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IDeaS Announces 2019 Cornell Revenue Management Scholarship Recipients

IDeaS 25 April 2019
IDeaS Revenue Solutions today announced the 2019 IDeaS Cornell Management Scholarship recipients. As the leading provider of revenue management software and advisory services, IDeaS works in partnership with the Cornell University School of Hotel Administration within the Cornell SC Johnson College of Business. The scholarships present hospitality professionals with the opportunity to earn online certificates developed by senior Cornell faculty leaders.Currently celebrating its tenth year, the scholarship program fosters professional development in the field of revenue management around the world, with this year's recipients representing six countries and six different hotel organizations.Winners of the 2019 IDeaS Cornell Scholarship include:Certificate in Hotel Revenue ManagementEric Marichal, revenue manager, Witham Family Hotels, United States of AmericaJana Vystupova, revenue optimization manager, Bohemian Hostels & Hotels, Czech RepublicCertificate in Advanced Hospitality Revenue Management: Pricing and Demand StrategiesKevine Otieno, inventory manager/assistant revenue manager, Aloft Abu Dhabi, United Arab EmiratesJunius De Silva, director of revenue, The Sebel Melbourne Docklands & Residencies, AustraliaCertificate in Data Analytics 360Blanca Maria Torres, revenue analyst, Casa Andina Hotels, PeruRenata Makarova, head of revenue management, Halldis Spa, ItalyJunius De Silva, director of revenue, The Sebel Melbourne Docklands and Residencies, said: "Winning this IDeaS-sponsored, prestigious scholarship through Cornell University will further amplify my efforts in curating a revenue culture within our hotels as we shift from traditional revenue management toward strategic revenue management. This scholarship will enable me to create awareness, share knowledge and inspire the future revenue leaders of our industry."Jana Vystupova, revenue optimization manager, Bohemian Hostels & Hotels, said: "I'm excited to study at the renowned Cornell University. Having learned revenue management mostly on the job so far, this IDeaS scholarship provides a fantastic opportunity for me to deepen, structure and enhance my knowledge to be on top of my game. In this complex and critical field, the competitive advantage comes from a combination of analyst skills, knowledge and strategic use of data and tools."Dr. Ravi Mehrotra, president, founder & chief scientist, IDeaS, said: "A key part of IDeaS' mission to drive the future of revenue management is ensuring the brightest minds are given opportunities to lead. Our ongoing relationship with the hospitality program at Cornell University bridges business and academia to recognize and promote the next generation of hotel revenue leaders, worldwide."For more information on the program or to apply for future scholarships, visit the School of Hotel AdministrationThe School of Hotel Administration, at the Cornell SC Johnson College of Business, is shaping the global knowledge base for hospitality management through leadership in education, research, and industry advancement. The school provides management instruction in the full range of hospitality disciplines, educating the next generation of leaders in the world's largest industry. Founded in 1922 as the nation's first collegiate course of study in hospitality management, the School of Hotel Administration is recognized as the world leader in its field. For more information, visit

Omni Hotels and Resorts Partners with IDeaS to Transform Total Property Revenue Performance

IDeaS 21 March 2019
Omni Hotels and Resorts will roll out both IDeaS G3 Revenue Management System (RMS) and IDeaS Smart Space, a cloud-based meetings and events strategy application, across its portfolio of 60 distinct luxury hotels and resorts in North America.Omni's recent growth and market expansion, along with an increased focus on driving group business, led the brand to reevaluate its RMS options. It selected IDeaS, hotel technology innovator and originator of revenue science, to provide a comprehensive suite of guest-room revenue management and groundbreaking meeting space strategy solutions.Optimizing nearly two million square feet of event space - The IDeaS Smart Space solution will enable Omni's banquet and catering managers to execute demand-based group pricing, yielding and occupancy tracking. These new capabilities will standardize and maximize the value of Omni's portfolio-wide function space and drive more profitability across all properties.Automated pricing decisions for over 21,000 guest rooms - With IDeaS G3 RMS, Omni's revenue managers will be empowered to make better informed, data-driven decisions to keep up with the complexity of their room-type offerings, channel distribution and pricing considerations. Omni will utilize a range of advanced, intuitive features in G3 RMS including room-class pricing, market-demand insights and flexible, multi-product optimization.Group business evaluation and profitability - Over the past decade, Omni has focused heavily on new hotel projects in cities like Atlanta, Nashville, Louisville, and Frisco, Texas with centrally-located properties adjacent to major stadiums and convention centers. Omni will use the group pricing evaluation tool in G3 RMS to gain greater visibility into group booking impact and business displacement. Andrew Rubinacci , senior vice president, revenue and distribution, Omni Hotels and Resorts, said: "As we expanded our portfolio into convention center and resort markets, we found we needed to have a greater focus on total revenue management and group space capabilities. The integration of Smart Space coupled with the robustness and complexity of IDeaS' algorithms really drove our final decision. I want to apply revenue management principles to everything--golf courses, restaurants, spas. Our success with the rollout of G3 RMS and Smart Space will help us move toward that."Ravi Mehrotra, president, founder and chief scientist, IDeaS, said: "IDeaS is honored to partner with Omni Hotels and Resorts. Its state-of-the-art, luxury properties and continued drive to expand into new markets makes them an excellent fit for the feature-rich sophistication of IDeaS G3 RMS and the first-of-its-kind event space functionality of Smart Space. We are delighted they have embraced the principles of revenue science and look forward to a long and mutually beneficial relationship."About Omni Hotels and ResortsOmni Hotels and Resorts creates genuine, authentic guest experiences at 60 distinct luxury hotels and resorts in leading business and leisure destinations across North America. With more than 25 iconic golf courses and 16 award-winning spas featured in dynamic locales nationwide, every Omni proudly opens its doors to share the true spirit of its destination. For information or to book accommodations, visit or call 1-800-The-Omni.

Hospitality Technology Leaders Recognized for 2018 Achievements

IDeaS 12 March 2019
IDeaS Revenue Solutions and its global ecosystem of partners strive to deliver better revenue management solutions to hotels all over the world. During ITB Berlin on March 7, 2019, partner representatives were recognized and awarded by their IDeaS peers for their exemplary levels in four categories: Innovation, Client Focus, Results Focus and High Performance, and Team Spirit and Leadership.For the third year, IDeaS Global Partner Ecosystem Awards recognizes individuals fiercely committed to driving mutual client success, dedicated to pricing and revenue management excellence and who power the industry forward through innovation.Winners of the 2018 IDeaS Global Partner Ecosystem awards include: InnovationMatthew Lane, Springer-Miller SystemsClient FocusAndrew Buttigieg, RMS Hospitality SolutionsValerie Katz, TravelClickCaryn Babstock, MaestroResults Focus and High PerformanceNick Clarke, GuestlineMichelle Roycroft, AmadeusShane McPhail, RoomKeyPMSTeam Spirit and LeadershipAna Gloria, Host Hotel SystemsRachel Pelikan, Oracle HospitalityHelen Chiuriri Mpayah, res:harmonicsNeil Ramsey, res:harmonicsAmjad Mohammed, res:harmonicsValerie Katz, reservation solutions, implementation manager, TravelClick, said: "I am honored and very appreciative to be the recipient of this award. Reading all of the nomination notes was incredibly heartwarming and reinforces the reason I love what I do. I also wanted to acknowledge my wonderful team that supports me and strives to be client focused every day."Matthew Lane, senior software developer, Springer-Miller Systems, said: "I think this award is a reflection of the approach to integration shared by Springer Miller and IDeaS. The key to success is finding the solution that works the best for both applications."Joseph Martino, senior vice president and chief business development officer, IDeaS, said: "IDeaS always looks forward to this annual event during ITB Berlin. Anytime we can recognize the high-performing individuals transforming the hospitality industry, we will seize that opportunity. Their continued passion for technology and the well-being of our mutual clients keeps the industry moving, onward and upward."For more information on becoming a Global Partner Ecosystem member, click here.

IDeaS Director and Hospitality Leader Audrey Murante Joins HEDNA Board of Directors

IDeaS 5 March 2019
Bringing over 30 years of hotel experience and expertise to HEDNA - Murante currently oversees the growth of IDeaS' many successful partner programs. Before IDeaS, she worked for the Radisson Hotel Group where she designed key partnerships to enhance the hotel's brand, profitability and guest satisfaction.IDeaS' clients rely on channel and pricing optimization - Murante's board appointment puts her on the front lines in driving a better future for hotel distribution. Her work with HEDNA will enable a broader understanding of the changes and disruptors in the distribution space.IDeaS continues to instill HEDNA members with revenue management education - HEDNA's association membership benefits from HEDNA University programming, including IDeaS' best-in-class revenue management training courses.Ravi Mehrotra, president, founder & chief scientist, IDeaS, said: "IDeaS has enjoyed a winning relationship with HEDNA over the years, and we are proud to have one of our own join its exceptional network. Audrey's extensive hotel experience, innovative leadership style, and passion for building strong relationships has taken IDeaS' partner programs to new heights. I have no doubt she will carry this same streak of excellence over to her role with HEDNA."Audrey Murante, director, global alliances & initiatives, IDeaS, said: "I'm passionate about being a catalyst for change and I am constantly seeking new and unique opportunities to solve complicated challenges. With HEDNA, I am thrilled by the opportunity to serve such a superb organization and look forward to helping further its mission to shape and improve the future of hotel distribution."About HEDNAHEDNA is the only global forum exclusively dedicated to the advancement of hospitality distribution through strategic collaboration and knowledge sharing. For over 25 years, HEDNA has brought together the best professional minds in the hospitality industry to explore and influence the world of electronic distribution, providing clarity and insight on the issues that matter. Learn more at

IDeaS Revenue Solutions Reports Unprecedented Momentum in EMEA Markets

IDeaS 28 February 2019
IDeaS Revenue Solutions, the world's leading provider of automated revenue management software and services, reported record-breaking client wins across the EMEA region in 2018. With additional new hotel and car park clients in the pipeline, IDeaS expects 2019 to be another significant year, further bolstering IDeaS' industry leadership across Europe and around the world.Nearly 1,000 new clients in EMEA alone last year - IDeaS' EMEA sales team celebrated a hugely successful year, securing major wins in a diverse range of countries across the region, including Greece's Electra Hotels & Resorts, Italy's Grand Hotel Baglioni, Portugal's NAU Hotels & Resorts, Spain's Hotel Camiral and The Netherland's Van der Valk Hotels & Restaurants.Hoteliers seek revenue science and sophisticated technology - IDeaS' innovative revenue science solutions feature the latest advances in artificial intelligence and deep machine learning, including voice and two-way integration capabilities. Leveraging world-renowned SAS analytics, IDeaS maintains the most finely-tuned ecosystem of refined algorithms, deep industry knowledge and automated decision empowerment.Car park industry disruption is underway - IDeaS doubled the size of its parking business in 2018 with new car park client wins including Norway's Avinor Oslo Airport. With over $900 million in annual parking revenue being optimized, IDeaS kicked off 2019 by increasing its investment to satisfy growing demand for car park revenue management and to pave the way for the future of airport parking.Fabian Specht, area vice president, EMEA, IDeaS, said: "At IDeaS, we believe in the power of our solutions to drastically improve revenue for hotels, car parks and meetings-and-events businesses. We are thrilled to see prospective clients across the EMEA region feel the same as the appetite for best-in-class revenue-optimization software and services has never been stronger. IDeaS has the right systems and expertise, along with seamless integrations and ongoing support, to fulfill this important need."IDeaS' revenue science solutions will be on display at ITB Berlin, March 6-10, 2019, Berlin ExpoCenter City, Hall 8.1, Booth 110.
Article by Mike Chuma

