Based on feedback from your peers, here are the 10 most popular new year's resolutions from hotel marketers around the globe.
Repeat after us: this is the year I will…
1. Stop Blaming OTAs and Rate Parity for All My Problems
It’s easy to make third parties and their stringent contract restrictions out to be the arch enemy of the hotel industry. After all, they whittle down the margins of each booking with their high commissions, hold onto their customer data and commoditize the hotel experience. Why shouldn’t we point fingers at them? Because there’s more to filling vacant rooms than just relying on OTAs.
What are YOU doing to drive direct bookings? Are you presenting a unique story in the market, creating unique experiences for guests or investing in building a direct booking audience? There are so many points in the travel journey where your hotel can regain control. Focus on what you can do, rather than merely pointing fingers.
2. Refine My Property’s Unique Story
Your guests have nearly endless options when looking for accommodations. From competing hotels, to Airbnb, to staying with nearby relatives. The only way to stand out is to spotlight what’s truly unique about your property and doggedly sharing that in every marketing touchpoint. Is it the locally sourced breakfast in the morning? Your storied past? Your funky décor? Build a personality around your unique selling point, add on complimentary experiences and celebrate the heck out of it.
3. Be Steadfast Regarding Budgets
We’ve seen it before. Management and ownership making sales goals higher and harder to achieve with an already dwindling budget. This is your year to put an end to it. Part of it is educating management on what can be reasonably achieved with your funding and staff. Then, raising the bar and showing them the ROI that’s possible given more resources. Don’t simply accept the amount they offer to you. Fight to align the revenue goals with your hotel marketing budget!
4. Commit to Flawless TripAdvisor Reviews
Guest reviews play a major part in every guest’s decision to purchase. In fact, reviews have more power to influence others than all of your best marketing tactics combined! So, work with your staff to aim for happy guests and glowing reviews. And, when someone does leave a negative comment or asks a question within a review, respond that same day. Don’t address them a month later with a canned response. Travelers know better.
5. Gently Advocate for Product Improvements
There’s nothing worse than being old, dusty and dated in a sea of shiny and new. Unfortunately, thousands of hotels are dealing with this situation right now. Don’t let this happen to your property. With new brands being built from the ground up, whose DNA was created to appeal directly to modern travelers (think: Canopy by Hilton, Virgin Hotels, 1 Hotels and Resorts), older properties can’t ignore their need for upgrades any longer if they want to stay in the game. No amount of marketing can mask a dated hotel product.
6. Talk to More Guests and Meeting Planners
Think you know what matters to your guests while staying hidden behind your office doors? The best way to know what’s lacking and what’s working at your property is to walk your property and talk to your customers face-to-face. Commit to doing this every day for at least 10 minutes.
7. Make Decisions Based on Data, Not on Instinct
The smartest hotel and resort marketers lean on hard numbers and figures, not intuition. Analytics and tracking can reveal insight into your bookings and your guests in a way that no gut feeling can. Can your intuition tell you your exact demographics, who your top three geographic markets are, which guests spend the most money, which sites give you the most leads, or how well your comp set is doing?
8. Stop Depending on My Flag/Brand Team
Your remote, flag/brand sales and marketing team handles dozens of other properties (many in your region). They don’t really know your property or your specific market segments. This year, take back ownership of your property’s success and augment the basic marketing assets your flag affiliation gives you. Invest in a hotel vanity site, create and publish timely packages and specials, and launch campaigns targeting key groups and local events.
9. Get Comfortable With Owner KPIs
There are many opinions on the key metrics for hotel S&M teams, and they can vary depending on your property's location and key segments. Here are the six we recommend monitoring:
- MCPB (marketing cost per booking)
- Revenue variance from target
- Sentiment score on TripAdvisor
- DRR (direct revenue ratio)
- RevPar Index vs compset
- Website conversion
10. Try to Have More Fun and Worry Less!
This isn’t the insurance industry we’re working in. We’re here to sell worthwhile experiences and make visitors happy. Plus, people will never lose their desire to explore and discover. You will have a part in that no matter what. And, that alone is enough to smile about. ;-)