Stayntouch recently made attribute-based selling technology available to hoteliers through the release of UpsellPRO, a dynamic pricing/ABS solution that enables hotels to unbundle room reservations and market individual room features to guests during the booking process.
This follows a report released in partnership with NYU SPS Jonathan M. Tisch Center of Hospitality, which concluded that approximately “half of all respondents with a booking window of more than one month would spend more during booking to have access to attribute-based selling.”
To continue the conversation, Stayntouch assembled a panel of experts to assess the current and future benefits of ABS technology. Among other insights, the experts keyed in on the following benefits for hoteliers:
- Expanded control over the booking process, allowing for targeted delivery of the hotel experience directly in line with guest expectations.
- Increased visibility of property attributes and automated inventory management, allowing for more significant upselling opportunities and operational efficiency.
- Increased price transparency, dynamic pricing, and improved personalization.
Experts weighing in on the discussion included Flo Lugli, founder and principal at Navesink Advisory Group; George Roukas, AI business application advisor for DataArt and president of GAIPAN; John Burns, president of Hospitality Technology Consulting; Klaus Kohlmayr, chief evangelist at IDeaS; and Nichole Dehler, VP of product at Stayntouch.
Here is a summary of their insights:
- ABS gives hoteliers greater insight into guest preferences and has the potential to influence hotel decision-making, from purchasing strategies to design.
- Hotels that are investing in ABS are creating new differentiators for both investors and travelers due to their ability to deliver a higher level of guest satisfaction alongside increased revenue and upselling opportunities.
- Hotels leveraging ABS see greater engagement with all on-property services and amenities thanks to improved visibility and awareness of all upselling options.
“Attribute-based selling is giving travelers a degree of control over their hotel stay that they never thought possible, and hoteliers can deliver this experience without overwhelming themselves with unmanageable processes," Nicole Dehler, VP of product at Stayntouch, said in a statement. "The best part about today’s ABS deployments is they can be delivered directly through the hotel PMS, automating inventory and room management without relying on a convoluted network of connected systems. Now, any hotel can leverage upselling capabilities to improve their service delivery and revenue growth strategies in an organic way that guests love.”