Revenue Science 101: A Better Way to Revenue

IDeaS 27 February 2019
Class is in session. Welcome to Revenue Science 101. Today we'll start with the basics: how do we define "revenue science" and how does it go beyond typical revenue management practices and revenue optimization strategies to deliver next-level profitability and productivity? To answer that, let's take a trip back in time...The year is 1989. Shoulder pads are big, hair is bigger, and IDeaS' data-science founders are busy at work testing and proving new theories of opportunity cost and quantitative data analysis. They're boiling algorithms and complex equations down to simplified decision outputs and pioneering what would become the founding principles of IDeaS' Revenue Science: the discipline of infusing sophisticated mathematics with industry expertise to transform data into accurate, automated, and actionable revenue-enhancing decisions.And IDeaS has continued to blaze new trails ever since, from airlines to hotels to parking and beyond, our revenue science solutions of today are built upon decades of scientific innovation, discovery and trial-and-error refinement. All this history, industry leadership, and client success gives us full confidence in the ability of our solutions to provide our users with precise decisions they can trust instead of just hopeful recommendations and a roll of the dice.The key word here is "science," and we stake our claim on it. Our methods and applications have been tested and proven, time and again, and get better with each iteration to maintain the world's most finely-tuned system of revenue optimization knowledge and decision empowerment.The past 30 years have been a period of ceaseless evolution and reinvention at IDeaS, driven by curious minds and passionate people. From deep machine learning to artificial intelligence to world-renowned SAS analytics, we've introduced the most advanced technologies into our software to continuously push the limits and invent the future, one industry after the next.Discover how IDeaS uses revenue science to deliver results and transform revenue across the planet.

IDeaS Revenue Solutions Honored as 2019 HotelTechAwards People's Choice Winner

IDeaS 17 January 2019
Hotel Tech Report has named IDeaS Revenue Solutions as the 2019 People's Choice Award winner in its annual HotelTechAwards.Recognized as last year's top-rated revenue management software provider, IDeaS continues to dominate the revenue technology category with far more satisfactory client reviews than any other vendor. Based on data from thousands of hoteliers in more than 120 countries, IDeaS was recognized as the most esteemed hotel technology provider, across all categories.Unbiased and verified reviews speak volumes: The award leverages real customer data to determine best-of-breed hotel technology offerings. It uses key factors of total verified customer reviews, geographic reach of reviews and overall review sentiment and ratings.Outstanding client satisfaction gives IDeaS the leading edge: Over 200 verified IDeaS clients dedicated more than 25 hours to supporting the company by contributing reviews. With nearly six times the reviews of any other revenue management software provider, IDeaS maintains its undisputed position as the world leader for revenue management technology.IDeaS balances rapid growth with client-first service ethic: More than 100 of the world's elite hotel technology companies competed for a chance to win this prestigious title. The award goes to IDeaS for maintaining the most impressive balance of strong growth with a relentless focus on customer centricity.Jordan Hollander, co-founder, Hotel Tech Report said: "The People's Choice Award goes to the single company across all categories who demonstrates the strongest customer relationships during the HotelTechAwards. Clients came out to support IDeaS in droves. We saw five-star reviews come in from Zambia to Moscow and everywhere in between. This is one of the most impressive organizations we've seen in hotel tech history. If there's one company everyone can definitely learn from about scaling a global organization with a relentless focus on customer centricity, it's IDeaS."Dr. Ravi Mehrotra, co-founder, president and chief scientist, IDeaS, said: "IDeaS' global teams are committed to ensuring our clients are completely satisfied from first engagement through the lifecycle of our relationship. Winning this award is a testament to our relentless focus on client success, and I couldn't be prouder to be recognized by those that matter most, our clients."
Article by Paul Van Meerendonk

Breaking Down Silos and Building Up Profit on the Quest for Total Revenue Management

IDeaS 21 December 2018
Down-to-earth business leaders at hotels and resorts probably don't feel like they have much in common with someone like Indiana Jones or Lara Croft, but attaining total revenue management for their properties is an ambitious mission, and one that may be treacherous.How many years has this been the "hot topic" of the hotel industry? Professor Sherri Kimes of Cornell, ever the adventurer blazing a trail for hospitality revenue management, was pushing studies on restaurant revenue management and total revenue management dating back to 2004 and even earlier. 10 years later, IDeaS Revenue Solutions launched its Function Space Revenue Management Solution to help hotels expand their revenue management strategies beyond guest rooms. Yet, here we are in 2018, and total revenue management is still an enigma, wrapped in a puzzle, hidden away somewhere in a dark back office at a few select hotels or in the minds of quirky innovators at the corporate offices.Few hotel companies have achieved a successful holistic revenue management strategy. Most hotels still manage revenue generating business units in isolation. The good news is that, as silos come down, total revenue performance comes into view. Hotels must adopt the tools and best practices that bring together key business stakeholders from marketing, sales, meetings & events, food & beverage, revenue management and operations to unify goals and profit potential.Indiana Jones always faced three main obstacles on his quests: traps & puzzles, other adventure seekers, and team members with other agendas. Despite being in a wildly different line of work, leaders at hotels and resorts often face these same challenges in trying to implement total revenue management.Traps & PuzzlesA key component of effective revenue management is the ability to collect and analyze data. For rooms revenue management, that data sits predominantly in the property management system and, most of the time, is fairly accurate. But, when we start venturing outside of the core rooms business, we find the challenge of accurate access to data becomes a critical issue that prevents us from effectively applying revenue management techniques to other revenue streams. I am often shocked when visiting hotels and meeting with local teams to discover that, despite having many meeting and event spaces, they do not have a sales & catering management system.When meeting with a spa management team, they might look surprised if I ask them what systems they use to make reservations and maintain schedules of treatments. Then they point me to their colorful Excel workbook. Golf tee times? Where's that trusty pencil so they can record them in a big book that sits on the desk in the pro shop. Surely, in the hotel restaurant this will be different with advanced, point-of-sale systems in place? And yes, there are generally better systems found in restaurants, but the data quality does not always meet expectations. Moreover, integrating these systems to give a cohesive and clear picture of demand across outlets is still a widespread challenge.To find our way through this problem, the industry needs to align on technology. Integration challenges do not only occur across the various rooms reservation systems-they permeate down to the property level where local or homegrown systems are prevalent, and features and functionality can vary wildly. In order to navigate this minefield, it is time for technology companies to sit around the table and develop industry minimums and standards when it comes to non-rooms systems. Data integrity and integration will be the key to unlocking some of the doors blocking the way to the treasures within. There is light at the end of the tunnel here, with indications that hotel owners across the world are finally taking their technology investments more seriously with increased funding.Total revenue performance requires sophisticated analytics technology integrations to aggregate and transform large, disparate data sets into actionable intelligence. That means all those complex numbers in databases stop collecting virtual dust and start creating a real competitive edge. Advanced software systems can be enabled to analyze data through powerful algorithms to make more accurate demand forecasts and strategic pricing decisions for all streams of revenue across entire properties.Other Adventure SeekersWhy is total revenue management not higher on the priority list? I believe it is mainly due to competition. Not from the hotel down the road, but from the industry's obsession with room revenue management and distribution techniques and channels. Attend any industry event or google the latest news on hospitality revenue management, and 9 out of 10 times, the topics you come across will speak of the battles with the OTAs, the opportunities that lie in new technologies for distribution, the latest channel insights, or new algorithms and machine learning to improve room optimization. And not without reason. Rooms still generally are, after all, where the biggest revenues and profits are to be found.Hoteliers have always put the focus on rooms because they knew they could make an impact there on both the top and bottom line. This has often left other departments to fend for themselves and try to make do with limited funding and focus. But as many hotels and hotel groups have run out of new ways to maximize rooms revenue management, they are increasingly looking to other areas of the hotel to bring in additional gains.There is a significant opportunity to improve overall performance of an asset by focusing on the other operating departments in a hotel. For resorts and all-inclusives, the opportunity for ancillary revenue is even greater with spa, golf, resort facilities, beachfront activities and more often forming considerable revenue streams that have the possibility to be optimized and deliver real returns for both owners and operators.To maximize profits and blow past today's fierce competition, it's important to consider all revenue streams in relation to one another. This shift toward a more holistic revenue management strategy represents an evolution in the hotel industry.Team MembersWhile we may often be reticent to admit it, the ultimate barrier to total revenue success is gaining the support and cooperation of your own team members. As is often said, culture eats strategy for breakfast. Well, if we want to optimize those breakfast revenues, we will need more than strategy to change the culture within the operating departments.Hospitality has always been the pinnacle of the service industry, and nowhere more so than in the restaurants, spas or other facilities of the hotel. Turning away unprofitable diners or changing menu prices on the fly is often seen as blasphemy by many service-oriented hoteliers. And rightly so-guests, diners and experience-seekers are the bread-and-butter of loyalty in the industry and need to be treasured and appreciated accordingly.But this is not a black-and-white situation, where the choice is between hospitality or profit. Data analysis, technology, and analytics can go hand in hand in optimizing the guest journey. By ensuring product, price, and availability are matched to demand and client expectations, hotels can optimize revenues and profit while maximizing the guest experience. The human touch that is essential within non-room departments can become even more effective when supported (not replaced) by technology. It is this understanding that needs to lay the foundation of the change in culture that needs to happen in hotels.When you take a holistic approach to managing hotel revenue, you might have to experiment with different levers to find the perfect profitability balance. After all, total revenue performance cannot occur in a vacuum. With the right data in hand, you can shift prices in a variety of hotel areas to optimize revenue streams. For example: lowering room prices on a given weekend may boost spa and restaurant reservations. While each stream is adjusted individually, they all affect the big picture. Think about these adjustments as using the right pulleys and levers to keep the hotel running like a finely tuned machine.As hotels move toward total revenue performance, it's also necessary to rethink how teams interact and realign business processes. This becomes the right time to implement new educational approaches and evaluate job roles and scope. And while it can be a complex undertaking, the reward is worth the effort. Building a long-term total revenue performance culture gives hotels an undeniable competitive edge, which means less stress and climbing growth charts.And this is ultimately what will lead us to that holy grail. Only when all departments work together with the common goal of revenue, profit, and guest-experience optimization will success be achieved. Surely this is the start of the next epic journey and our continuing pursuit of unknown treasures and riches in the world of hospitality revenue management. Let's get the boulder rolling.Reprinted from the Hotel Business Review with permission from

IDeaS Founder Dr. Ravi Mehrotra Joins the Leland C. and Mary M. Pillsbury Institute for Hospitality Entrepreneurship Advisory Board at Cornell University's S.C. Johnson College of Business, Hotel School

