Industry Update
Supplier News30 April 2013

Leonardo Hotels extends contract with RateTiger for future-proof eDistribution and company expansion

Online sales of expanding hotel group monitored and managed with channel management technology by eRevMax

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Leonardo Hotels is extending its contract with RateTiger by eRevMax to support the development of the company's sales and distribution processes. This follows Leonardo Hotels' acquisition of 20 properties from the QMH Hotel Germany Group, in one of the biggest deals the European hotel industry has seen in recent years.

RateTiger channel manager has been introduced to Leonardo Hotels' properties in 2007 to improve rate management efficiencies across the business. The system provides benefits including immediate Online Travel Agent (OTA) updates of rates and inventory to a vast distribution network and the retrieval of market room rate data for business intelligence. This extended partnership will enable Leonardo Hotels to increase the effectiveness of all third party sales partners, thereby improving both bookings and revenue opportunities.

As a result of success in achieving key efficiency aims, Leonardo Hotels will be introducing the use of RateTiger into the newly acquired properties in the near future.

Further, the portfolio will benefit from real-time market rate data with RTCorp, RateTiger's tailored price shopping solution for groups and corporations, to monitor rates for various properties and competitors across hundreds of selected sales channels. With RTCorp, Leonardo Hotels central office is able to see all offers on all channels in an instant, to make sure pricing policies are in place.

Leonardo Hotels has been established in Europe since 2007. With 44 hotels in Germany, Leonardo is represented in major cities such as Berlin, Munich, Frankfurt, Hamburg, Düsseldorf and Cologne. From the start, the management knew about the tough competition in its market. In order to achieve fast growth and reputation, it was essential to realize a well-thought-out pricing and sales strategy using the right technology. Shay Raz, Director of Revenue & Development in Germany, with over 20 years experience with channel management and price shopping sought functionality to apply the relevant strategy to each property.

"RateTiger's advanced features and excellent usability makes it stand out from the rest," said Shay Raz. "The solutions have developed in-line with the ever dynamic market, which allows us to stay ahead. We don't work with a channel, if it doesn't work with RateTiger," explains Shay. "RateTiger helps us implement and monitor our corporate pricing and distribution policies in a dynamic sales environment. It makes distribution a transparent and seamless process, saves a lot of time and reduces the risk of failure. As a result, we achieve better rates and increased bookings, and have seen our revenue increase."

Today, more than 50% of the total bookings are generated via OTAs. The group increased its rates by approximately 25% in the past four years with daily price comparisons and rate updates helping to attain an excellent position, and support the current expansion.

"We are happy that we were able to help Leonardo in establishing themselves in Germany," commented Casey Davy, VP Sales for EMEA at eRevMax. "Both Leonardo and eRevMax are expanding companies, aiming at staying ahead of the industry and setting new standards, and we look forward to continuing our partnership!"

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Neha Ginoria
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