Hotelient seeking to disrupt the internet booking engine market

Hotelient seeking to disrupt the internet booking engine market

From €2000 per month in `booking engine fees to zero in less than five years while increasing direct bookings.

Yes, we know of one small 10 room boutique hotel in central London that was paying an average monthly fee of around €2000 per month to its booking engine provider. Today, Hotelient can service that need without charging commissions or a monthly subscription.

It used to be normal for software providers to charge a setup fee, a percentage of the booking and if they could get away with it, a maintenance fee.

With the advent of cloud computing, the cost of technology has plummeted, a bit like the London FTSE the day after Brexit. The only difference is that, unlike the FTSE index, the prices suppliers can charge hotels for technology will not recover.

The ongoing trend has been to lower the costs which are welcome news for all hoteliers.

Hoteliers have a desire to increase their direct online business. The first step is investing in a booking engine. There are some booking engines currently available on the market that, for a modest monthly fee can be integrated within your website. However, these tend to be limited in flexibility and often become outdated relatively quickly as technology advances. The costs can quickly rack up for a fully featured booking engine with a CRS and connectivity to all channels.

Furthermore, hotels are starting to realise that their online reputation is becoming an essential part of their marketing strategy. No longer is it enough just to rely exclusively on Tripadvisor as they are also targeting your guests to transact through their website, sell your rooms and charge you for the privilege of you sending them your prospect to see your reviews. That’s the best case scenario. Worse case, your prospect could end up booking with a competitor on Trip Advisor, thanks to you sending them there. A brilliant business model for Trip Advisor stockholders. Not so good for hotels.

Hotels should have a business process in place to follow up with guests and ask for feedback. They need an easy way to monitor and respond to reviews while making sure that positive sentiment is shared on the review sites that matter and social media. Ideally, this should be automated to avoid mistakes and to minimise costs. Set and forget reputation management and marketing.

The costs of guest acquisition have been steadily increasing while the cost of booking engines have been drifting down.

Hotelient is disrupting the booking engine market by offering hotels a booking engine that is commission and subscription free. The underlying booking engine technology is already in use with several hundred hotels ranging from 5-star city centre hotels to independent resorts. A number of hotel groups also rely on the technology.

Hotelient advocates that hotels should be investing in the attraction of guests to their web site rather than investing in technology which completes a transaction. Our new booking engine includes an industry-leading CRS that offers connectivity to OTA’s and GDS. The guest interface has been refined over several years to allow the guest to complete their transaction with the minimum of clicks on a desktop and mobile platforms. Hotelient works with its clients on guest acquisition strategies email marketing, reputation, targeted Facebook and Google ad-campaigns.

Hotelient founder John Kearney, said “Hotels by nature are slow to change technology. We still see some hotels on an outdated commission model paying thousands of euros per year. That all changes today. They can adopt our proven technology, without risk. We have created a strategy for hoteliers to optimise their direct bookings. Fundamentally the cost of booking engines has been coming down over the last few years to reach a point where offering this as free service is the next logical step. It is part of our strategy to increase our client base across Europe and the US. When you offer potential guests a seamless booking experience, with social proof at the point of booking, you maximise your direct booking potential. We also see an opportunity educating hotels on how they can drive relevant low-cost traffic to their branded website and receive direct commission/subscription free bookings.

Attend our webinar where you will discover how to obtain our “free for life booking engine technology,” and how to easily increase your average review rating in a week, without increasing your service levels.

If you would like to find out more, come and join our Webinar on the 26th July at 11 am clicking this link.

Is your hotel in need of a comprehensive marketing strategy to lower your hotel’s dependency on OTAs? Get in touch with us at


Independent European Hotels are sleepwalking into an era of increased OTA dependency

Independent European Hotels are sleepwalking into an era of increased OTA dependency

For over 15 years that I have been within this industry, Independent hotels here in Europe have been always dependent on agencies, initially offline which then became online.  From the days of GTA (Gulliver Travel Associates) who were all dominant in the early days to now where has to some extent replaced GTA as the agent where hotels have allowed them to take over their inventory.


We are though entering a new phase, where it has been clear for some time that & Expedia have been implementing two very different strategies to maintain growth and market share.  Expedia has been expanding by acquisition with its latest buys of Orbitz, Travelocity, and Home & Away while has been diversifying with its purchases of Buuteeq, due in part to the competition on the horizon from Google & Airbnb.  The recently announced deal that saw providing global inventory to Tripadvisor Instant Booking effectively makes them now an OTA.

Over the last few years, Tripadvisor has been worked extremely hard in cultivating a positive relationship with hoteliers while reviews, thanks to them, have become an ever more important part for hotel directors to focus on to ensure excellent guest comments get published.  Some hotels have even gone as far as directing their hard-won traffic from their website to their page on Tripadvisor (which also sells your competitors).  Behind Reception, there are now certificates and plaques of excellence from and Tripadvisor occupying pride of place.  However great these actions are, hoteliers are feeding and promoting the very agencies online that send them business with a 15-20% commission bill.