IDeaS 18 December 2018
Dr. Ravi Mehrotra, co-founder, president and chief scientist of IDeaS Revenue Solutions, was named to the board of the Leland C. and Mary M. Pillsbury Institute for Hospitality Entrepreneurship (PIHE) at Cornell University's S.C. College of Business Hotel School.Along with his role leading IDeaS, Mehrotra is a noted author, speaker and innovator in the fields of predictive analytics, forecasting and dynamic-price optimization. As a new PIHE advisory board member, he will help steer the future direction of the Institute, engage its student body through teaching and research, and participate in other academic and social programs in the S.C. Johnson community.Dr. Ravi Mehrotra, co-founder, president and chief scientist, IDeaS, said: "I am proud to join the Pillsbury Institute, which is the breeding ground for so much of the hospitality industry's innovation and future leadership. Today more than ever, the industry is being shaped by young professionals who understand the complex interplay of technology and decision-making as guides for profitability, as well as a great guest experience. I look forward to helping cultivate that knowledge at PIHE and participating in many aspects of life on campus in the coming months as we join IDeaS' spirit of innovation with the best academic minds and finest students in the industry."Neil Tarallo, academic director, the Leland C. and Mary M. Pillsbury Institute for Hospitality Entrepreneurship , said: "We are delighted to have Dr. Mehrotra join our board as we prepare for the most active and diverse year in the history of the Pillsbury Institute. We will announce the further expansion of our leadership in conjunction with our new strategy roll-out in early 2019. We look forward to an exciting future, in partnership with companies and individuals such as Dr. Mehrotra and IDeaS, who are the embodiment of entrepreneurial thinking and behavior."About IDeaS and Dr. Ravi MehrotraIDeaS, a SAS company, is the world's leading provider of revenue management software and services. With nearly 30 years of expertise, IDeaS drives better revenue for more than 10,000 clients in 124 countries. Combining industry knowledge with innovative, data-analytics technology, IDeaS creates sophisticated yet simple ways to empower revenue leaders with precise, automated decisions they can trust. Results delivered. Revenue transformed. Discover greater profitability at and follow us on LinkedIn and Twitter.Dr. Ravi Mehrotra is the president, co-founder and chief scientist at IDeaS. Through the establishment of IDeaS in 1989, Mehrotra pioneered the "opportunity cost" approach that later became the industry standard for dealing with the complexities of the network or length-of-stay effects in revenue management.Mehrotra's research and founding involvement in IDeaS is a natural progression of his scientific background. As an assistant professor at North Carolina State University, he invented new models for parallel computing; designed and analyzed both asynchronous and randomized algorithms for distributed processing; and reviewed many proposals for key government scientific agencies.Today, Mehrotra remains an active and hands-on chief scientist at IDeaS. He continues to research increasingly sophisticated methods for dynamic pricing that optimize expected profits over longer time horizons and is a widely-recognized leader in the field of predictive analytics, forecasting and dynamic price optimization. About the Leland C. and Mary M. Pillsbury Institute for Hospitality EntrepreneurshipFounded in 2006, the Leland C. and Mary M. Pillsbury Institute for Hospitality Entrepreneurship (PIHE) at the Cornell University SC College of Business Hotel School is the premier platform of knowledge in entrepreneurial thinking and behavior with an emphasis on hospitality, service, and customer experience. PIHE informs companies and students with respect to non-linear problem solving methodologies, opportunity identification, and innovation with constrained resources; all within the context of corporate, new venture, and social enterprises. In addition to preparing our students to launch sustainable new ventures, this approach to entrepreneurship education addresses the need for "entrepreneurial thinkers" within existing organizations and positions our students to make contributions to company missions early in their career. By focusing on entrepreneurial behavior & thinking, the Pillsbury Institute redefines entrepreneurship education and creates an expanded context for the direct application of entrepreneurship.

Electra Hotels and Resorts Selects IDeaS G3 RMS to Optimise Revenue and Market Share

IDeaS 13 December 2018
IDeaS Revenue Solutionsis pleased to announce that Electra Hotels and Resorts, one of the most influential players in Greek tourism,has chosen IDeaS G3 Revenue Management System (RMS) following a lengthy review process to optimise revenue performance across its 616-room property.A buoyant market delivers new challenges-With the Greek economy bouncing back, a projected rise in overseas tourism has been matched by the emergence of a significant number of new hotels. Now that the market has turned a corner, an efficient and automated revenue management system was identified as an essential tool to deal with increasing competition.Replacing manual forecasting to improve ADR- Traditionally, Electra worked closely with tour operators, corporate businesses and conference-and-event organisers. Analysis determined this strategy was "leaving money on the table" because individual traveler bookings result in stronger rates and occupancies. A decision was made in 2016 to prioritise revenue management to improve ADR and profits; however, its time-consuming manual forecasting system limited its ability to increase revenue.Forecasts based on up-to-date market intelligence - Given the dynamic and fluid nature of the market, especially in Athens, the Electra management team identified access to up-to-date market intelligence as a key priority. By selecting IDeaS G3 RMS, which takes into account online supply from both competitors and OTAs when making forecasts, the organisation gained the insight needed to enhance profitability.Konstantinos Zdralis, director of sales, Electra Hotels, said: "We undertook a thorough examination of all offerings on the market and are confident IDeaS G3 RMS will deliver what we want. Just as important to us is that we're partnering with knowledgeable experts--a company that will not only supply a solution but also has the know-how to help us build a dynamic revenue management strategy from scratch and support us with advice and guidance when needed."Fabian Specht, EMEA managing director, IDeaS, said:"We're happy to welcome Electra Hotels and Resorts into the IDeaS family and look forward to working with them. With the Greek economy rebounding, the decision to become the first local hotel group to implement IDeaS G3 RMS will deliver a leading advantage over their competitors."About Electra Hotels and ResortsSince opening its first hotel in 1965, Electra Hotels and Resorts' history has been one of warm, luxurious hospitality services. Operating under the philosophy of traditional Greek hospitality, the company has hosted more than 6.5 million discerning travellers in its properties in Athens, Thessaloniki and Rhodes, treating each one as a member of the family. For more information, visit www.electrahotels.grAbout IDeaSIDeaS, a SAS company, is the world's leading provider of revenue management software and services. With 30 years of expertise, IDeaS drives better revenue for more than 10,000 clients in 124 countries.Combining industry knowledge with innovative, data-analytics technology, IDeaS creates sophisticated yet simple ways to empower revenue leaders with precise, automated decisions they can trust.Results delivered. Revenue transformed.Discover greater profitability at

Grand Hotel Baglioni Chooses IDeaS G3 RMS for Revenue Technology Upgrade

IDeaS 6 December 2018
IDeaS Revenue Solutions, the leading provider of revenue management software and advisory services, is pleased to announce one of Europes most historic hotels, the Grand Hotel Baglioni, has chosen IDeaS G3 Revenue Management System (RMS)to optimise revenue performance across its 192-room property.The Grand Hotel Baglioni remains one of Florence's classic hotels, proudly retaining its traditional style while incorporating 21st-century amenities and services. Despite occupancy rates averaging 82 percent over the past six monthswith an equal split between business and transient travelthe inefficiencies and limitations of its legacy manual forecasting system became apparent.Identifying the challenges of an outdated system In addition to the amount of time the existing revenue management process involved, hotel management couldnt access the full value of the data being entered. Without the ability to forecast by room type, sales was forced to concentrate efforts on a restricted number of days for a specific room type. Now the team is able to promote sales across all room categories.Boosting revenue through added functionality The group pricing feature ofIDeaS G3 RMS solves a major challenge by providing tailor-made pricing packages for groups and with it the potential to significantly boost revenue.Delivering innovation worldwide Powered by SAS, with nearly three decades of innovation in hospitality technology, IDeaS remains the global leader in revenue management and continues to provide solutions that equip clients with a clear view of their data, giving them greater control over their business performance.Antonio Remaschi, general manager, Grand Hotel Baglioni, said:Were fortunate in that key decisions made over 100 years ago separate us from our local competitors. Our hotel is a benchmark in Florence. We chose IDeaS G3 RMS for a similar reason. Its clearly the industrys leading system, and it will help us run our business more smoothly, efficiently and profitably.Fabian Specht, EMEA managing director, IDeaS, said:There are few hotels in the world that can match the Grand Hotel Baglionis elegance, sophistication and history. We are delighted theyve chosen IDeaS G3 RMS to ensure better business decisions, enhance the guest experience and optimise revenue.ENDSAbout Grand Hotel BaglioniThe historic Grand Hotel Baglioni takes pride of place in Florence, situated near Santa Maria Novella train station and a five-minute walk to the Duomo. With 192 rooms, the Baglioni is not only the largest hotel in central Florence but also boasts one of the citys best conference facilities. For more information, visit IDeaSWith more than 1.6 million rooms priced daily on its advanced systems, IDeaS Revenue Solutions leads the industry with the latest revenue management software and advisory services.Powered by SAS and with nearly three decades of experience, IDeaS proudly supports over 10,000 clients in 124 countries and is relentless about providing hoteliers with insightful ways to manage the data behind hotel pricing.IDeaS empowers clients to build and maintain revenue management culturesfrom single entities to world-renowned estatesby focusing on a simple promise: Driving Better Revenue.IDeaS has the knowledge, expertise and maturity to build upon proven revenue management principles with next-generation analytics for more user-friendly, insightful and profitable revenue opportunitiesnot just for rooms, but across the entire hotel enterprise.For more information, visit
Article by Yuki Hu

Do hotel revenue managers need to panic about one day being replaced by robots?

IDeaS 26 November 2018
An AI humanoid called Sophia has become the first robot citizen with feelings, preferences, and the capability to learn much faster than humans. Besides that, it turns out AI can even write pretty good songs. Researchers at Sony released the AI-generated song, "Daddy's Car," a catchy, sunny tune reminiscent of The Beatles. Last year, Facebook abandoned an experiment and shut down two AI robots after they started talking to each other in their own language, which remained mysterious to the scientists who were supposedly looking after them. It looks like robots are one step closer to taking over the world.But what about our world? The wonderful and colorful revenue management world? How does AI influence our daily jobs?First coined in 1956 by John McCarthy, AI involves "machines that can perform tasks characteristic of human intelligence," including planning, understanding language, recognizing objects and sounds, learning, and problem solving. Today, with the collection of customer data, coupled with continued improvements in computer technology, AI can perform a wide range of routine tasks, from basic customer service to personalized job duties, more advanced decision-making, even sales processes and direct messaging.Professionals from all different fields use AI for predictive analysis and interpretation. AI is one of the biggest trends in tourism and related fields, and hoteliers are also using big data and AI to innovate their pricing strategies. AI combined with data analytics will enable the automation of many daily tasks. Therefore, when human participation and manual work becomes unnecessary, we should find a good balance between the human resource and machine, and reasonably allocate our time on what we are good at.Among the most repetitive tasks, AI technology can take on the burden of large amounts of demand and pricing analysis. Hoteliers look forward to and appreciate this change when they experience explosive data growth. Today, the production of various daily reports takes more and more time with the increase of data elements and analysis dimensions. The amount of time spent on this data processing and reporting is bound to affect the scheduling of more important analyses and decisions, so it is far more efficient to leave these repetitive tasks to AI.In addition, the data analysis methods of AI nowadays are getting more accurate, and more data analysis normally leads to more insights. Allowing AI to complete more accurate data analysis leads to more rational decision-making and can be another great benefit to revenue managers, leaving them with more time to monitor the automated decisions based on the analysis, focus on the implementation and make proper adjustment to the decisions.AI can also be applied to different research tasks, such as generating specific market segments, which can reveal the implicit correlation between customer information and preferences. Traditional hotel revenue management systems are based on a pre-set market segmentation model for future demand forecasting and management. With AI, more advanced revenue management systems would automatically assign attributes to more detailed rate code levels to generate its own forecast group, based on both attributes and historical booking patterns. For example, two market segments may have the same attributes, and may be grouped together. But meanwhile the system may place them in two different forecast groups after analyzing their booking patterns and finding they differ greatly regarding the timing of when the business books. The advantage of doing so is to divide the forecast group as much as possible according to the actual business attribute and behavior pattern, rather than only relying on the existing market segmentation system, which may be wrong, resulting in inaccurate forecast.Also, with AI and a machine-learning algorithm, the revenue system can evaluate the nearest competing hotel's demand level, competitor pricing, destination special events, room type, and so on. Demand forecasts provide critical information for pricing decisions for each market segment or room class and can help revenue managers to select appropriate distribution strategies, as well as explore what customers want and describe their price sensitivity.An intelligent, data-driven revenue management system can greatly improve pricing efficiency. For example, in some international hotel groups, the machine-learning-based revenue management system combines different strategies and data sources to set a best available rate for each room class on each date. The algorithms behind this dynamic pricing engine take into account both customer profiles, room types and prices, as well as external data, such as competitor prices, reputation score data, and even booking patterns captured on other websites.In addition to pricing, another important aspect of revenue management is inventory control. The key point of revenue management is optimizing revenue and profit through proper pricing and space controlling of hotel rooms, meeting space, restaurants and other entertainment areas. Revenue managers seek to capture the opportunity to increase prices and maximize revenue on high-demand dates while maximizing occupancy on low-demand days. In this case, the AI-based, advanced revenue system can automatically make decisions and select the revenue strategies applicable to different market segments. The system needs to be able to select the best space control strategy to achieve the best deal, the commonly used inventory control strategy including the minimum or maximum length of stay, closed to arrival, block or allotment set up, the last room availability, and so on.Last but not least, a hotel's success is often due to the personalized service and unique experience it offers guests. With the help from AI, combined with human experience, the tasks of identifying the hotel demand model, looking for revenue growth opportunities, and using digital marketing to boost market demand can be done in a much more accurate and effective way.So, a trusting AI system is the best thing to have at the moment, but hotel revenue managers do not need to panic about one day being replaced by robots. No matter how advanced the AI revenue system gets, it will always require a human touch and interaction. Therefore, the future trend is that the hotel will inevitably use AI data analysis to make better optimization decisions to grow revenue and enhance profit performance.

