Given their relatively high levels of fixed costs and their highly perishable inventory, success for hotels is largely driven by the efficiency and effectiveness of their distribution, writes Peter O’Connor of ESSEC. But today’s competitive environment, particularly the online distribution space, has become highly cutthroat, with hotels having to battle not just with each other but also increasingly with a portfolio of ever more powerful OTAs to capture the customer’s attention and wallet.

Claire Tagand Battard
ESSEC IMHI