Perhaps a semblance of calm has arrived in the hotel distribution landscape as large hotel groups become more comfortable with their third-party strategies.
The biggest sign of that so far was the Marriott-Expedia deal announced in September, with the hotel giant handing the distribution rights for wholesale and promotional rates to Expedia Partner Solutions.
Alex Pyhan, vice president of distribution for Marriott International, says it’s about having guidelines for building a third party strategy and being "clear and honest" about objectives.
He was on a panel of hotel executives at the Phocuswright Conference in Florida last week, where he was joined by Philippe Garnier, vice president of third party distribution for Intercontinental Hotels Group, and Aldine Shamir, vice president of loyalty and CRM for Wyndham Hotels & Resorts.
All three executives spoke about the preference for customers to book direct while acknowledging the value that third parties can add.
They also discussed their recent investments in loyalty schemes and how they help to drive direct business.
See the video below for the full discussion.
Executive Roundtable: Hotel Strategies 2020 - Taking Control - The Phocuswright Conference 2019