IDeaS Helps RLH Corporation Redefine Revenue Strategy, Transform Its Business

IDeaS 13 November 2018
Tweet This: How do you #DisruptHospitality? @RLHCo relies on @IDeaS_RevOpt to break with tradition and adopt #RevenueManagement as strategyMINNEAPOLIS--Nov. 13, 2018--As one of the fastest-growing hotel franchise companies in the U.S., RLH Corporation(NYSE: RLH) has prescribed a transformational goal for itself: build a culture around commercial revenue strategy and adopt technology that breaks down organizational silos across sales and marketing. But the company isn't doing it alone. They're working with IDeaS Revenue Solutions, the global leader in revenue management, to take a disruptive approach to proactively optimize revenue and create a competitive advantage.The IDeaS G3 Revenue Management System (RMS)is designed to automate pricing and inventory control across room types, properties and portfolios. By tapping into SAS analytics, artificial intelligence and deep machine-learning, IDeaS G3 RMS frees up revenue managers from arduous tactical duties, enabling them to be more strategic about growing revenue. This results in dramatically smarter pricing decisions and greater revenue over time.Redefining revenue strategy:RLH Corporation plans to align its revenue management, pricing and yielding insights with marketing and sales to create a more powerful overarching commercial strategy using IDeaS.Aligning business strategies to stay ahead of the competition:Knowing they always have an optimal pricing program in place, revenue strategists can focus on aligning business strategies across departments such as sales and marketing. With the increasing complexity of booking channels and more competition from hotel brands, this has the potential to leapfrog RLH Corporation past its competitors, even in tough markets.Calvin Anderson, chief of revenue optimization, RLH Corporation said:"We need to blow up this idea that using legacy technology systems and following the status quo is 'good enough.' We wanted a business solution that looks beyond what others are doing currently in the revenue management space. IDeaS has done their homework in areas no one else has touched. As a result, both the IDeaS' product and roadmap are ahead of everyone else. IDeaS automates pricing down to the individual rate code and room type, instead of centering all pricing around a single retail or BAR price point. This level of detail is crucial because true commercial optimization must consider a multiplicity of demand variables and respond to each accordingly. This level of adaptability and granularity gives us a more acute, real-time understanding of changing demand. While most revenue management platforms want to reach this level, the nearest functionality outside of IDeaS offers a manual implementation that is rules-based. IDeaS' onboarding and training program has made this transition an extremely smooth and reassuring process. Throughout the implementation, the IDeaS team has been highly supportive, and we've already seen significant value in IDeaS G3 RMS."Dr. Ravi Mehrotra, co-founder and president, IDeaS, said: "At IDeaS, we're helping RLH Corporation transform its complete approach to revenue management, but what's more important is that our visions for the future of this industry are so strongly aligned. We have the right approach and capabilities to help RLH Corporation create an even more strategic, aligned culture, and we look forward to making this journey together a successful one."About RLH Corporation Red Lion Hotels Corporation is an innovative hotel company doing business as RLH Corporation and focuses on the franchising, management and ownership of upscale, midscale and economy hotels. The company focuses on maximizing return on invested capital for hotel owners across North America through relevant brands, industry-leading technology and forward-thinking services. For more information, please visit the company's website at IDeaS With more than 1.6 million rooms priced daily on its advanced systems, IDeaS Revenue Solutions leads the industry with the latest revenue management software and advisory services. Powered by SAS and with nearly three decades of experience, IDeaS proudly supports over 10,000 clients in 124 countries and is relentless about providing hoteliers with insightful ways to manage the data behind hotel pricing.IDeaS empowers clients to build and maintain revenue management cultures--from single entities to world-renowned estates--by focusing on a simple promise: Driving Better Revenue.IDeaS has the knowledge, expertise and maturity to build upon proven revenue management principles with next-generation analytics for more user-friendly, insightful and profitable revenue opportunities--not just for rooms, but across the entire hotel enterprise. For more information, visit

NAU Hotels & Resorts Renews Partnership with IDeaS After Full Market Review

IDeaS 8 November 2018
- Comprehensive competitive evaluation convinces Portuguese chain to extend its use of IDeaS RMS- New agreement sees IDeaS RMS implemented across entire estate of 10 hotelsIDeaS Revenue Solutions, the leading provider of revenue management software and advisory services, is pleased to announce that NAU Hotels & Resorts will extend its use of IDeaS Revenue Management System (RMS) to optimise revenue performance across its entire estate.NAU Hotels & Resorts first began working with IDeaS in 2015, implementing IDeaS RMS in four of its ten properties across Portugal. Following a comprehensive analysis of revenue management systems on the market, the company will now expand its use of IDeaS RMS across its six remaining hotels."Our goal is to operate as efficiently as possible in an increasingly complex marketplace" said Mario Azevedo Ferreira, CEO of NAU Hotels & Resorts. "Revenue management technology will play a central role in this, so we undertook a thorough review, comparing IDeaS with all alternative offerings to identify the system that would best drive performance for us."Powered by SAS, with nearly three decades of innovation in hospitality technology, IDeaS remains the global leader in revenue management and continues to provide solutions that equip clients with a clear view of their data, giving them greater control over their business performance."Our evaluation process clearly identified IDeaS as the best choice," continued Ferreira. "Their advanced technology stood out and gave us great confidence in rapidly implementing their system in our remaining hotels. Another important factor in our decision is the quality of the support and advisory services IDeaS offers to our staff--both now and in the future.""We are extremely pleased NAU Hotels & Resorts has decided to extend its partnership with us," said Fabian Specht, EMEA managing director for IDeaS. "We're proud that their independent research clearly identified IDeaS as the market's leading RMS provider, and we look forward to continuing to work with them to help enhance profitability and productivity across their entire portfolio."
Article by Paul van Meerendonk

Training, Maintaining & Elevating Top Hotel Revenue Management Talent

IDeaS 6 November 2018
Ah, the good old days. It used to be so simple. Then the initial wave of OTAs hit, bringing every poor revenue and reservations manager to their knees with endless channel updates. The internet-generated floodwaters soon followed as data became more and more essential. Now we have visibility into transactional data, we know where bookings come from (and why), we know what prices our competitors are selling at, we know our review scores and online reputation, and the list goes on and on. And what about the whiz kid? Is he still up to the challenge? Did he stay afloat in the sea of new data sources? Even more concerning: is he even still working at the hotel? Perhaps he went off to work for one of the OTAs!How we find, manage, and retain top talent at revenue-managing hotels has changed dramatically since the big-data boom began. It's important that we continuously strive to provide ongoing education and support in this competitive job market. Blended learning approaches are key to accommodate varying levels of expertise, job roles, and employee age groups. On-demand, quick learning tools are especially relevant as high-turnover rates necessitate faster uptimes of skilled, productive employees. Beyond that, career trajectory and a clear pathway for upward mobility must also be considered to attract top performers. Properly training, maintaining, and elevating talent is essential to achieving an ongoing return on investment in your people, technology, and processes.Wade into the Talent PoolLet's first look at what should be your company's number-one asset: the people who work there. While promoting from within presents many benefits, it is rare now to find a reservation agent or manager who has the skills required for modern-day revenue management. All the good ones have either been taken or have moved on to bigger and better things. The revenue managers of tomorrow may need to come from elsewhere. If we start at the beginning, our obvious choice would be to seek talent straight out of college.Fortunately, several top hotel schools have risen to the challenge, offering advanced degrees in hotel revenue management. University hotel programs have long been a reliable source of industry up-and-comers, and now they are a great place to find eager and knowledgeable hotel revenue managers. At a recent HSMAI event in Amsterdam, several young graduates took to the stage and showed off their abilities in front of industry leaders and veterans. It was a good indicator that, as academic institutions ramp up their courses and degrees to match revenue management needs, concerns about a shortage of able-minded workers will ebb away. This is not to say, however, you should rely solely on fresh graduates to fill open positions, but you may find it to be one of the most efficient routes.Give Your Talent the Best ToolsSo, let's say you've found your next whiz kid or even assembled your dream team of revenue-management professionals. Now you must make sure they have what they need to deliver. This is where investing in the right technology plays a pivotal role. Advanced revenue management software, applications, and tools have significantly changed the way revenue managers can work with and leverage data. What became an impossible job for one human to handle in a deep sea has become a manageable and rewarding profession thanks to technological advances and science-based software engineering. Now modern systems will do all the heavy lifting-even managing the upkeep of OTA channels. College degrees in visual basic or advanced analytics are no longer necessary.So, if the machines are so smart, do we even need to find talented people to operate them? Well, not so fast. Automation and machine learning don't replace the need for skilled revenue managers, but rather, they enable bright, analytical minds to devote more time to doing what they do best, enabling strategic, forward-looking initiatives that will enhance a hotel's profitability even further. By leveraging the best revenue management systems, revenue managers of tomorrow can position themselves as recognized business leaders with the knowledge and insights to make key decisions and inform organization-wide planning.There is of course a need to be able to steer and direct technology systems so they behave in ways that align with your revenue strategy. Regular systems training is, therefore, essential, particularly as today's platforms are improved and updated frequently, and the revenue manager needs to stay on top of the latest developments so they don't become outdated by their own tools.Technology has not stood still in this aspect either. While we haven't attained the ability to upload knowledge directly into a person's brain, a la The Matrix-"I know kung fu," anyone?-research into the psychology of how humans learn and process new information has made a big impact on how educational resources are designed right within our systems. Gamified learning levels have replaced dry, step-by-step tutorials, and moment-of-need, hands-on, "show me" training has streamlined the process significantly.The advanced learning programs included within some of today's leading systems allow revenue managers to quickly pick up what they need to know to make an immediate impact. These learning systems are often complemented with instant online insights and videos into revenue management concepts and best practices. With the right technology investments, revenue managers are never short of sources for ongoing education and performance improvement.Chart a Course for SuccessBeyond technology and analytical skills, revenue managers need to also be able to interpret what these systems are doing and be able to communicate this with the rest of their organization. These soft skills don't always come easy. A balance of analytical intelligence with communication know-how, as well as a knack for business strategy, will make for a truly successful revenue manager.Empowering talent is key to retaining it. Therefore, when nurturing revenue management skills, it is important to assess current proficiency levels to know where development is needed in these areas. For some, this may mean growth in communication skills. For others, it may mean a focus on developing strategic expertise. Regular assessment of capabilities and application is therefore essential to lay out the development plans of revenue management talent of various backgrounds and skillsets.Of course, revenue managers need to see themselves as valuable contributors not only in the present, but also in the future. One of the challenges that has plagued the industry for years has been the lack of a clear career path and promotion potential for revenue managers. Sure, some revenue managers can and have become general managers and taken on a wider scope of responsibilities, including more client-facing and customer-service focused areas. However, this is not the most natural path for many revenue managers, who often prefer back-of-house analysis and strategy over front-of-house guest relations and overseeing quality of service. It is therefore essential that other opportunities exist to entice revenue managers to stay with your hotel and feel motivated to go above and beyond.Luckily, this is also an area where changes in the industry have benefitted the field of revenue management. Consolidation has accelerated the growth in clustering and centralization of revenue management services. Revenue management service centers are now commonplace, and these dedicated department and service offerings have also ensured additional positions and opportunities of growth for revenue managers. High-performing revenue managers can now move sideways and upward all within their expanding area of expertise. This development has also attracted greater strategic and analytical talent to the industry, which has had a positive impact on overall business performance.Faster than anyone expected, the data tsunami brought a treasure-chest of opportunity to our shores. Now, training, maintaining, and elevating revenue management talent effectively will not only allow us to exploit these opportunities, but it will allow us to grow the industry leaders of tomorrow. Nurturing natural talent is important, but make sure the next whiz kid at your hotel also has the best possible technology and resources he or she needs to get up to speed quickly and find lasting growth with opportunities for improvement. With the right people and tools in place, the revenue manager role will evolve to drive profitability in more ways than ever before, and with the right planning and vision, the revenue managers of tomorrow may go boldly where none have gone before.Reprinted from the Hotel Business Review with permission from
Article by Klaus Kohlmayr

