The Crystal Clear Benefit of an Opaque Selling Strategy

Opaque online travel agents, which we call opaque OTAs, have recently become an integral part of many hotel properties’ distribution strategy. To clear excess inventory, hotels sell rooms at reduced rates via OTAs, hoping to reach price sensitive customers, while simultaneously selling rooms at “normal” rates to regular brand loyal customers via their traditional channels, including their own websites.

In this report we outline a simple model for setting multiple prices and booking limits at Priceline. Learn how an opaque selling strategy can increase your bottom line through the same advanced revenue management strategies as taught in Dr. Anderson’s eCornell series called Advanced Hospitality Revenue Management: Pricing and Demand Strategies.

Christopher Wofford is Digital Media Producer and host of WebSeries at eCornell.
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