Hotels Food
Unleashing the Power of Hotel Technology

In today’s digitally-driven world, the hospitality industry is increasingly leveraging cutting-edge technology to revolutionize guest experiences and streamline operations. From property management systems to online booking platforms, hotel technology plays a pivotal role in enhancing efficiency, personalization and overall guest satisfaction.

Let us delve into the diverse facets of hotel technology and how it is reshaping the landscape of the hospitality industry.

1. Property Management Systems (PMS) for streaming operations

Property management systems are the backbone of hotel operations, encompassing various functionalities like reservations, guest profiles, check-in/out, billing and more. PMS software automates and centralizes these processes, allowing hotels to efficiently manage their daily operations, improve guest service, and streamline communication across departments.

2. Hotel Channel Managers for optimizing distribution

With the rise of online travel agencies (OTAs) and other distribution channels, channel management tools have become essential for hotels. These systems enable hotels to efficiently manage room inventory, rates, and availability across multiple distribution channels, ensuring accurate and real-time updates. By optimizing their distribution strategy with the help of a hotel channel manager, hotels can maximize their online visibility, attract a broader audience, and increase bookings.

3. Online Booking and Mobile Apps for convenient hotel bookings

The proliferation of online booking platforms and mobile apps has transformed the way guests make reservations. With the use of mobile applications and online booking engines, hotels can empower guests to easily search, compare, and reserve hotel accommodations. These platforms provide a user-friendly interface, secure payment options, and real-time availability. They allow guests to explore room options, view images, check availability, and make instant bookings, enhancing convenience and accessibility for travelers, while boosting hotel revenue and occupancy rates.

4. Guest Experience Technology for enhanced guest experience and overall brand reputation

Hotels are increasingly leveraging technology to enhance the guest experience. This includes features such as self-check-in kiosks, mobile keyless entry systems, in-room automation, and personalized guest services through guest-facing apps. These advancements not only streamline operations but also provide guests with greater control, convenience, and personalized experiences during their stay.

The rise of mobile technology has further enhanced the way hotels engage with their guests. Mobile apps offer personalized experiences, allowing guests to check-in, access their rooms, request services, order room service, and provide feedback, all from the convenience of their smartphones. These innovations enhance guest satisfaction, loyalty and overall brand reputation.

5. Revenue Management Systems for creating better pricing and revenue strategies

Revenue management systems help hotels optimize their pricing and revenue strategies. By analyzing market demand, competitor rates, and historical data, these tools provide insights and recommendations to maximize revenue and profitability. Through dynamic pricing, hotels can adjust rates in real-time, ensuring competitiveness and maximizing revenue potential.

6. Data Analytics and Business Intelligence for more informed decision making

Hotel technology has given rise to advanced data analytics and business intelligence tools. These systems enable hotels to collect and analyze vast amounts of data, offering valuable insights into guest preferences, booking patterns, and market trends. By leveraging this data, hotels can make informed decisions, personalize offers, and implement targeted marketing strategies.


Learn How Accor Live Limitless Reached Active Travelers in their Desired Markets for Their Digital Campaign


The future of hospitality lies in harnessing the power of technology to create memorable experiences that resonate with today’s tech-savvy travelers. Embrace these advancements and unlock new revenue everyday.

Hotels Food
Total Revenue Management and the Mi$$ed Opportunities
Total Revenue Management and the Mi$$ed Opportunities

Written by: Katerina Papadima

Total revenue management is not a new concept, but it is one that hoteliers will embrace more for the years to come. To implement it, though, we first need to define it. What is total revenue management?

Extending Revenue Strategy Across All Departments and Guest Journeys

Revenue managers have been focused on maximizing room revenue, and for a good reason: it is the highest contributing revenue stream. In the post-pandemic era, as travel levels surged and properties were running below full capacity given the staff shortages, we saw hoteliers pushing rates. As the effect of revenge travel wears out, business travel is yet to recover and inflation is rising, revenue leaders need to seek new ways to maximize revenue other than just pushing room rates.