3 Countries, 8 Events, Countless Conversations - Dispatch from Asia

IDeaS 2 November 2018
The Asia-Pacific region has always had a special place in my heart. Before moving to IDeaS HQ in the US in 2010, I spent a number of years based in Singapore, first helping IHG grow their footprint in the region and then educating hoteliers across Asia Pacific about revenue management by launching and growing IDeaS' then new consulting services arm (now called IDeaS Advisory Services).Over the years I have seen the Asia-Pacific hotel industry grow and mature. During a two-week trip to India, Singapore and Hong Kong, attending or speaking at eight different industry events, I was keen to have in-depth conversations with hoteliers, innovators, startups, and investors to understand the latest developments and needs of the industry across this vast region.Totally focused on Total Revenue ManagementFor many hotels in Asia Pacific, 50 percent or more of revenues are generated from non-room revenues, including meeting rooms, conference, spa and others. Many hotel companies and brands feel their capabilities for rooms revenue management is sufficiently advanced, but it is now time to focus on the other revenue generating areas. Total Revenue Management has been talked about for a long time, and some companies have started to tackle it either through regional efforts or through creating dedicated global teams focused on optimizing the totality of a hotel's revenue potential.Accessibility to clean data is still a challenge as hotels struggle to consolidate information from a variety of sources; however, with new technology comes better and more efficient access to data, better insights and increased ability to make revenue enhancing decisions. In roundtables in Mumbai, Pune and Singapore, with experts from hotel companies, consultants and technology partners, all parties confirmed that now is the time to focus on Total Revenue Management, with some allocating significant efforts toward it.The evolving tech stack & the rise of the machinesAt the Hotel Investment Conference Asia Pacific (HICAP), Asia Pacific's largest gathering of hospitality movers and shakers, Microsoft distinguished engineer and technical evangelist James Whittaker kicked off the annual proceedings with a dire prediction: it is inevitable that "the machines" will outsmart and outperform humans in the not too distant future. And the reason is that "everything is data" which can be digitized, analyzed and optimized. As the world is transformed into a sea of data, we will generate 163 zettabytes of structured data by the year 2025, equivalent to 40 trillion DVDs. An increasing amount is generated by devices talking to each other through the Internet of Things (IoT), with the data stored in the cloud.In a panel conversation I led with participants from Oracle, Sabre and German BI company Snapshot, we discussed the implications of this transformation. This includes cloud-based platforms, increasingly efficient ways to access data, unparalleled insights into consumer behavior and more and more engaging ways to interact and connect with customers along the entire buyer's journey, and across all revenue streams.In a world where it is more efficient to order food from an app-based delivery company (Deliveroo, Foodpanda, BiteSquad and others) than from hotel room service and fully automated restaurants, hoteliers of the future will need to be mindful that disruption is increasingly coming from tech-minded entrepreneurs outside the traditional hotel space. It is no question that the rise of the machine will alter our lives, in many cases making it better than ever before. However, in order to stay relevant, the hotel industry needs to start reinventing itself, become data savvy, embrace technology and be ready for the age of the machines.
Article by Klaus Kohlmayr

Three Ways Hoteliers Are Kicking Silos of Technology for Good (Finally)

IDeaS 29 October 2018
Oh, you've heard it? Me too. For years, actually. So why are we still here? And more importantly, what are we doing to change? Because it feels like we're stuck in the same old rut.A few hoteliers seem to have figured it out. They've realized that an integrated distribution strategy, along with its intertwined relationship to sales, loyalty and revenue management programs, represents the way forward.These front-runners are breaking down silos and embracing modern technology stacks so they can be in front of potential guests at the moment of decision--with the right room, the right price or the perfect engagement strategy.It may sound like lip service to talk about how technology is reshaping our space. But a few brave hoteliers are not just talking the talk.In fact, I've discovered three very real (and achievable) ways these brands have successfully broken down internal silos to maximize their data insights, enhance the guest experience and improve business performance.Give consumers the information they want, in the shape, place and format they want itInternet-savvy guests follow the path of least resistance to research, plan and book travel. Often, they use web search tools, social media channels and OTA websites to compare and help in decision making.The challenge for hotels is making hotel information and pricing easy to find, highly personal and relevant for guests. In an ideal world, this information is even customized based on existing or newly collected data you have for each individual guest.In a fractured booking environment, the successful hotels create unique customer booking paths on every channel. They build customer journeys that are easy to follow and provide all the information a guest needs to easily and quickly book.Especially in the independent and boutique world, where companies are not constrained by legacy technology, the application of highly personalized, experience-led booking capabilities are making significant inroads.Of course, this is easier said than done, and hotels must aggregate multiple data sources including consumer insight data, Google Analytics, customer research and more in order to be successful.Put another way, the more you understand about behavior, the more you can customize the journey for individual channels and customer segments.Engage throughout the experience by freeing data from disparate systemsAnother strategy I've noticed successful hotels using is guest engagement opportunities once a reservation has been made.It doesn't matter what channel the guest used to book; the next step in their journey should be a positive brand experience to reinforce their decision to trust your brand.Yes, the basic approach is usually a traditional upsell offer, but can't we do better?Brands focused on building greater loyalty don't ask their guest to immediately invest more--they give back in a way that is authentic.To serve up loyalty-building guest engagement opportunities, hotels need to understand what the guest (or segment of guest) wants and what the hotel can offer that will benefit both the guest experience and hotel performance.This means technology integration is critical. Disparate systems for reservations, catering, meetings and events, and spas all need to communicate with one another, from the point of booking all the way through a stay.For example, Jenny books a multi-day weekday stay at a resort property suite for two adults and two children.You can see that the spa and kids' club are not well booked those days. By offering Jenny two free day passes to the kids' club if she books a couples massage, you can incrementally improve overall revenue.The hotel gets a new spa booking and Jenny gets a brand-boosting guest experience which improves her perception of the hotel.For this to work (without becoming a time-consuming and manual headache), hotels must reduce their silos of technology.Visibility across departments and systems and automation of recommendations based on guest data can create this much-needed level of engagement--but only when hotels can access all the critical data.When in place, this creates a competitive advantage no OTA will be able to touch.Empower the digital generationEmbracing modern hotel management technology requires a change in mindset.The young talent coming into our business are digital natives--they grew up with iPhones, tablets, Siri and Google Assistant. Yet they're being asked to work with sales and booking systems that are often decades old.Forward-looking and smart hotel management teams have chosen to leapfrog over the most common middle step--trying to integrate and upgrade old systems to create a workable approach to data visibility and connectivity.Here's a tip: don't bother with that middle step.Overhauling systems can be painful, yes. But if you want to compete, now is the time to make your move. Not only do your employees expect to have fully integrated, easy-to-use and intuitive systems, your guests demand it.Without seamless booking, accurate and competitive pricing, and personalized guest experiences, millennials and Gen Z--who together, now make up more than 50 percent of the world's total population--will shift their loyalties to alternative lodging and rentals, most of which cater to these digital natives.The hoteliers that embrace this digital-first mindset are reaping the benefits. Just take a look at Hilton, who in 2017, achieved record-setting growth.This isn't just the technology platforms working; it's an entirely new way to think about Hilton's brand value to guests.Technologies to look at include an updated cloud-based CRM system, guest interaction tools such as chat and SMS, event/meeting space, sales and marketing platforms.The heart of the system should be a modern, automated revenue management solution that takes the guesswork out of pricing decisions and reduces the amount of work to manage your guest engagement and channel strategy.All these platforms should have an effortless integration that allows individual systems and managers to tap into a centralized repository for guest data.There's no magic technology stack or change-management strategy that will work for any given hotel brand.So, relying on the wisdom, successes and failures of those organization and technology experts who are paving the way is key.But don't wait--there's a path forward that leads to a better guest experience and improved business performance if you're brave enough to follow it.

