels based on factors like demand, booking patterns, and customer preferences. 

The benefits of AI don’t stop there. DerbySoft’s intelligent rate parity monitoring checks the prices of your hotel across the web to detect any discrepancies, while its predictive analytics uses historical data and market trends to provide insights on future demand patterns. Tools like predictive analytics are instrumental for hoteliers who want to make informed choices about pricing, promotion, and inventory management.

Pro Tip: Integrate a channel manager with AI-powered data analytics and dynamic pricing to stay ahead of market trends and optimize your room rates in real-time. Harness tools like predictive analytics and rate parity monitoring to make data-driven decisions that enhance revenue and occupancy.

8 – Value-Add Services to Further Boost Revenue

In the competitive hospitality sector, a channel manager should stand out by offering value-added features.  DerbySoft’s integrated digital marketing services can be directly connected to its channel manager. These services use intelligent technology to run effective marketing campaigns across multiple channels. They automate and optimize ad targeting and management, bidding strategies, and reporting, leading to increased bookings for your marketing budget.

DerbySoft offers exceptional marketing expertise specific to the hospitality field. It lets your independent properties easily capitalize on metasearch opportunities for channels like Google, Tripadvisor, and Skyscanner.

Pro Tip: Leverage integrated digital marketing services within your channel manager to increase bookings without inflating your marketing budget. Look for channel managers like DerbySoft that offer specialized expertise and automation for effective ad targeting and optimization in the hospitality sector.

Takeaways

A well-chosen channel management system can transform your property’s visibility and profitability. However, it’s not just about having any system but about having the right one. 

Don’t assume that all distribution systems are the same. Vendors offer solutions that can vary greatly in capability, ease of use, service, support, and performance. A good solution partner, like DerbySoft, should understand the current challenges in the hospitality industry and be ready to address how future changes will affect your hotel’s profits.

By considering these factors carefully and talking with your team, you can make a smart choice that fits your business goals and gives you a competitive edge in a changing market.

Put DerbySoft to the test and request a demo today! One of our product experts will gladly demonstrate our product offering and show you how it can improve your business. Invest in a commerce accelerator system that will take your hotel bookings to the next level!