Winning Strategies to Bring in New Customers

July 31, 2017

by Elisa Chan and Meng-Mei (Maggie) Chen How should hotels be reaching out to potential customers? When it comes to distribution channels, the discussion should never just be limited to the hotel's relationship with online travel agencies or OTAs. In our view, hotels should deploy strategies with the right mix of information to allow potential customers to make informed choices. In addition, hoteliers should leverage services offered by indirect channels to win over business from their competitors. For many hotels, managing distribution channels is currently more of an administrative task than a strategic necessity. Most hotels add dist...