We have also seen that OTAs including Tripadvisor investing heavily in user experience, making it easier for you to book a hotel whether from a desktop or mobile device.  From confirmations sent straight to your phone to personalized marketing which provides you with useful suggestions based on your searches.  Due to their size and power, they have the resources and investment to take advantage of the amount of data available to ensure a great user experience.  Most hoteliers would be the first to use for their business travel as all their personal information is stored there.  Booking engines for the independent hotelier are also sometimes too focused on revenue management techniques rather than user experience.  Book your hotel on, then on your site, how does it match up?  There are some great products out there.  One of my personal favourites and internationally recognised as being one of the best is GuestCentric (  Its multi-award winning booking engine is focused on providing a unique user experience with data capture at its heart.

So why are hotels sleepwalking into increased OTA dependency?

The answer is simple – laziness.  With the changes within our industry I have mentioned, it is most likely that there will be an increase in competition within the OTA distribution space.  Tripadvisor becoming an OTA is a big game changer, especially as they are in the top 3 of most visited travel sites.  Google, being still the number one search tool and its total dominance on smartphones could become a valuable player.  These changes if left unsupervised, will allow them to eat into even more of your inventory, especially if you are openly promoting them from your own website.  Hotels can though be smart at collecting guest data via inexpensive methods such as Social Wifi.  Booking engines and websites can be improved to provide a better user experience and to interact with your guests using Whatsapp or Facebook Messenger can provide that special attention to detail.  All the above can be done cost effectively and implemented seamlessly, so you can focus on providing your guests a unique experience while starting the process of slowly decreasing your OTA dependency.

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Currently, in Europe, almost three quarters (74%) of independent hotel reservations comes from an OTA (Source: Phocuswright).  Now just imagine if we got that figure down just 10% by being smarter with how you connect to your guests and users on your website.  Marketing online is not just about PPC campaigns; it requires a more holistic approach which takes advantage of the very latest technology to improve your hotel in 3 ways 1)Data Collection 2)Online user experience and 3)Guest communication.

OTA´ s are a fundamental part of your online distribution, but they should not be your only focus.  Make 2016 the year your hotel started reversing the trend of increasing dependency on OTA´s and start building a solid platform to increase your direct online reservations.

Need help in planning the right online marketing strategy for 2016?  Talk to us, email



Investment in technology not a priority for Independent Hotels in 2016

Investment in technology not a priority for Independent Hotels in 2016

Last week was the premier tourism event in Spain, FITUR.  A good chance to take a check on what is the current sentiment with hotels towards the many changes taking place within our industry.  What was a worrying sign, at least for the majority of independent hotels at least, that are located in Europe is that they are totally unprepared and in some cases unaware of the importance of how they should be connecting with their future guests.


On the technological side, Spain has seen an incredible amount of new starts up offering a range of services to the hotel industry.  From apps to social wifi, the new kids on the block are there to help the independent hotel formulate a strategy of building a solid foundation, to increase not only their direct business but also a unique personalised guest experience.  Powerful and convincing talks by Andy Stalman (@AndyStalman) during FITUR explained how hotels can achieve this.  There were also open discussions by the major Spanish hotel brands discussing how they are using technology to connect with their guests and providing unique experiences.  The technological advances and the embrace by major chains to adapt to this reality have clear benefits for an industry that has only in the past couple years, actually started to invest in a form of communication that guests have been using in the day to day lives for a while now.


The above advances through contrast with a view of the majority of hotel directors of independent hotels that feel the cards are stacked against them.  That is all too powerful and that Tripadvisor is going to become their new revenue source.  In a nutshell, there is a overall sense of resignation that the 2 or now three main OTA´s if you include Tripadvisor holds all the cards.  As always, there are exceptions.  Some hoteliers realise they have to connect with Google to gain increased visibility online,  that Social Wifi can be a cheap and cost effective way of building a stable market database or Concierge Apps increase overall revenue as well as build guest loyalty, however, they are in the clear minority.


Hoteliers, just like in the years when GTA (Gulliver Travel Associates) was the of today, times change.  Hotels who are dependent on will become just as dependent on quite possibly Google or Airbnb in the future.  What stays constant though is their has never been a better time for a hotelier to invest in technology that offers the best chance to increase a dwindling revenue stream for many – direct bookings.

As we enter a post rate parity era and the continued evolution of our industry, hotels can start taking the first steps to improving their direct bookings.  Here are few pointers to help you on your way.

