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Improving the contribution from E-distribution Strategies

The client

An Asian domestic hotel owner-operator.

What did Hotel Solutions Partnership achieve for the client?

The client’s management and team were provided with clear next steps, dependencies and aspects of risk mitigation. The client was able to make decisions as regards to who to partner with, with what functionality and when.


The client presently engages Leading Hotels of the World for GDS distribution and sales representation for its 450 room capital city hotel. Hotel Solutions Partnership was called in to give third party advice and provide the business with options for improved on-line performance.

Consultants: Peter Fitzgerald


An earlier evaluation had identified three areas of opportunity in distribution management: increasing the contribution of marketing partners, adding distribution tools, and enhancing the booking engine.

In respect of the international marketing partners used by the client, the consultant worked with the client’s team to address the performance, identify the potential and reset the expectations of both parties. The consultant provided the client with an up-to-date landscape of distribution tools identifying a range of potential vendors and suggesting their strengths and weaknesses. Connectivity issues by market segment were explained and automated and manual options were established.

A shortlist of vendors was developed and a decision criteria was agreed upon. With regards to their on-line presence the client was assisted in developing a criteria by which providers of managed on-line presence could be evaluated. Processes for on-line brand reputation management were established and the client’s strategy for mobile devices was validated. Finally the market for partners was presented to the client.


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