BERLIN—For all its complexity, the distribution game comes down to one simple factor: value. If a channel doesn’t offer value, then hoteliers shouldn’t use that channel to yield inventory, concluded a panel comprising a diverse array of representatives in the field.
Andrew Rubinacci, the lone hotel voice speaking Wednesday morning during a general session at the International Hotel Investment Forum, said online-travel agencies have proved to add such value, despite their bad rap in the hotel industry.
As VP of distribution and intermediary sales for InterContinental Hotels Group, Rubinacci said he’s always careful to evaluate each channel with which the chain partners. And OTAs such as Expedia have proved to be viable distribution platforms, he said.
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