  • Some Booking engines are perfect for revenue managers but a minefield for clients.  Compare yours with and see how it stacks up
  • Social WIFI – By getting you guests to connect to your FREE WIFI through their social media accounts should be a no brainer for hotels.  Not only do they get more followers, but you also get their email address, that can be added to your marketing database.
  • APPs- Concierge Apps should be a must by providing your guests information about your hotel including offers, events and much more.  According to recent surveys, 85% of smartphone users prefer apps to mobile websites.  They also reduce your printing cost on flyers and new guest directories
  • Reputation online is essential to increase your visibility on Google & Tripadvisor and drive business back to you directly

For a more in-depth guide, read this recent article


Independent hoteliers need to react to these changes soon or yet again, we will be allowing major Agencies and companies determine our future.  For example, Tripadvisor is your frenemy,  they provide a page where they host your guest reviews and dish out awards too! However, they also sell your competitor on your review page and with the latest agreement with incentivise your guests to book via them too!  So stop sending your future bookers to TripAdvisor to see your guest reviews, let them read on your website and convert them into direct bookers whilst they are there.

For all the regular news that gets published on the latest advancements in new partnerships and advances in technology, it is clear that only the major chains have been listening.  The time is now that Independent hoteliers take note and start taking action before it becomes more and more difficult to increase profit margins as well as dealing with increased agency dependency.

Hotelient provides hotel & resorts with a strategy and vision based on experience and results achieved to increase your direct bookings.  Email us for more information.




How Facebook messenger can help increase guest satisfaction and RevPar performance

How Facebook messenger can help increase guest satisfaction and RevPar performance

Hotels have in general been slow at introducing new ways to connect and interact with their guests directly to their mobile, especially considering a vast majority of your clients are already using a smartphone daily!  Users spend more than one out of every five minutes on Facebook via their mobile.  Facebook also announced recently that more than 700 million monthly active users engage with Messenger. Think about how you communicate with your friends and family today.  From organising a night out to arranging a get together at Thanksgiving.  We have become so accustomed to Instant messaging being an important part of the way we communicate with others.


Over the past couple of years, we have started to see major companies like Tesco, Audi and more recently El Corte Ingles in Spain beginning to use Facebook messenger as a new tool to connect with their customers.  More recently, Hyatt was the first hotel chain to announce that they were testing a new guest service channel using Facebook´s new “Businesses on messenger”, available currently only in the US


Hotels & Resorts are also starting to be aware of a higher amount of guest interactions from a smartphone for complaints, questions or posting photos.  Clients want solutions in real time, from dealing with a complaint to booking a table in the restaurant,  or just finding out what they can explore within your local area.    Reservation confirmations, which are usually sent to emails are one-way forms of communication which don’t provide your guest an opportunity to personalise their stay further.  Facebook Messenger can also provide a better online booking experience by offering real time support for the user to navigate through the transactional parts of a booking and improving the overall user experience.   Interacting with your clients in real time is becoming a necessity for hotels, especially as it will help improve guest experience and satisfaction that leads to increased revenue performance.


So how can you implement this into your hotel operation?

  • Which department should be responsible for responding to guests?  Offering messaging in real time needs to be available 24/7, so reception would be the logical choice.  They must ensure that the are always online on messenger, so having the page open on one of the back office computers is ideal.
  • Ensure that all your marketing material throughout the hotel, as well as online via your web, booking engines as well as your descriptions on Tripadvisor, Booking, etc., include that you provide 24/7 real-time guest support on Facebook Messenger.
  • Interact with your guests, rather than reacting will allow you to anticipate your clients wants and needs, sometimes before they even tell you!
  • Connecting with your guests on a personal and emotional level will also enable your team to build relationships and trust that will allow your hotel to increase guests satisfaction and reservations booked directly overtime.

All of us are so accustomed to using instant messaging,  so it should be only natural that hotels & resorts are exploring new ways to interact with their guests and offer that personalised experience that every hotel wants to provide.

Hoteliers should also be aware that as Google starts to become an OTA; Google Now will also be in the not too distant future, an important part of your guest communication strategy.

Hotelient provide guest marketing solutions to Hotels across Europe If you like to find out about more ways to connect to your guests and increase your RevPar performance, email for further information.



How should the independent hotelier react to the latest changes in the online travel market?

How should the independent hotelier react to the latest changes in the online travel market?

It is a fascinating time to be part of an industry that is changing day by day.  Over the last few years,  it was about the explosion onto the scene of Airbnb, Hoteltonight and meta search ads by Tripadvisor and Google, to today where Expedia buys HomeAway and integrates with TripAdvisor’s new platform – Instant booking.  To add further confusion, over the last 12 months, some countries in Europe started to state illegal, the rate parity clause that has helped the likes of and Expedia to enjoy the strength they have today.

Exciting times ahead but when all the dust has settled, where does it leave the independent hotelier?  What is the right strategy to take over the next 12-18 months with the major brands?