Charlestowne Hotels to Implement New Interface from IDeaS G3 RMS and RoomKeyPMS

IDeaS 23 October 2018
IDeaS Revenue Solutions and RoomKeyPMS are pleased to announce their growing relationship with innovative hospitality company Charlestowne Hotels with the implementation of a new integration at the HarbourView Inn and French Quarter Inn in Charleston, South Carolina.RoomKeyPMS has been implemented in multiple Charlestowne properties since 2010 where they have benefitted from the deep set of features available with RoomKeyPMS and have been key partners in multiple growth initiatives of the product.After embarking on a thorough search for their ideal revenue technology provider, Charlestowne Hotels selected IDeaS. Previously operating without an automated revenue solution, the decision to partner with the proven industry leader was paramount to their selection process. With over 100 rooms combined, these two luxury properties will implement IDeaS G3 Revenue Management System (IDeaS G3 RMS) this year."As the market has become more competitive, we wanted to put the best system in the best properties to maintain their elite market status. After seeing the product, and working closely with IDeaS, we quickly knew they were the right fit for us," said Johnathan Capps, vice president of revenue with Charlestowne Hotels. "We looked for a system provider that could check all our boxes. We enjoyed the intuitive system and its ease of use, providing us the aptitude to trust the data to deliver the best revenue possibilities. IDeaS G3 RMS gives our revenue managers the time-saving ability to do their daily tasks all in one trusted system."The responsiveness of IDeaS G3 RMS in both analytically determining differential price points by room type and superior business mix optimization was another critical factor in the decision-making process."We are excited to welcome these dynamic luxury independent hotels into the IDeaS family," said Jane Stampe, managing director for IDeaS. "Though these properties have done exceptionally well without an automated system, we look forward to IDeaS' advanced analytics elevating their revenue opportunities to a new level of increased competitiveness and profits."IDeaS' integration with RoomKeyPMS provides Charlestowne a next-level ability to manage every aspect of their hotel -- from rate and inventory management to housekeeping schedules -- all seamlessly woven together with deep analytics."IDeaS is the ideal partner and product for Charlestowne and RoomKeyPMS as we continue to add enterprise-level solutions to our HTNG standardized PMS platform for independent properties and chains," said Tim Major, CEO for RoomKeyPMS. "IDeaS' technical integration team worked seamlessly with our product team to ensure a successful PMS integration."About Charlestowne HotelsFounded in 1980, Charlestowne Hotels is a leading full-service hospitality management company offering innovative expertise in hotel development, operational controls, marketing management, revenue optimization, and financial reporting. Now regarded as one of the top hotel management companies in the U.S., Charlestowne Hotels leads its properties to consistently achieve RevPAR growth nearly double the national average. The brand offers a robust portfolio of properties around the country, from independent inns and resorts to franchised hotels and condos. By employing a proficient management style that homes in on the guest experience, Charlestowne Hotels drives its properties to regularly receive industry accolades on Conde Nast Traveler's Gold List and Readers' Choice Awards, Travel + Leisure's World's Best Awards for "Top City Hotels in the Continental U.S." and "Top 100 Best Hotels in the World," and top standings on TripAdvisor. For more information please visit RoomKey PMS RSI International Systems Inc. is the developer of RoomKeyPMS, a web-based Property Management System (PMS) that incorporates a fully integrated Online Reservation Booking engine and seamless real-time connectivity to the major Global Distribution and Internet Distribution Systems. RSI markets its RoomKeyPMS and a number of other proprietary "hosted" software solutions to a wide variety of Hospitality Industry clients around the world. For more information, please see our website at IDeaS With more than 1.6 million rooms priced daily on its advanced systems, IDeaS Revenue Solutions leads the industry with the latest revenue management software and advisory services. Powered by SAS and with nearly three decades of experience, IDeaS proudly supports more than 10,000 clients in 124 countries and is relentless about providing hoteliers with insightful ways to manage the data behind hotel pricing.IDeaS empowers clients to build and maintain revenue management cultures -- from single entities to world-renowned estates -- by focusing on a simple promise: Driving Better Revenue.IDeaS has the knowledge, expertise and maturity to build upon proven revenue management principles with next-generation analytics for more user-friendly, insightful and profitable revenue opportunities -- not just for rooms, but across the entire hotel enterprise.For more information, visit

IDeaS Delivers Regional-First Revenue Management Solution to YMCA

IDeaS 17 October 2018
IDeaS Revenue Solutions, the leading provider of revenue management software and advisory services, announced today that the YMCA of Hong Kong had implemented IDeaS' flagship G3 Revenue Management System (IDeaS G3 RMS) to enhance rate performance and support revenue growth at their upmarket hotel property, The Salisbury.Owned and operated by YMCA of Hong Kong, The Salisbury is a modern hotel with 372 newly renovated rooms and suites. The property is located in the heart of bustling Tsimshatsui, the main shopping, dining and entertainment district in Hong Kong. Developed to offer a superior guest experience, over 50 percent of rooms offer full or partial views of Victoria Harbour and Hong Kong Island."The hospitality sector is becoming increasingly sophisticated, so it's important that we invest in technology that delivers a competitive advantage and business results. Maximising revenue remains one of our key strategies to drive growth. IDeaS has a reputation for software excellence and support. We chose to implement their G3 RMS to forecast demand further into the future with more accuracy, enabling us to be more strategic in our pricing," said Kenneth Yong, General Manager, The Salisbury - YMCA of Hong Kong.The deployment of IDeaS G3 RMS at The Salisbury marks the first occasion a YMCA property has utilised a fully automated revenue management system in the Asia-Pacific region."IDeaS is excited to work with the YMCA of Hong Kong--a first for the organisation in the Asia-Pacific region. Our G3 RMS will enable The Salisbury to leverage sophisticated forecasting analytics and reporting tools to analyse data, enabling the hotel to make strategic and impactful decisions across their business, driving improved results and yield," said Rachel Grier, Area Managing Director Asia Pacific for IDeaS.Powered by advanced SAS analytics and nearly 30 years of IDeaS' innovation in hospitality technology, IDeaS G3 RMS offers The Salisbury the industry's most comprehensive pricing decisions, interactive dashboards and reporting tools to help deliver maximum revenue and occupancy impact."In Hong Kong, there is an estimated 29 new hotels with an additional 5,657 rooms opening in 2018. Presented with these increased levels of competition, our executive team felt there was a need to improve our approach to pricing and revenue management overall. After meeting with numerous vendors, and based on industry references, we felt that IDeaS G3 RMS was the right product for us due to its history, sophistication and IDeaS' standing in the industry," said Mr. Yong.

IDeaS Launches Discover - A Next-Gen User Learning Experience

IDeaS 12 October 2018
IDeaS Revenue Solutions, the leading provider of revenue management software and advisory services has launched Discover, a new, state-of-the-art user learning experience. Discover streamlines the system-training process by providing access to learning paths on a self-paced, as-needed basis.Amidst competitive job markets and the need to retain top talent, revenue managing companies have increasingly searched for ways to deliver a blended learning approach that enables training for different generations, job roles and levels of expertise. Based on client feedback, IDeaS invested significant resources in its enablement and engagement team to reinvent the learning process for IDeaS systems.The team's innovations have led to Discover, a superior training experience tailored for all users. Discover is embedded within IDeaS' software, eliminating the need for an external access portal. This change will allow users to gain hands-on experience directly in their system in a clean and intuitive interface."Our clients spoke. We listened. Now we are thrilled to launch Discover, a world-class learning experience," said Sarah Green Toews, director of enablement and engagement for IDeaS. "Gone are the days of hefty manuals and time-consuming coursework. Discover is designed to quickly educate and inform our users while they work. It's there for them at all times to help guide and nurture their proficiency in the most effective and efficient ways possible."IDeaS recognizes that ongoing training and support are key elements for the successful implementation and continued use of its revenue management systems. Discover will help instill greater user confidence in IDeaS' solutions, and because it's an included feature in IDeaS' software products, each user can choose the learning path that best suits their needs."The way people learn has evolved, and we now have a deeper understanding of how the human mind acquires and retains new information," continued Green Toews. "Moment-of-need learning has become increasingly relevant in the fast-paced, high turnover travel and hospitality sector in order to achieve an ongoing return on investment in people, processes and technology."Tweet this: Prepare to Discover - a new-and-improved, on-demand @IDeaS_RevOpt user learning experience.

Hoteliers to Gather for HOTECH 2020

IDeaS 3 October 2018
IDeaS Revenue Solutions, the leading provider of revenue management software and advisory services, will stage a pivotal hotel technology summit in conjunction with Hotel ICON. The sold-out event, called HOTECH 2020, will bring together over 200 hotel executives to discuss the outlook for the regional hotel sector and the role of technology in hotel operations.IDeaS and Hotel ICON, each recognised as thought leaders for hospitality innovation, will build on the success of previous events to present an ideal platform for industry networking, sharing tips and advice, gaining knowledge and skills and learning about the latest technologies and solutions.HOTECH 2020 will be held on October 11 at Hotel ICON in Hong Kong, covering topics such as consumer trends in the online travel market, operational technology advancements, disruptions in travel distribution, revenue management and artificial intelligence in the hotel sector. The sessions will include panel discussions featuring vertical leaders as well as keynote addresses by industry experts."Technology plays a critical role in helping hoteliers identify leading trends across demographics, online information sources, and booking behaviours, enabling hoteliers to be more proactive in making strategic, impactful decisions," said Rachel Grier, IDeaS' Asia Pacific area managing director. "To succeed in an increasingly competitive hotel sector, it is vital that hotel executives not only have working knowledge of common operational technology platforms, but also understand how advancements in artificial intelligence and machine learning will disrupt the industry in the future."Supported by premium sponsors like Oracle, Sabre, FASTBOOKING, and SHR, HOTECH 2020 is designed to highlight best practices in hotel sales and marketing, distribution, revenue management and in driving personalisation of the guest experience."Guests today are less interested in purchasing products or brands and are more motivated by experiences and engaging with the destination," said Richard Hatter, general manager of Hotel ICON & adjunct associate professor at the School of Hotel and Tourism Management Hotel ICON & The Hong Kong Polytechnic University. "To drive guest loyalty and satisfaction, personalisation of pricing and product is key. By attending the HOTECH 2020 event, hotel executives will learn how data-driven personalisation can enhance guest experiences and drive loyalty. For young hoteliers, this is the perfect platform to network, be inspired by industry leaders, and learn lessons to boost their hospitality and travel careers."Due to overwhelming demand, registration for HOTECH 2020 is closed. If you wish to be placed on a wait list, in lieu of cancellations, please email and to learn more about the future of Asia's hospitality industry.About IDeaSWith more than 1.6 million rooms priced daily on its advanced systems, IDeaS Revenue Solutions leads the industry with the latest revenue management software and advisory services. Powered by SAS and with nearly three decades of experience, IDeaS proudly supports more than 10,000 clients in 124 countries and is relentless about providing hoteliers with insightful ways to manage the data behind hotel pricing.IDeaS empowers clients to build and maintain revenue management cultures--from single entities to world-renowned estates--by focusing on a simple promise: Driving Better Revenue.IDeaS has the knowledge, expertise and maturity to build upon proven revenue management principles with next-generation analytics for more user-friendly, insightful and profitable revenue opportunities--not just for rooms, but across the entire hotel enterprise. For more information, visit Hotel ICONUnlike any other, Hotel ICON is an upscale Hong Kong hotel in the heart of Tsim Sha Tsui East. Standing as a testament to Hong Kong's creative energy and vibrant arts scene, Hotel ICON showcases work from the city's celebrated designers and the world's most acclaimed architects. Offering the ultimate in comfort and committed to service excellence, Hotel ICON's 262 stylish guestrooms comprise seductive extras, including complimentary wired and Wi-Fi internet connections, smartphone with unlimited mobile data and an ultra-slim 40" Ultra High Definition LED TV. Located on level nine, Hotel ICON's Angsana Spa is a tranquil oasis while the harbour-facing outdoor swimming pool and fitness centre allow guests to exercise while enjoying views of Hong Kong Island's spectacular skyline.With a maximum capacity of 580 persons, Hotel ICON's grand Silverbox ballroom is the ideal venue for a celebration or theatre-style conference. Hotel ICON houses three restaurants: Above & Beyond, The Market and GREEN, providing guests with exceptional quality of food and impeccable service. Wallpaper* magazine included Hotel ICON in its 2011 list of the world's Best Business Hotels and DestinAsian included the hotel in its Luxe List 2011. The premier hotel has also won in two categories, including the Top 25 Hotels in Asia in the 2017 TripAdvisor Traveler's Choice Awards.For more information on Hotel ICON, please visit Join us by following our official social media accounts at @hoteliconhk and share your memorable moments with us by using the hashtag #hoteliconhk
Article by Ian Chinn

