Sage Advice for Hotels: Another Point of View on a Popular Industry Report

Summary

Distribution Channel Analysis: A Guide for Hotels (DCA) is a 214-page compilation of data and analysis on U.S. hotel distribution published by Hospitality Sales and Marketing Association International (HSMAI). The report, published in January 2012, was sponsored by a premier group of industry owner associations, firms that serve them, and other organizations. After reading this report, Phocuswright was inspired to give our take on some of the topics in DCA.

The purpose of this analysis is to discuss the report’s recommendations; provide our own perspective; and examine the idea that other media players (e.g.,Google, Facebook and Apple) entering the distribution space will not only compete with hotel owners and managers for influence over customers, but will also increase distribution and marketing payments made to these intermediaries.