Technology

“Hotels need to view themselves as technology companies”, says D-EDGE’s Christine Tan

Huntley Mitchell

Huntley Mitchell

Travel Weekly recently went one-on-one with D-EDGE’s Asia-Pacific managing director, Christine Tan, to talk all about technology in the hotel industry.

TW: What’s the biggest challenge facing hoteliers (particularly those in Australia) right now when it comes to online distribution? How can it be overcome?

CT: The hospitality business today has transformed rapidly into a digitally-enabled industry.  It used to be that travellers relied on bricks-and-mortar travel agents who booked through the GDS for their business trips or family vacations.

Today, online distribution has become increasingly sophisticated, complex and competitive.  When we talk about online distribution technology, we look at how we can target the travellers who can’t do without their mobile, and we look at leveraging AI, chatbots and using data to present personalised offers to the right customer at the right time.

I feel that hotels are having a hard time keeping up or knowing what to do, and this is a global challenge, not just in Australia. In order to overcome this, hotels need to view themselves as technology companies and have long-term plans that focus on technology transformation, to adapt to their customers’ changing demands.

The other daily challenge that hotels tell me they are having headaches with is multi-sourcing from OTAs and the difficulty they face in controlling rate parity. Hotels need to monitor and control the net rates given to third parties and move to a dynamic, commissionable rate structure.

TW: What are some of the misconceptions hoteliers have about technology and its impact on the industry?

CT: I feel that many independent hoteliers tend to over-negotiate and under-invest in technology for their hotels. That is putting themselves at risk, by depending on distributors to do the work and paying high distribution costs. Hoteliers need to look at technology as a long-term investment instead of a short-term expense.

TW: In a general sense, how do you rate the relationship between hoteliers and OTAs? How can they work better together?

CT: Hoteliers already have a good relationship with OTAs – I would rate it a four out of five.  However, hoteliers need to become less dependent on them and restore the balance of their direct booking revenues, versus third-party providers. By doing so, they will have better engagement with their customers and data that will lead to better profits for the hotels.

TW: What’s your one piece of advice for Aussie hoteliers looking to grow their online distribution?

CT: Don’t put all your eggs in one basket. Invest in technology and look at ways to diversify your sources of revenue. The landscape is changing – watch this space for Google, and monitor and control your rate parity. Invest in a proper CRM in order to collect information about your guests, clean the data from automatic extract from the PMS, segment your clientele, and animate your client base with relevant and targeted marketing activity.

TW: What will the hotel distribution model look like 10 years from now?

CT: No one knows for sure. One thing that is for certain, however, is that technology in the hotel system will be the heart of distribution, and the providers chosen by the hotels will need to be agile and flexible to adapt to market changes.



SEE WHAT PEOPLE ARE SAYING

Leave a Reply

Destinations

Mauritius drops mandatory testing requirement

Another day another bloody beautiful destination becomes more accessible for rebound travel. We love to see it!

Share

CommentComments

Travel Agents

CTM completes acquisition of 1000 Mile Travel Group

Shout out to Corporate Travel Management, who have successfully doomed us to having Vanessa Carlton’s A Thousand Miles stuck in our head for the foreseeable future.

Share

CommentComments

Destinations

Vanuatu says Welkam back to Aussie visitors as first flight lands in Port Vila

Pack your suitcase because international travellers no longer have to quarantine upon entry to Vanuatu!

Share

CommentComments

Aviation

ATSB report sparks overhaul in Qantas’ safety instructions following passenger injuries

Australia’s transport safety authority raised concerns over the clarity of Qantas’ safety instructions after six passengers were injured evacuating a plane via an escape slide.

Share

CommentComments

Cruise

Aurora partners with education platform & expands into French-speaking markets

It’s berets and baguettes all ’round at the Aussie expedition company’s office today, while Travel Weekly makes do with a simple pairing of Jam Fancies and Aldi tea.

Share

CommentComments

Destinations

Tourism NZ celebrates first Matariki public holiday with music colab

New Zealand has scored a new public holiday for the Māori New Year, marking its first national holiday to recognise and celebrate mātauranga Māori.

Share

CommentComments

Destinations

This island is tipped to be the next coveted Italian destination

Are you done with Rome? Do you find Positano passé? You’re going to want to check out this little slice of Italian paradise… before everyone else does.

Share

CommentComments

Hotels

Marriott to implement minimum wage bump earlier than expected

Not only were the staff chuffed that they’ve gotten a pay bump, but receiving it earlier as well must have them over the moon.

Share

CommentComments

Hotels

REVIEW: Visit literal Paradise in the Maldives

by Chloe Noel De Kerbrech

Imagine an island with shimmering teal waters and perfectly white sand. Imagine an island you never want to leave. Actually, stop. You don’t have to imagine any of this because we found it.

Share

CommentComments

Cruise

Cairns welcomes Coral Princess’ maiden call

Crew members were also chuffed to be there, so much so that they learned the Cairns-Can, which is like the French can-can but with much more Four X Gold involved.

Share

CommentComments

Travel Agents

TravelManagers market supplier day goes ahead after two years of delays

Agents and suppliers spent a whirlwind day catching up at a special market event, though that’s not to say they bonded over fresh produce, at least, that we know of.

Share

CommentComments

Aviation

Bonza begins search for customer facing ‘legends’

Do you love giving safety briefings to a metal box full of people who are clearly not listening? Boy have we got news for you.

Share

CommentComments