Demystifying the Digital Marketplace: Managing the Cost of Sales

August 17, 2017

By Maureen O'Hanlon HSMAI's Sales Advisory Board recently discussed Demystifying the Digital Marketplace, (available at no cost to HSMAI members, code "HSMAI2016"), and were joined in their discussion by Cindy Estis Green, co-author of the report and co-founder of Kalibri Labs. Part 1 of "DDM" is at a micro level, and describes the key players and current models. Part 2 focuses on hotel performance. Part 3, coming soon, will focus on what actions hoteliers can take to better manage their acquisition costs and reduce the cost of sales. Why should sales people care? How do changing distribution trends impact direct sales? Simply...