Work Instructions for coaches

1 Log in to the hotelier extranet and extract all the reservations for the month where you are doing the sellable inventory analysis;
Click the Search button;
select either reservation date or check in date (depending on what you want to present to the hotel) , and select the date range;
select all channels;
select only confirmed reservations;
2 Click on the Export Reservations Report;
select all the fields to appear in the report;
3 Click Download and open the file;
sort by Channel, Room Type, Rate Plan, No. of Room Nights;
4 Start filling out the sellable inventory analysis worksheet
Note: there will be channel only (exclusive rate plans to OTAs) in the report. Take note of them and create 2 tables with and without channel only rate plans.
5 After tabulating all the room nights in the sellable inventory analysis worksheet, answer the following questions:
What is the Top Online Channel that sold the most number of room nights across all rate plans?
What is the top selling inventory (room type rate plan combination) from a specific channel?
What is the Top Selling Rate Plan across all room types?
What is the Top Selling Room type across all rate plans?
6 If the answer to the first and second question is not the hotel website, ask your self what may be causing the guest to choose another channel to buy the rooms from. Is it any of the following?
Is there a better inclusion in the other channels not available in the hotel website?
Is the payment policy in the other channels friendlier compared to the hotel website?
Do I have records of no availability intervention for the hotel that was not addressed on a timely manner?
Is the PPC campaign paused?
Are there rack rates in the hotel website?
Is the hotel running the best price guarantee campaign?
Is the hotel using the latest AW template?
7 Prepare the deck to be shared to the hotel to identify last month's sellable inventory and enumerate the recommendations for the hotel website to either achieve or maintain the top sales channel
selling the most sellable inventory across all sales channels online; (Note: When you make recommendations, make sure its SMART - Specific, Measurable, Actionable, Realistic, and Timebound);
Use Graphs to help you show a visual representation of what rooms and rate plans are being sold by what channel;
Use screen shots of what the guests sees in the OTA sites versus the hotel's website to drive your point (based on what you see, where will you book?)
Use the Gross Profit Simulation to show gross profit and leaked revenues to the OTAs
Have your GPQM or HQ Coach QA your deck prior to sharing with the hotel partner.
Log in to the hotelier extranet and extract all the reservations for the month where you are doing the sellable inventory analysis;
select either reservation date or check in date (depending on what you want to present to the hotel) , and select the date range;
Note: there will be channel only (exclusive rate plans to OTAs) in the report. Take note of them and create 2 tables with and without channel only rate plans.
After tabulating all the room nights in the sellable inventory analysis worksheet, answer the following questions:
What is the Top Online Channel that sold the most number of room nights across all rate plans?
What is the top selling inventory (room type rate plan combination) from a specific channel?
If the answer to the first and second question is not the hotel website, ask your self what may be causing the guest to choose another channel to buy the rooms from. Is it any of the following?
Do I have records of no availability intervention for the hotel that was not addressed on a timely manner?
Prepare the deck to be shared to the hotel to identify last month's sellable inventory and enumerate the recommendations for the hotel website to either achieve or maintain the top sales channel
selling the most sellable inventory across all sales channels online; (Note: When you make recommendations, make sure its SMART - Specific, Measurable, Actionable, Realistic, and Timebound);
Use Graphs to help you show a visual representation of what rooms and rate plans are being sold by what channel;
Use screen shots of what the guests sees in the OTA sites versus the hotel's website to drive your point (based on what you see, where will you book?)