Basic, Better, Best: Low Season Revenue Strategies

IDeaS 20 September 2018
The longer-term ramifications of rate reductions to boost business in times of lower demand are far reaching. Not only does this impact brand perception but it also impacts product value perceptions and future pricing scopes when the market is in recovery. The overuse of incentives to attract guests can reduce the revenue coming into a venue and turn away higher-paying customers who are attracted to a hotel for its reputation or prestige.Given the seasonal operating environment many properties face, how should a hotel's revenue, sales and marketing teams work together to maximise revenue through any low season? Below we identify three possible approaches; a basic, better and best practice way to approach periods of lower demand.The basic approach: At a basic level, preparing for a hotel's low season would involve analysing booking patterns over previous years for the same period to identify trends and incorporating them to the property's demand forecast for the upcoming low season. Once any patterns amongst booking segments have been identified, incentivised hotel promotions would be designed and distributed to try and attract guests to the property. As mentioned previously though, this approach may impact overall value perceptions and is not ideal longer-term for hotels looking to capture higher-quality revenue.The better approach: A better way to maximise revenue through a hotel's low season is to move beyond applying blanket discounts, or incentives, to attract bookings. Rather, hotels should identify specific market segments that are falling behind forecast and design market segment specific promotions to address any short-fall. Monitoring and adjusting the promotion channel, spend and incentive are also critical to the success of any low season offer, and hotels should look to adjust any underperforming campaigns accordingly.When faced with softer booking periods, hotels need to be smarter about how they price themselves and what incentives they are using, or giving away, to attract business. Overuse of general incentives to attract guests can reduce the revenue coming into a property in the long run.This isn't to say that incentive offers aren't important to attracting guests in periods of lower demand. They are, but they need to be tailored and mindful of each booking segment's motivations. Hoteliers should be asking themselves questions like: "Why should I provide an upgrade to the executive or concierge floor, is this customer less price sensitive and will book the premium room type no matter what because they are travelling on business?"The best practice approach:The best way for a hotel to address low season weaker demand is to ensure they have a good understanding of their historical performance both same time last year and more recently. Once they have that they can easily compare and validate their current demand forecast against those benchmarks to better understand the exact position they are in and what they need to produce to achieve their business goals. Revenue managers should also align with a hotel's marketing department to develop and adjust promotions in relation to the available channel, resources and marketing budget. If you truly want to steal the limited demand available in the market; a marketing plan to put the offer in front of the guest is just as important as the curated offer itself.When it comes to incentives, specificity is key. What motivates one group of potential guests to book can be completely different to the next. Hotels need to design specific promotions for each channel or geographical region, taking booking lead time into account. For example, a hotel might consider enacting a GDS promotion to attract corporate individual travellers, or a digital marketing campaign to attract direct booking to the brand website and the components of those offers should vary based on the audience's needs. For any low season promotion a hotel runs, revenue targets should be established and benchmarked against. Hotels should continue to monitor booking pace and occupancy forecast, adjusting the promotion and marketing allocations while they are still in play to ensure maximum success.When any low season promotions have run their course, hotels must conduct an intensive evaluation process of each campaign to assess the ROI of marketing spend. A record of all promotion schemes and production should also be kept to assist with next year's low period activities.Periods of low demand also present hoteliers with the opportunity to fence cautiously. By creating new products that increase business during low seasons, hotels can drive demand from a new sector. The advantage of offering a range of fenced products is that market segments that find these offerings meaningful will begin gravitating toward purchasing new products. This produces previously untapped business - and the possibility of further untapped business. Fencing successfully will enhance revenues and capture existing demand based on the occupancy levels and business patterns.Outside of activities aimed at attracting bookings, in times of lower demand, hotels should also focus their attention on ways to better manage their costs. When applied to its fullest potential, revenue management technology can also positively impact efficiency and improve operational performance across an entire property, even in quieter operating periods. Advanced forecasting models or systems provide powerful insights into business demand, which assists with project planning and staffing. For example, if a hotel can accurately anticipate lower levels of guest occupancy, it can ensure that the property is not overstaffed and carrying unnecessary wage costs in this lower revenue phase. This same principle can be translated throughout the hotel's entire operation for better overall maintenance, staffing and inventory levels. The optimised wage costs translate into financial savings and directly benefits the hotel's bottom line.If a sustained period of low demand impacts a specific geographic market, hotels can face not only issues from discounting rival properties desperate for guests; but also pressure from contracted distribution partners (such as wholesalers) after better deals on their contracts. For example, a wholesaler might ask for more access to a hotel's inventory, push for increased value adds, decrease materialisation commitments or allotment release periods. Under such a scenario, hotels should consider awarding additional incentives by room type rather than at the hotel level. It is not just the price on the contract, but the terms of the contract, that are also important. Hotels should ensure that their distributor contracts allow for re-evaluation of the price and contract terms at regular intervals throughout the contract term based on usage, as well as materialisation.Incentivise smarter, attract better business Hotels approaching a low season, or experiencing softer booking conditions, need to be smarter about how they price themselves, what incentives they are using, and what they are giving away to attract business. Overuse of incentives to attract guests can actually reduce the revenue coming into a particular venue and attract poorly rated business to a property. It is those hotels that monitor previous years' booking patterns, build accurate demand forecasts and develop specific campaigns for specific audiences that are best positioned to succeed in a time of low demand.

IDeaS Revenue Solutions and Guestline Expand Strategic Partnership

IDeaS 12 September 2018
LONDON - September 12, 2018 - IDeaS Revenue Solutions, the leading provider of revenue management software and advisory services,has expanded its partnership with Guestlineto include IDeaS G3 Revenue Management System (IDeaS G3 RMS), allowing hotels the ability to analytically optimise room pricing by utilising transaction-level data.Building on a relationship lasting over a decade, this enhanced integration gives hotels access to the most granular level of data to support automated forecasting, pricing and inventory controls only achieved with IDeaS G3 RMS, the most widely adopted revenue management technology in the hospitality industry."In today's increasingly competitive marketplace, it's essential hoteliers adopt a more analytical and robust approach to revenue management," said Fabian Specht, EMEA managing director for IDeaS. "This expansion with Guestline will allow users to transition to a more dynamic pricing model, where prices and availability for individual room types are set based on scientific analysis of data--not guess work."The integration with Guestline will allow revenue managers to influence, forecast and price both group and transient business at a more optimal level."The integration will empower clients to automate many manual, time-consuming tasks, be more strategic and concentrate on maximising revenue by forecasting and selling specific rooms for the best possible price," said Andrew McGregor, CEO of Guestline.'We are delighted to have completed a full roll out of IDeaS G3 RMS across our portfolio of seven Point A Hotels, and the new integration with the Rezlynx PMS will take the Group's pricing and forecasting to a totally new level".Regis Morin, Director of revenue, Queensway Group.ENDSAbout IDeaSWith more than 1.6 million rooms priced daily on its advanced systems, IDeaS Revenue Solutions leads the industry with the latest revenue management software and advisory services. Powered by SAS and with nearly three decades of experience, IDeaS proudly supports over 10,000 clients in 124 countries and is relentless about providing hoteliers with insightful ways to manage the data behind hotel pricing.IDeaS empowers clients to build and maintain revenue management cultures--from single entities to world-renowned estates - by focusing on a simple promise: Driving Better Revenue.IDeaS has the knowledge, expertise and maturity to build upon proven revenue management principles with next-generation analytics for more user-friendly, insightful and profitable revenue opportunities--not just for rooms, but across the entire hotel enterprise.For more information, visit GuestlineGuestline's unique, cloud-based suite of solutions for the hospitality industry increases revenue, streamlines operations and lowers costs.Guestline provides end-to-end property management, channel distribution and digital marketing solutions to a range of hotel groups, independent hotels, serviced apartments, management companies and pub companies. Fully integrated and cloud based, the solutions are easy to install and quick to deploy with low cost of ownership.With offices in Europe and Asia, Guestline's systems are used in 25 countries across five continents and enable properties of all sizes to achieve maximum occupancy at the most profitable rate. For more information, visit
Article by Paul Van Meerendonk