According to this recent article by, they are the number one visited travel site by far in the US & UK.  Their recent evolution from just being a review site to OTA has been taking place over the last few years. Tripadvisor clearly has power in our industry and the take-up of their instant booking in the US has been brisk by hotels.  Connecting to made sense, as they will getting the inventory of hotels from the rest of the world overnight,  which so far have not had access to the instant booking product.  We will also see over the next few months the other major hotel chains joining, following in the footsteps of Marriott.  At a recent conference in Asia, Tripadvisor was already signalling that they will be pushing forward quickly to implement this agreement with English speaking countries the first to be connected.  So what should you be doing to take advantage of this?  We will have to see how processes reservations from Tripadvisor.  One would expect that there will be an increase in commission to compensate for the % they are paying Tripadvisor.  If that is the case and you start to see bookings come from this particular channel, then it would make sense to connect directly with Tripadvisor, as most likely, the cost of sale will be less. Also, remove the Tripadvisor widgets from your website, do not give them free traffic, which could lead to a potential loss of direct reservations.  There are other ways to promote your reviews whilst keeping your users on your brand website.



They have been recently working on their new offering that will likely be called “Book on Google.”  At the moment, this is only available in the US and again, hotels have been signing on steadily as well as the recent deal to connect with Sabre which provides them access to 20,000 properties.  Hotels in Europe can still connect manually or through solutions such as Siteminder for their Meta Ads “Google HPA” however, this has not proved very popular with hotels, like Tripconnect wasn´t for Tripadvisor, hence the change.  We should not underestimate Google.  Should they wish to turn on the taps, they can.  They are totally dominant on Mobile, 70% of Europeans use Android, most smartphone users use Google Maps and Google search is still frequently used in hotel searches.  You should be attentive to the industry news, Will Expedia integrate with Google, now that Priceline is with Tripadvisor?  Which chain will be the first to connect?  Once book on Google gains traction, as with instant booking by Tripadvisor, your hotel should get connected.



They have been testing their express booking product currently testing in the German market.  Trivago´s owners – Expedia, have been very insistent on not going down the same path as Tripadvisor & Google and will maintain the cost per click meta ad model.  The cost of sale usually using this method is less for a hotel, although as their main rivals found out, not exactly the most popular with independent hotels who have to compete with OTA´s and who have limited marketing budgets.  The upside for Hotels though is that the transaction is done on your brand website and with the European market entering the post rate parity era,  should present some interesting pricing opportunities for hotels who have the budget to invest in Meta ads.



With the majority of hotels according to numerous surveys enjoying over 70% dependency for all your online reservations from these two giants, this is not going to change overnight.  With Expedia´s recent acquisitions, they now own 75% share of the online travel market in the US.  What we are most likely to see over the next couple of years is the new players in the OTA space gaining traction which could force Expedia & Priceline to review the % of commission they offer your property.  Hotel revenue managers will also start to take the cost of sale into consideration when setting prices, especially in Europe where rate parity is no longer obligatory in some countries.


HotelTonight/Booking Now

The last minute booking market is becoming enormous and the competition is getting fiercer with Priceline recently launching the Booking Now app.  Proving to be very popular is Geolocation offers with some city hotels seeing big increases in last minute bookings and the commission rates are roughly in line with other OTA´s  These are great apps for travellers who need to organise at the last minute, so if you are based in a city centre, you should make sure that your hotel is visible.   These guests are also great targets in converting to direct bookers so if they have a great experience, the next time they travel to your city they’ll more likely book directly with you.



Still not quite on the hotel scene but a big hit with Millennials.  Airbnb is also starting to actively target business users. Some hotels in the US are already offering their rooms on this portal and with a 3% commission level, offers an interesting cost effective option for hoteliers.  The three big questions still to be answered though will be 1)Will Airbnb start to actively recruit hotels? 2)Will any major hotel chain sign on? 2)Will any OTA follow their strategy of charging both the client and the hotel commission? Early days but watch this space……

We are in an evolving market and it is important as an hotelier to understand these changes going on within our industry, but never lose site of the following:-  All the above companies provide your property with added visibility to drive guests to your hotel.  Your job is then to convert these guests that come through your door to book next time with you directly.  Incentivize them, take advantage of technology to capture data, make sure your web is intuitive and shows off your property with great photos and videos, and finally do not over complicate the booking process with an engine that is great for your revenue manager but your clients find long winded and slow. Read this recent article on how to improve your guest experience online.

For further information relating to this article,  email us at or visit

Why Max Starkov’s Google/TripAdvisor nightmare is a blessing in disguise for hoteliers willing to embrace a new paradigm

Why Max Starkov’s Google/TripAdvisor nightmare is a blessing in disguise for hoteliers willing to embrace a new paradigm

Remember this? Steve Ballmer suggested in this interview back in 2007 that no-one would pay 500$ for a phone or that business people will not buy one, as the iPhone did not have a keypad. We all know how that prediction turned out?

