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b.courtin

94 posts

H-ON Le Mag April: The role of intermediaries is being challenged in hotel distribution

💰 By 2030, direct digital bookings are projected to dominate the hotel industry with over $400 billion in gross bookings, surpassing online travel agencies (OTAs) at $333 billion. OTA commissions have increased from 15-20% to 30% or more, with hotels sometimes paying up to 40% due to volume discounts. This trend stresses the need for hotels to optimize their distribution channels, balancing cost, reach, and control over guest experiences.
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Hospitality-ON Le Mag : Joachim Benabdallah, Sales & Marketing Director, the SomnOO Group

🏨 Joachim Benabdallah oversees a team of 5 revenue managers managing 64 hotels in France and Germany, aligning revenue, sales, and marketing strategies. Revenue management tools (RMS) operate 7 days a week, using complex algorithms for precise demand forecasts. RMS is a "black box," evolving with AI but lacks weather data integration for leisure hotels. Hotel managers retain ultimate pricing decisions, though RMS suggests optimal prices. Integrating RMS with CRM remains challenging.
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Could HBX Group be a hotelier’s best friend in distribution? Not so sure!

💰 HBX Group, spanning Hotelbeds, Bedsonline, Roiback, and TravelStack, demonstrated robust financial performance in H1, ending March. Transactions surpassed €3.4 billion, a 12% rise with a 6% market growth. Sales reached €319 million, up 10%, driven by Europe, Africa-Middle East, and Asia-Pacific, yielding EBITDA near €160 million, up 14%. The group serves over 60,000 retailers in 170 markets, processing 6.2 billion searches daily. CEO Nicolas Huss emphasizes growth amid macroeconomic volatility.
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What is the short-term future for India’s Oyo Hotels?

💰 Ritesh Agarwal, holding 30% of Oyo Hotels' capital, faced a 3rd IPO block by SoftBank, a 40% stakeholder, possibly delayed until 2026. Valuation once near $12 billion in 2021, SoftBank aims for a profitable exit. Agarwal borrowed $2.2 billion, backed by SoftBank's Masayoshi Son, with repayments due by year's end. Oyo's Q1 sales rose 60% to $250 million, targeting a $100 million net profit by year-end, potentially doubling by 2026. SoftBank might extend the loan repayment deadline for Agarwal's patience.
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Hospitality-ON Le Mag Avril : Olivier Mouchet, founder of Mouchet Consulting Agency

📈 Olivier Mouchet, an INSEEC Paris graduate and digital hotel distribution specialist, founded Mouchet Consulting. He highlights that the hotel technology ecosystem, which may seem complex, grew progressively with market needs. Key elements include 40% offline bookings and 60% online, with decision-making aided by RMS tools predicting outcomes with over 90% accuracy. Choices between universal platforms and specialized tools are debated. Hoteliers must reflect on the balance between revenue and profitability when selecting technologies, amidst the transition to Cloud-based systems. 🏨
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Hospitality-ON Le Mag – The new challenges of hotel distribution

📦 Hospitality-ON's latest report reviews the state of hotel distribution, highlighting the challenge of balancing direct sales against OTA control and leveraging AI. While integrated platforms offer seamless journeys, best-of-breed models focus on specialized interoperability. With OTAs like Booking.com and Expedia dominating, hotels strive to increase direct bookings through digital marketing and personalization, navigating data privacy concerns. AI emerges as a crucial tool for personalization, challenging OTA pricing algorithms and offering new opportunities for direct visibility. The report emphasizes the importance of intelligent data use and technological flexibility for hotels to reduce third-party reliance and gain competitive advantages. Full insights are exclusive to H-ON subscribers.
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Marriott International acquires its 38th CitizenM brand for $355 million

🏨 Marriott International, the world's No. 1 hotel group, purchases the CitizenM brand for $355 million from APG, GIC, and founder Rattan Chadha's family. The deal includes the brand and intellectual property but not the 36 existing properties or management contracts. The hotels, located across the US, Europe, and Asia-Pacific, plus three new ones under construction, will enter long-term franchise agreements with Marriott, potentially bringing in franchise fees of $30 million annually. Additional payments up to $110 million are possible if sales exceed expectations after four years. CitizenM, founded in Amsterdam in 2008, has won two Hospitality Awards and focuses on efficient, connected, digitalized, and designed hotels in city-centers and airports, attracting business travelers and the youth.
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Trends in France March 2025: the gap between Paris and the rest of the country persists

📈 Visitor numbers in the hospitality industry increased in early March but plateaued in the last week. The capital, however, continued attracting international customers, notably Americans. Economic and social issues in France impacted budget and economy hotel sectors, dependent on domestic clientele and industrial/construction company activity. Occupancy rates dropped sharply in these segments. In contrast, alternative accommodations, like short-term rentals, saw double-digit growth. Parisian upscale hotels benefited from Fashion Week, boosting occupancy rates and average daily rates. All French regions, except Rennes, experienced declines in hospitality indicators, with the Île-de-France region suffering from marked declines in occupancy and average daily rates in the budget sector, leading to double-digit decreases in RevPAR (Revenue Per Available Room).
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