Room Type Room Only
Best Available Rate
Online Early Bird
Superior 45 80 12
Deluxe 15 120 32
Junior Suite 6 24 19
Executive Suite 4 17 8
Room Type 5 0 0 0
Room Type 6 0 0 0
Room Type 7 0 0 0
Room Type 8 0 0 0
TOTAL 70 241 71
Room Type Hotel Website Booking.com Agoda
Superior 52 49 37
Deluxe 59 63 45
Junior Suite 15 12 19
Executive Suite 12 10 8
Room Type 5 0 0 0
Room Type 6 0 0 0
Room Type 7 0 0 0
Room Type 8 0 0 0
TOTAL 138 134 109
Hotel Website Room Only
Best Available Rate
Online Early Bird
Superior 4 29 14
Deluxe 8 31 11
Junior Suite 3 7 2
Executive Suite 2 5 5
Room Type 5 0 0 0
Room Type 6 0 0 0
Room Type 7 0 0 0
Room Type 8 0 0 0
Booking.com Room Only
Best Available Rate
Online Early Bird
Superior 6 35 6
Deluxe 6 44 8
Junior Suite 3 5 3
Executive Suite 2 5 3
Room Type 5 0 0 0
Rate Plans
Online Channels
Per Channel Room Nights Breakdown
Sellable Inventory Analysis
Room Type 6 0 0 0
Room Type 7 0 0 0
Room Type 8 0 0 0
Agoda Room Only
Best Available Rate
Online Early Bird
Superior 7 16 12
Deluxe 13 29 2
Junior Suite 4 10 4
Executive Suite 3 3 1
Room Type 5 0 0 0
Room Type 6 0 0 0
Room Type 7 0 0 0
Room Type 8 0 0 0
Expedia Room Only
Best Available Rate
Online Early Bird
Superior 5 10 0
Deluxe 4 10 0
Junior Suite 0 2 0
Executive Suite 0 0 0
Room Type 5 0 0 0
Room Type 6 0 0 0
Room Type 7 0 0 0
Room Type 8 0 0 0
TOTAL 70 241 71
Note: These numbers should be the same as row 13 to check for accuracy of breakdown per channel
What is the: Answers
Weekend Rates TOTAL Top Channel Hotel Website
10 147 Top Selling Rate Plan Best Available Rate Online
11 178 Top Selling Room Type Deluxe
7 56 Sellable Inventory Deluxe - Best Available Rate Online - Booking.com
2 31
0 0
0 0
0 0
0 0
30 412 Note: Total Room Nights should be equal to cell G26
Expedia
9 147
11 178
10 56
1 31
0 0
0 0
0 0
0 0
31 412 Note: Total Room Nights should be equal to cell G14
Weekend Rates TOTAL
5 52
9 59
3 15
0 12
0 0
0 0
0 0
0 0
Weekend Rates
2 49
5 63
1 12
0 10
0 0
Rate Plans
Online Channels
Per Channel Room Nights Breakdown
Sellable Inventory Analysis
0 0
0 0
0 0
Weekend Rates
2 37
1 45
1 19
1 8
0 0
0 0
0 0
0 0
Weekend Rates
15
14
2
0
0 0
0 0
0 0
0 0
30 412
Deluxe - Best Available Rate Online - Booking.com
Rate Plans
Room Types
Hotel Website
0
20
40
60
80
100
120
140
160
180
200
Weekend Rates
Early Bird
Best Available Rate Online
Room Only
0
20
40
60
80
100
120
140
160
Hotel Website Booking.com Agoda Expedia
Room Type 8
Room Type 7
Room Type 6
Room Type 5
Executive Suite
Junior Suite
Deluxe
Superior
0
10
20
30
40
50
60
70
80
Room Type 8
Room Type 7
Room Type 6
Room Type 5
Executive Suite
Junior Suite
Deluxe
Superior
Booking.com
Agoda
Expedia
0
Room Only Best Available
Rate Online
Early Bird Weekend
Rates
Superior
0
10
20
30
40
50
60
70
80
90
100
Room Only Best Available
Rate Online
Early Bird Weekend
Rates
Room Type 8
Room Type 7
Room Type 6
Room Type 5
Executive Suite
Junior Suite
Deluxe
Superior
0
10
20
30
40
50
60
70
Room Only Best Available
Rate Online
Early Bird Weekend
Rates
Room Type 8
Room Type 7
Room Type 6
Room Type 5
Executive Suite
Junior Suite
Deluxe
Superior
10
15
20
25
Room Type 8
Room Type 7
Room Type 6
Room Type 5
Executive Suite
0
5
10
Room Only Best Available
Rate Online
Early Bird Weekend
Rates
Executive Suite
Junior Suite
Deluxe
Superior
Gross Profit Simulation
Jan-13 Jan-14 Delta
Hotel Revenue in MYR Jan-13
Agoda 314,505.98 154,051.81 (160,454.17) 1036
booking.com 231,427.46 240,588.64 9,161.18 576
HW 114,584.80 326,530.20 211,945.40 300
Hotel Revenue in USD 1912
Agoda 94,886.45 $ 46,477.43 $ (48,409.02)
booking.com 69,821.66 $ 72,585.59 $ 2,763.93
HW 34,570.23 $ 98,514.16 $ 63,943.93
199,278.35 $ 217,577.19 $ 18,298.83
Cost of sale
Agoda 17,079.56 $ 8,365.94 $ (8,713.62)
booking.com 12,567.90 $ 13,065.41 $ 497.51
HW 3,457.02 $ 9,851.42 $ 6,394.39
33,104.48 $ 31,282.76 $ (1,821.72)
Gross Profit
Agoda 77,806.89 $ 38,111.49 $ (39,695.40)
booking.com 57,253.77 $ 59,520.19 $ 2,266.42
HW 31,113.21 $ 88,662.75 $ 57,549.53
166,173.87 $ 186,294.42 $ 20,120.56
Jan-14 Delta % change
516 -520 -50%
567 -9 -2%
839 539 180%
1922 10 1%