Well, Max Starkov who is a leading voice within our industry wrote a recent article. He shares why “Book on Google” and “Book on Tripadvisor” will be a nightmare for the hospitality industry and it reminded me of Steve Ballmer´s infamous interview.

Max´s basic argument is that “book on Google” and “book on TripAdvisor” is three-fold:
1) Will increase OTA dependency
2) Lose control in creating demand
3) Worsening ROI.

He also recommended that hotels continue with meta search marketing ads as well investing in online marketing techniques to aid direct sales.

Let’s take these 3 points in hand.

– OTA dependency – Poorly managed hotels have high OTA dependency; They have allowed the likes of and Expedia to dominate their inventory. In a recent survey we conducted with European hotels, nearly 70% said that 60% or more of their online reservations come from OTA´s. So there already is high OTA dependency currently and two new major players in the market will only provide added competition. Google and Trip Advisor entering the market could result in lower OTA commissions if the market works as it should.  It does not automatically follow that two more players will increase OTA dependency from where it is today. Where Max is totally correct though is the need for hotels to invest in ensuring a higher % of reservations come directly. There are plenty of new technologies that if implemented correctly and with buy-in from the staff, offer many ways of increasing direct online reservations.


– Lose Control in Creating demand – Using Metasearch to create demand is a good idea, but is just too costly and risky for many hotels. They just do not have the budgets to compete with the OTA´s. The independent hotel ROI model is different from an OTA’s ROI model. In meta search advertising, it is David versus Goliath, except this time Goliath wins ninety-nine times out of a hundred. If a hotel has, as Max suggests a robust marketing budget and meets some requirements to make it competitive against OTA’s, this can be a good way for hotels promote themselves during low and distressed periods. The reality though is that it is just not practical for the vast majority. Let’s also take it a stage further, if the metasearch model was working, then why are Tripadvisor and Google moving away from their respective programs that have been in BETA for many months?


– Worsening ROI – Now here, Max explains that reservations that come from OTA´s have a higher cost of sale rather than ones that are reserved directly from meta search advertisements. They also impose restrictions like rate parity and LRA. I believe that the cost of sale will be pushed down by this added competition. In Europe where we already see that hotels are now not legally obliged to offer rate parity to OTA´s. We will see revenue managers increase their pricing where the cost of sale is higher. Likewise with these two major players entering the market and especially with Google´s dominance in mobile search this is likely force other players to reduce their % to maintain market share.

Max´s article is about Meta Search ads vs. OTA´s, the reality is, and our survey demonstrates this. Tripadvisor´s Tripconnect was a non-starter for hotels, with Instant Booking being far more acceptable. Google & Tripadvisor are just responding to the realities of the marketplace. Maybe to run meta search campaigns is financially beneficial for marketing agencies. However, for the majority of hotels, this is just not going to be an activity that makes sense commercially.

By no means am I an OTA fan. I did not achieve obtaining over 60% of my online reservations during my time as a hotel sales director by allowing them to take control of my inventory. What I do see though is that they are necessary for attracting clients to your hotel. The real trick is siphoning traffic from OTA’s and getting them to book on your website. Personally, this is where hotels have a major opportunity for getting some payback after years of feeding the OTA beast.

Simple handy guide to help you prepare your hotel´s online marketing strategy for 2016

Simple handy guide to help you prepare your hotel´s online marketing strategy for 2016

About this time of year, most Director of Sales & General Managers are sitting down to finalize their Sales & Marketing budgets and plan for 2016………..Best time of the year,  right before the RFP season begins!

So to help you all, here is a handy guide for you to plan your online marketing strategy.


Website – The most important part of any online strategy is your own website.  Key things to take in consideration or at least be asking your providers or technical team.

  • Is my website mobile optimized? –  Google now penalizes non-responsive websites on searches from a mobile phone
  • Do I promote Guest reviews? – Showing off your great guest reviews increases your online conversions.
  • Are my photos up to date – Photos are key for hotels.  If they are more than 3 years old, update them.
  • Have I got any videos to show?- Videos are key in the selling process, a great video about your hotel on your homepage is a great selling point……..and google loves it too!
  • Can my content be updated quickly –  If you are relying on 3rd parties to update your content, this is not the best idea when we are living in an era where content is king.  Updating your website should be a question of minutes.
  • Is my website in my guests language? – Numerous studies have shown that when a hotel´s website is in your guests local language, they are more likely to buy directly from you.
  • Can my website add Landing pages and pop-up windows? – These are great for data capture and client retention.

