More trust has been eroded by shady tactics, from breaking parity to basic, uncoupling of package rates being sold independently to members-only rates.
Through an ongoing dialogue with other independents, hoteliers can resist “being bullied into accepting these contracts … and collectively can bargain,” he said. “Expedia is not going to turn off an entire market.”
On a distribution playing field which pits independent hotels against brands and includes sometimes-tense negotiation with online travel agencies, there can be strength in numbers, speakers said on a panel at the Direct Booking Summit this October.
“As independents, it’s important that we talk to one another and have a relationship,” said Gary Hawkins, VP of revenue strategy at Sydell Group, which creates and manages independent and boutique hotels. He called it “a wolf-pack mentality,” because “if we’re out on our own and we get separated from the pack, we’re going to get picked off.”
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