Are Hotels Finally Ready to Embrace Attribute-Based Selling?

Jos Schaap | August 18, 2020

By Jos Schaap Hotels have gone through many changes over the years. However, one thing that has barely changed is the industry's attitude towards room distribution. The way in which hotel rooms are sold today, and have been for the past 20 years, has remained relatively the same. With the current model the guest journey is essentially made of a few specific moments. The consumer begins by choosing a hotel and stay date and receives a list of rates. These rates correspond to combinations of room types and rate plans and each combination has a price. Similarly, both the room type and rate have their own attributes attached such as max gue...