Booking engine

  • Is my booking engine easy to use from a client´s perspective?  Many booking engines are great for revenue managers but a minefield for clients.  Compare yours with and see how it stacks up
  • Add-ons or extras to be shown after initial reservation? – This is proven to increase your revenue against showing them during the initial process.  Does show extras or Add-Ons?  So why do you let your guest choose one, when they are more likely to be  looking to compare your prices with an OTA?
  • Create separate booking engines for unique offers – Putting your booking engine in more on more pages with only some of your great promotions is key to driving revenue.  Ask your provider whether they can create this for you



  • Can my channel manager connect to Google/Tripadvisor /Trivago and other meta search agencies? –  If they cannot, look for alternative solutions.
  • Should my Channel Manager & Booking engine be separate? –  The success of your booking engine will depend on how much your provider is investing to keep up with the industry trends, so by separating them, will allow you to move between providers more freely without the hassle.


  • If your hotel already investing in Adwords but not connected to Google HPA? If the answer is no then you need to get this sorted.  Also, Google RLSA has a better rate of conversion and could be a smarter investment.  Talk to your provider about RLSA or read this recent article.
  • Retargeting Ads are a worthwhile investment, as studies have shown clients visit about 20 web pages before deciding on where they are going to book.
  • Ensure your website has up to date Keywords, SEO Description and Titles on every page.
  • SEO is now not just about backlinks, Google users over 200 algorithms now so just doing one thing is not enough



  • Your reputation is key, not only from a point of monitoring but also to incentivise direct reservations.
  • Generate online feedback for your guests to complete and promote it across your social media, website and Videos.

Social Media

  • Is your Community manager or Social media manager just promoting offers and showing pictures and videos of your hotel?  If they are, tell them to stop or look to replace them.
  • Social media is all about telling stories, interaction, and conversation.  One golden rule, only 20% of your content should be your promotions, the rest should be about your destination, events, interesting stories, interviews etc.  Read this article on how to get the best out of your social media.
  • Building your youtube channel with videos of your hotel, interviews, guest reviews is also a great tool.  40% of all global searches are for videos which are set to rise to nearly 70% by 2018.

Other Technologies

  • Social WIFI – By getting you guests to connect to your FREE WIFI through their social media accounts should be a no brainer for hotels.  No only do they get more followers, you also get their email address, that can be added to your marketing database.
  • APPs- Concierge Apps should be a must by providing your guests information about your hotel including offers, events and much more.  According to recent surveys, 85% of smartphone users prefer apps to mobile websites.  They also reduce your printing cost on flyers and new guest directories!.


I am sure there are many more ways you can all think of, however by doing the above is a great start.

According to a recent survey we conducted, over 70% of hotels receive less than 35% of their total online reservations directly.  Every point that I have written above, I have implemented and was able to achieve 60% of my online reservations directly in my previous roles within hotels.  It can be done and it also does not need to break your marketing budget in doing so.

Talk to your providers or your team today and see how you can implement these during 2016, or alternatively, allow Hotelient to provide you with a free review on your general online positioning to ensure you are checking all the boxes.  Email us for further information

I am passionate about direct sales for hotels and I have put into practice what I believe. We cannot live without OTA´s, but we can take advantage of the many great technologies to ensure the hotel that we work for is getting a fair share of direct reservations.

How Hotels increase RevPar with online guest surveys

How Hotels increase RevPar with online guest surveys

Most hotels spend hundreds and in some cases thousands of euros every month on ensuring that they promote their website either with google AdWords campaigns, SEO optimisation, and general online marketing techniques.  This is good practice, but Google has been saying over the last few years that REVIEWS to them matter and have been making it key that Hotels focus in this area.

So how can online guests surveys increase RevPar?  


Reviews Matter

Google invites anyone who cares to post a review of any business that they have used. Who cares most? People who have had a bad experience. We estimate that a dissatisfied guest is up to twenty times more likely to post a review.

Studies too numerous to mention, as well as massive amounts of anecdotal evidence, show the effect reviews have on guest behavior. Great reviews drive RevPar, bad reviews drive guests away.

Combine those two factors alone and it rapidly becomes apparent how important it is for all businesses to engage where reviews are concerned.

Google – the major player

This has been (and continues) a major subject for debate. Google has not made life easy for any of us: constantly moving the goal posts. But what is now called Google My Business is well on its way to becoming the dominant force in reviews, for a host of reasons, here are just some which stand out…

  • Verification: since Google introduced mandatory registration all Google reviews are attached to a verified account (YouTube, Google+, Gmail etc.).
  • Coverage: Google provides a ‘one stop shop’ for reviews – of any business or service. Guests will soon tire of looking up different specialist sites depending on what kind of reviews they need.
  • Ease: once registered, writing subsequent reviews is simple.
    Google is the gatekeeper: their reviews will always be shown before any others
    The new Google layout: providing much more information about each individual business, by default this drives other review sites down below the fold (or onto page two – the graveyard)


So if Google is focusing on Reviews, are they enhancing the visibility of those hotels in their searches who have great reviews, which leads to a higher level of reservations and increase in RevPar?……..You Bet!