Firing Up the Revenue Productivity Engine

IDeaS 11 September 2018
With so many solutions available today promising to attract more guests, enticing them with your most profitable products to ensure their return, where does one begin? You could start with little tweaks at the edges of your current technology and processes and gradually work toward the core opportunities. Or you could set the bullseye right in the heart of the lifeblood of your organization: your revenues. If you follow the money, you'll find it comes from your guests--your livelihood. Being able to craft the right product assortment at the most compelling prices that keep them coming back will mean continuous revenues, even in tough times. I have touted the benefits of a guest-centric revenue strategy for a long time now, and this is amplified by the need for a revenue productivity engine that delivers results.The concept of a revenue productivity engine begins with a theme lifted from W. Timothy Gallwey's best-selling book, The Inner Game of Tennis. Tennis is not only a game of endurance and skill, but also very much a game of psychology. The same can be said about creating your revenue productivity engine. It's imperative to understand your revenue psychology--making sure your revenue performance will equal your revenue potential, minus any interferences--before setting out on the journey. Operating in the here-and-now ensures you crystalize your goals throughout the organization. Using an analytics framework is the sure-fire way to instill a culture that operates on data proven by science and reduces overthinking which allows inconsistent judgment to cloud the vision.A revenue productivity engine lets you shorten the distance between intuition and action and gets you to richer rewards faster, more economically, and with better buy-in and employee engagement along the way. Think of the revenue productivity engine as a navigation system on your J.O.U.R.N.E.Y. Let's deconstruct this analogy.JUSTIFY - What is happening in your organization that is making change apparent? Perhaps it is from changes in market conditions, such as a rise or downturn in the economy, increased competition--including the pressures of alternative lodging choices or pressure to modernize to align with guest preferences and hospitality trends. Or, it's become obvious that internal processes are inefficient, outdated, laborious and causing you to lose talent. Maybe your technology is just covering the basics, only handling bookings and distribution, when you know you could be deriving more value from your data.OPPORTUNITIES - Take a look outside of yourself and your organization. With fresh eyes, look for new segments that could be served or identify corporate change efforts that could align business units to work in greater harmony. Decide to make a positive change in your revenue strategy, ensuring you use modern technology to solve your business challenges. Create a realistic roadmap outlining your objectives and corresponding deliverables. Once your teams are on the same strategic path, you will have the commitment and resources you need to have a strong start to your journey.UNDERSTAND - There are many roads you can take to reach your goals. Become familiar with the available choices and seek the technologies that align with your business objectives. Make analytics your best friend. Don't rely on hype or what could be. Rely instead on proven performance, using data in a validated and measurable way. Know that not all revenue management systems are created equally. A sophisticated solution will give you the foundation from which you can measure your pace along the journey, drawing from the vast analytical outcomes generated from your own data reserves and the market around you. With so many infinite data points to analyze and optimize, your technology should use this valuable information to understand the nuances of unconstrained demand, price and elasticity of demand and revenue--areas that cannot be effectively analyzed when you only skim the surface of available data--and help make more informed revenue strategy decisions.RETAIN - Determine ways to motivate and challenge staff during the long-term initiatives that inevitably must be faced on the journey. Unless they are informed with the big vision of the journey, most employees may tend to do the same thing over and over, resisting change. As a leader, it is important to empower staff with technology-driven systems that can further their own development and help them to become better contributors. The more you involve your employees in your vision, the more they can be a part of the change, which in turn aligns their goals with that of the organization. These efforts will improve your return on your modern technology investment, while embedding the best practices and standards for full effectiveness and buy-in.NIMBLE - Being nimble is all about being able to adjust to change. And being able to do it quickly. From a revenue management perspective, this is all about making sure you keep processes and standards as focused and adaptable as possible. Remember that revenue manager who was a wiz at Excel and built a whole series of fantastic reports and insights using macros, VBA, pivot tables and other fancy features? Remember when they left and nobody knew how things worked and the entire house of cards they built came crashing down? This is the opposite of being nimble and something you want to avoid at all costs. When addressing your technology challenges, it is important that your approach is nimble and that the technology you implement is able to adapt to changing dynamics of the market. In technology development, agile is a term used to describe the way that advancement and changes are made on the fly. An organization can only be truly nimble if they are agile.EXPERIENCE - Your path to success in implementing and adapting to technology will, on the one hand, rely on the experience of people and processes you have in place and, on the other, the experience of the providers of technology. Experience can in both cases be both a blessing and a curse. It is important to be able to take a step back and look at your strategy objectively, and more importantly apply analytics to your decision-making. This goes beyond only understanding the options as outlined above, it is all about leveraging experience and combining this with hard facts in order to reach the optimal conclusion. Strategically, this means making technology decisions that are supported by sound decision-making, understanding the implications of choosing one path over another. Growing this experience over time will ensure continuing success of your strategy.YIELD - I am not talking about the term coined by Robert Crandall, former chairman and CEO of American Airlines, although it does seem rather fitting. This is all about using good metrics to accelerate progress toward your goal, ensuring momentum as the project moves forward. Regular reviews of how your innovative solutions perform are critical to measure success and identify areas that need refinement. Essentially, what is the "yield" from the choices that you make? There are many black-and-white indicators, such as movement in revenue per available room and average daily rate that should be reviewed. Were there market conditions that attributed to that success, or is your new technology producing those results? It's easier to measure an analytics-based solution because the results can be scientifically quantified. When measuring success generated by manual activity, it can be difficult to determine the origin of the success since it may rely on the skill level of the individual. If that revenue manager were replaced, would the next person be able to provide the same outcome? Additionally, ensure you review the many shades of gray--indirect benefits--that tie to employee performance. While efficiency, improved morale and better alignment across departments are all hard to measure, it can be taken as a positive sign when employees are given time back to work on more strategic endeavors, especially when collaborating across teams and breaking down silos that previously existed.The revenue productivity engine that will result from your J.O.U.R.N.E.Y will be unique to your situation and your strategy. Ultimately, it is not just a game of tennis--it is about winning the grand slam and creating a sustainable and guest-centric revenue strategy that will lead to game, set and match over your competition.
Article by Paul Van Meerendonk

The Power of Personalization: Customer-Choice Pricing

IDeaS 10 September 2018
A Win-Win StrategyPersonalizing the guest experience is all the rage right now, and hotels are eager to capitalize on opportunities to monetize. Loyalty programs are no longer just marketing initiatives but also revenue management strategies to control top- and bottom-line performance. As travelers demand more tailored accommodation experiences-blame the millennials, of course-a "customer-choice pricing" model may be the best way to deliver the ideal product to the ideal guest at the ideal price.To understand how this works, let's shift industries a moment. Consumers are already used to customer-choice pricing from purchase scenarios like the car-buying process. Auto dealers enable shoppers to define their own value standards. Most vehicles include the basics: an engine, some seats, four tires, etc., and there's the obvious cost difference between luxury and economy. But beyond that, at a more granular level, the price can still vary quite a bit. Some may seek nice-to-haves like heated seats or built-in navigation. Others may not care for those frills but still want some automation like cruise control and anti-lock brakes. The minor differences from one customer to another become important factors in determining price.It's not much of a stretch to see how this same value-decision framework could apply to hotel-room booking. A bed and bathroom is to be expected in most cases, and rooms with balconies or kitchenettes already come at a premium. But the sky is the limit in terms of other monetizable amenities and services. Some people may be willing to pay a higher rate for the assurance of a quieter room, away from the elevators and other busy areas. Leisure seekers may enjoy a comfortable lounge and TV space, whereas business travelers are fine with just a desk. Families with kids will see more value in a sofa-sleeper. A back-pain sufferer might be grateful for a pillow-top upgrade.The car salesperson has the advantage of being on the showroom floor as the potential buyer peruses models. They can assess the shopper's likes and dislikes during a test drive and start to narrow in on the right price as they sit across the desk from their prospect. The promise of certain features can even be used as negotiation tactics. Ultimately, it comes down to how much they can squeeze out of the customer to make the most profit.Hotel salespeople don't usually have this same level of face-to-face interaction with their potential guests, but through sophisticated data analytics and a more detail-oriented online booking experience, this next level of dynamic, bespoke pricing could become a tangible reality. Hotel guests will appreciate the choice to avoid paying for things they don't need while gaining more options that truly matter to them. In the process of providing greater personalization, hotels can introduce new opportunities to create more revenue. It's a win-win strategy.Boost Your BrandThe personalized-pricing business model can also function as a major brand differentiator, allowing hotels to stand out in an overcrowded market. With little to distinguish one hotel's service values and rewards program from another, brand loyalty has fallen by the wayside. Most shoppers are simply searching for the lowest price, and hotel brands have become commoditized. OTAs are partially to blame, but hotels themselves are just as culpable. Finding the optimal price point for a room has been boiled down to a science, but in the process, hoteliers have lost sight of what really matters to their guests.In the current model, rooms are priced as units, and rates are determined by demand and availability. OTAs then display these rooms in a side-by-side, competitive marketplace format where little information is provided about any of the distinguishing qualities each unique room may have to offer. For instance, if you're shopping for a king room at a five-star hotel in downtown Chicago and you come across three listings, you'll most likely opt for the lowest-priced option-or maybe the one that allows free cancellation. What the booking channel can't tell you is that there's an available room with stunning views of Millennium Park and Lake Michigan that would really make your Chicago vacation an unforgettable experience. If only you knew.There's a major opportunity here to capitalize on a growing travel trend. Airbnb has already made this a key element for their brand. It's time for hotels to follow suit. Today's hotel guests may be fixated on price, but deep down, they want more than just a place to sleep, and whatever it is they desire, they want the highest quality version of it they can afford. Cost will always matter, of course, but hotels can start to reposition price as just one factor of the overall decision. In a customer-choice pricing model, each shopper would be given more options in the online booking environment. They can select the individual components of a room they want and leave off the ones they don't, either spending extra or getting a cheaper rate in the process.Put Your Trust in TechnologyPersonalized pricing's ascent into a widespread industry practice will depend on the availability of new and advanced technologies. Human decision-making and revenue-management processes will still apply, but offering customer-choice pricing to guests is not a job for just one person or even a team of people. There's just far too much data to consider. As we've seen with the rise of dynamic pricing, automated forecasting and rate-setting software has been crucial for hotels to successfully drive up their revenue strategies. Now, as we near the third decade of the 21st century-can you believe it?-progress in machine learning is poised to unlock tremendous opportunities with significant business applications.The crux of customer-choice pricing is its capability to achieve real-time functionality. Online shoppers want a quick and painless experience. They want to be convinced to click "Book" as fast as possible so they can get on with planning the rest of their trip. Mobile apps and voice technology help expedite the user experience, but the ultimate driver will be artificial intelligence equipped with the power to offer immediate, catered pricing at an individual consumer level of specificity.Technology already exists to analytically predict consumer wants and needs and provide personalized products and services. The next giant leap will involve some intricate finetuning to deliver this level of sophisticated machine learning into a usable format for hotels. With technological breakthroughs and game-changing innovations happening at an exponential rate, customer-choice pricing is set to be the next generation of dynamic pricing for hotels, and probably a lot sooner than you may think.Bring Power to the PeopleA new pricing practice could be just the industry shift needed to battle hotel-room commoditization. It would also give customers more freedom and control over their destiny, allowing them to define how they value the services and amenities available to them. By implementing customer-choice pricing, hotels can separate and categorize all their products and services into components of value. Features that are currently invisible during booking could now be brought to the surface as part of the decision-making process. This will help drive differentiation and minimize direct price comparison with competitor products being marketed as the same thing, despite their many differences.Providing consumers with this level of choice can reveal scenarios for bonus revenue as guests choose more attributes, and by being empowered to make those selections on their own, they will be more appreciative of the value they receive for the money they pay. For the customer-choice pricing model to work successfully, hotels will need to determine the most distinctive and appealing elements of their assets. This will help the hotel's products rise above their current competitive landscape and allow them to be presented on their own merits and personal relevance to individual prospective guests.Instead of customers scouring the Internet for the best possible price, hotels can bring their brand to the forefront by offering a tailored experience, using the right choices to arrive at the right price. Other consumer benefits include increased transparency into what they're getting and greater piece of mind that their stay will meet their expectations.Customer-choice pricing could be just what hotels need to repair the booking process, rebuild their reputation and renew guest loyalty. In the process, hotels can provide a better shopping experience and an overall better stay by offering a wider variety of options. There's power in choice, both for the buyer and the seller. Your potential guests will tell you how much they're willing to pay, and you in turn can monetize more of your assets. Here's to hoping that booking a hotel room could someday provide as much personalized self-selection as the car-buying process-thankfully, without the pushy salesperson and cheap coffee.Reprinted from the Hotel Business Review with permission from

Hotel Camiral chooses IDeaS G3 RMS to develop leisure segment and boost revenue

IDeaS 6 September 2018
Girona, Spain - September 6th, 2018 - IDeaS Revenue Solutions, the leading provider of revenue management software and advisory services, is pleased to announce that Hotel Camiral, a member of the Leading Hotels of the World (LHW), chose IDeaS G3 Revenue Management System (RMS) to help expand its business and optimise revenue performance.The five-star hotel, part of 300-hectare PGA Catalunya Resort which also hosts Lavida Hotel and offers 39 rental properties, is popular with golfers keen on testing Spain's top course. The recent completion of the state-of-the-art football training facilities has seen leading European football clubs join the hotel's guest list."The golfing side of our business is well established as we're known as one of Europe's leading venues," said Pedro Sierra, revenue and reservations manager at PGA Catalunya Resort. "However, we experience variances in demand over the summer and winter months, so our goal is to become a leading leisure and trip destination for the entire year while maximising revenues during our quiet periods."Along with expanding their guest offerings beyond golf, the luxurious hotelchose to implement IDeaS G3 RMS after conducting an extensive market review of local and international revenue management system providers.Powered by SAS, with nearly three decades of innovation in hospitality technology, IDeaS remains the global leader in revenue management and continues to provide solutions that equip clients with a clear view of their data, giving them greater control over their business performance."We are delighted to be involved in such an important time of Hotel Camiral's development," said Fabian Specht, EMEA managing director for IDeaS. "The decision to utilise IDeaS G3 RMS' advanced analytics will deliver a competitive advantage and allow them to grow their market share."

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