July 13, 2018

Attribute-based selling comes to hotel reservation systems


Amadeus is implementing attribute-based selling as part of its new guest reservation system being adopted by IHG.

Iain Saxton, Amadeus senior vice president of product management for CRS and PMS, says IHG has been testing the system for some of its properties using a single attribute - bed type - and it is “going really well and actually helping with conversions.”

In an attribute-based model, the concept of room types are eliminated; instead consumers select from a list of attributes – for example a king bed with a sea view on a high floor – to create a room that meets their needs. Each attribute adds an incremental price to the base room rate.

“Hoteliers still fundamentally want to drive revenue out of room features, but they want to allow guests to take those features that are important to them,” Saxton says.

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