1). More reviews = better Search Engine Rankings

Hotels using online surveys have significantly more reviews, and the search engines eat this up. Search engine algorithms are fine tuned to pick up nuances in score and number of reviews. In search world dominated by OTAs, this can make the difference in whether a hotel appears for its own brand.

2). More reviews = increased confidence with travelers

The volume of reviews influences the level of trust a traveler has in the feedback. The difference between a hotel that has 300 reviews and a hotel that has 3,000 reviews is noticeable unless scores are the highest of the high.

3). Higher rankings (Enough said!)

Anything that pushes up rankings is pure gold for hotels in this day and age when 95% of travelers use reviews to make a booking decision. Hotelient surveys easily integrate with your website and can be pushed out to third-party travel sites to help drive higher rankings exactly where you need them.

4). Surveys = guiding the conversation

On review sites, the traveler controls the conversation; in a survey scenario, the hotel guides the conversation. Choosing which questions to ask and how they are asked can influence the way travelers recall their experiences and how they respond. Actionable feedback is still the goal, but framing a survey so that it taps into a traveler’s positive experiences at the very beginning makes sense.  Once completed, the guest will view a short video either in response to a positive review or a negative one.


Now many hoteliers express resistance regarding post-stay guest surveys; they say it risks the hotel becoming a nuisance. Hotelient suggests that hotels reconsider surveys as a guest service rather than a request—and they really can be, when presented the right way.

Hotelient has touted the benefits of surveys, knowing there’s a reward to hotels reaching out proactively for guest feedback. Just the act of sending a survey lets guests know you care, and when surveys are sent within 48 hours of departure which can also be done automatically saving your team time, guests are still fresh on the experience, making them better able and, perhaps, more willing to give feedback.


But what about Tripadvisor, is there any correlation between reviews and their ranking on their site? 

In the table that follows, hotels that rank across the spectrum, calculated the number of reviews each has and then divided that by the number of rooms. This gives a figure that enables you to fairly compare any hotel with another.

Ranking Reviews per room per year

Top 10 –  7.4

Top 25 –  4.3

Top 50 –  2.2

75 –  1.4

100  – 1.1

250  – 0.7

500  – 0.5

750 –  0.3

The key question is: can we draw any conclusions from these numbers?

Yes. The more reviews you can get the better your ranking on Tripadvisor & Google will be.

For every hotel? Yes. in one of two ways:

  • You can invest in better facilities and staff training and invite reviews, or…
  • You can invest a fraction of that amount in a professional review management system and invite reviews

Hotelient Reputation Surveys will:

  • Get you more positive reviews to TripAdvisor, Google & Facebook (at least 25% more – based on results for our clients)
  • Enable you to manage at least 75% of the negative reviews you are currently receiving before they are ever posted to TripAdvisor, Google & Facebook
  • Without any radical restructuring in-hotel, you begin to get more positive reviews per year per room, and your ranking begins to climb which leads to increase in RevPar

Hotelient is also offering the following Summer offer:-

If you contract our reputation package before the 31st October 2015, we will design, configure and host for your hotel  a fully customizable App ready for Iphone and Android Smartphones completely FREE and with no hidden charges or obligations.

If you would like to find out more call +44 (0)203 287 1276 or email

Move over ReviewPro, Reputation Marketing is new hot topic for hotels in 2015

Move over ReviewPro, Reputation Marketing is new hot topic for hotels in 2015

Managing guests feedback has always been key for hotels.  Having been a senior manager within hotels & resort for several years, I understand how hotels usually deal with guest comments both positive and negative.  Recently, managing your reputation has been made easier with the introduction of providers such as ReviewPro.  As hoteliers, we all strive hard to ensure that our guest comments we receive are great, so that when they are published on Tripadvisor, it encourages other guests to stay at your hotel.  This has been common practice for a number of years now.

There is though a major change which puts in doubt that only managing your reputation is enough.  Tripadvisor over the last couple of years has not only been a review site, they promote your competitors and they show your best available pricing (if your hotel is connected via your channel manager) as well as the leading OTA´s.  Guests also tend to use a variety of ways to connect with your hotel, whether via social media, Web, google or otas, so just using third party review sites is not the best way to promote your clients reviews.  Most hotels also promote Tripadvisor on their own website whether by their certificate of excellence or their review widget, so your investment to gain web visitors to your website is nullified, as they click off and visit your review page which looks like this where they encounter a host of options:-

Captura de pantalla 2015-07-29 a las 17.19.30 Captura de pantalla 2015-07-29 a las 17.19.46

So how can hotels promote their great reviews and increase direct bookings?

By converting your hotel from one that manages reputation to one that promotes your reputation – Reputation Marketing

This is achieved in two ways 1) By making easier for guests to leave feedback and 2) By promoting your positive guest reviews across all your media platforms including videos.

How does it work?

Firstly, Hotelient will create an online questionnaire for your hotel, like the one shown below.  It is totally customizable to meet your hotel requirements and branding.

Captura de pantalla 2015-07-31 a las 12.35.34

This questionnaire allows your guests to leave feedback about their stay at your hotel.  If your guest gives a 4 or 5-star rating, then they will be taken to the page shown below, which will also show a video thanking them for their feedback from the Hotel Manager or Guest Relations as well as allowing them to post directly to one of 3 review sites of their choice

Captura de pantalla 2015-07-31 a las 12.37.33

Now if your guest gave your hotel less than a 4 star rating, then they will go to this page, where they will see a video of the hotel manager or guest relations apologising for the poor service and some further questions to understand further their particular issue

Captura de pantalla 2015-07-31 a las 12.40.15

We have ready to go videos for you, to get you off and running.

We provide your hotel with the technology that will allow you to promote your best reviews from around the web straight to your website, so there is no need for your clients to click off, which improves your online conversions.  As recent studies have shown,  hotels that proactively promote their reviews are 33% more likely to convert website lookers into bookers!

As well as hosting your questionnaire and providing instant notification on all reviews you receive from across the web, we also promote your best guest reviews across social media allowing future clients to view and engage with the excellent customer service you are offering, written by other guests.

We provide online training for your staff and advise on the best ways to gain maximum reviews, as well as helping you reconnect with guests who have recently stayed with you in order to get their great feedback too.

So, in a nutshell, we make it easier for your guests to leave feedback and we promote your great reviews across all online platforms.  On our premier package, we even create a 1 min video per month,  promoting a great guest review and improving your video SEO at the same time.  Since 40% of all searches on the web are for videos, this is ideal for your hotel to gain a competitive advantage.


How much does it cost?

The Reputation package costs less than 9€ a day, with only a small setup fee and takes about 2-3 weeks to get your hotel up and running.

If you would like to find out more call +44 (0)203 287 1276 or email

Google quietly decides to compete with Tripadvisors Instant Booking

Google quietly decides to compete with Tripadvisors Instant Booking

A major change is happening that hotels will soon start becoming aware of.  For the first time, Google users can now book a hotel room without leaving the search giant’s familiar desktop interface copying the recent introduction by Tripadvisor’s of their Instant Booking.

Although yet to be announced officially,  Google-managed bookings appear to be slowly rolling out across a handful of listings in U.S. desktop search. Google has long offered hotel metasearch through its Search and Maps products. But it has always allowed users to go off to hotel websites and online travel agencies to complete the transactions.


The new strategy of keeping users on it´s recognizable and minimalist Google user experience — with barely any hotel branding should lead to increased conversions. However, it also runs against its advertising business of helping online travel agencies get bookings. Expedia Inc and Priceline Group according to estimates, contribute about 5% to Google advertising revenue.

This change in booking strategy is similar to the one followed by TripAdvisor. For about a year, the user-reviews giant has been rolling out Instant Booking, in which it allows metasearch transactions to keep users within its interface. Google faces a similar challenge to the one facing TripAdvisor in getting hotels and hotel chains to participate in its instant booking tool.  At present none of the major US hotel chains appears to be participating in Google’s scheme so far. TripAdvisor has also struggled, only landing Marriott, Choice and Accor so far.


Clicking on the option to book directly with the hotel used to take the client off to their website to finish the transaction. But now users are sent to a Google booking page. Once a user selects a room, they share their contact information for receiving a confirmation email from the hotel directly. The user then enters credit card information, if they haven’t already provided that to Google Wallet. Google’s hotel tool completes the purchase within its interface:

It is unclear who was helping Google interact with the hotel booking systems.   Sabre Hospitality Solutions has been rumoured, which has more than 20,000 independent hotel customers for its central reservation systems software.   Sabre also revealed its was in beta-testing with Google on a new commission-based (not pay-per-click) model for letting hotels receive bookings via visitors using organic search in Google search and Maps. If Sabre decides to also market Google’s instant booking feature, it may be able to convince many of the 20,000 or so independent hotels that use its central reservation system to sign up.


Irrespective of this change by Google which is still yet to be announced officially, independent hotels still have to first connect to Google HPA. Their sheer influence for mobile users and the fact that recent surveys have shown that 70% of travellers use their smartphone as part of their booking process should make it clear that by not being connected to google, will just hand possible direct bookings to the OTA´s that are connected.  If you change your rates less than once a week, then Hotelient can help you get connected very easily and provide training on how to keep your rates updated.  Do not loose out on this great opportunity to increase your direct bookings.  Email us for further information.