Revenue managers should seek customer data to yield insights into the organization’s most valuable customers in terms of profitability and lifetime value (CLV) with an end goal of developing a profitable customer base for many years to come. Hoteliers tend to be myopic, focusing on room bookings and measuring the short-term transactional value of a guest. Wrong! A traveler’s relative worth to the hotel goes beyond the price they are willing to pay for a room night stay and includes ancillary purchases on property, long-term loyalty relationships, and in today’s digital world, their ability to influence other potential guests through social media platforms and guest ratings.

Hotels should provide options for guests to customize their stay throughout the guest journey. What do guests want? When? The time to sell is important for conversion. Hotels that are relevant win. Every touch point in the guest journey provides an opportunity to provide something relevant, gather important insights for guests, and improve revenue strategies.

Take the first stage, for example: Inspiration/Research/Shopping. Data regarding property-related search frequencies by region or time of year can help revenue leaders answer the questions of “who” and “when” to target, respectively. Having access to related queries can also help hoteliers understand what guests are looking for in relation to the subject property. Are they searching for other competitor hotels? If so, who are those, and do they match the ones already in the compset? Are guests searching for the hotel’s amenities or F&B establishments? Hotels should update their online descriptions and seasonal offerings to align with the keywords guests search for. SEO is instrumental to driving bookings, and accordingly revenue, to the hotel.

Let’s look at another stage: Review/Post Stay. In today’s digital ecosystem, travelers are becoming more accustomed to reading reviews or relying on recommendations from KOLs on where to stay. Since customers’ choices are impacted by social media sentiment, the latter should be incorporated into the demand forecasting models used for pricing decisions. Moreover, a good social media presence can give hotels the opportunity to request premium rates. Social media and guest ratings could also help hotels do a better job defining their comp-set based on how they are positioned on a reputation level.

These are some examples of how and why hoteliers need to evolve away from siloed business models and extend their revenue strategy beyond the booking stage and encompass the whole guest journey.

New Key Performance Indicators

As hoteliers adopt a more holistic approach to driving bottom-line revenue for the whole asset, momentum should be given towards driving new, more applicable performance indicators. The traditional RevPAR-focused approach will become obsolete, and revenue leaders should look toward driving TRevPAR, ProfPAR, and RevPAG (Revenue Per Available Guest) instead. Most notably, RevPAG measures a hotel’s revenue performance in conjunction with guests’ total spending. As revenue management is transitioning away from the traditional inventory-centric approach to a more customer-centric orientation, it’s not just about filling up rooms anymore. Shifting the attention towards RevPAG will ensure hoteliers change their focus away from selling rooms to targeting the right guests and maximizing spending per guest.

A Single Interconnected System

Unfortunately, many hotels do not have their tech stack aligned in a manner allowing them to reach their total revenue potential. As some put it, we have an “infrastructure problem.” The core challenge facing Revenue managers today is fragmented data across countless disconnected systems including PMS, CRS, RMS, DCs, F&B reservations systems, spa software, reputational management systems (ie, Revinate, ReviewPro, TrustYou, etc.), group management systems ( ie, CVENT, Event Planner, etc.) — the list is endless. Taking complete control of revenue management strategies across all commercial functions and the whole guest journey requires a single interconnected system with a holistic view across a hotel’s entire ecosystem. Whoever is next to design such a system will change the industry.


This blog post was awarded First Place in the Spring 2023 HFTP/MS Global Hospitality Business Graduate Student Blog Competition presented by the HFTP Foundation. Participants are students participating in the Master of Science in Global Hospitality Business, a partnership between the Conrad N. Hilton College of Global Hospitality Leadership at the University of Houston, the School of Hotel and Tourism Management at Hong Kong Polytechnic University and EHL. The blog posts that received the top scores will be published on HFTP Connect through July 2023. Learn more at HFTP News.


Katerina Papadima joined the Master of Science in Global Hospitality Business program with more than three years of experience in revenue management. She holds a Bachelor’s degree from the Cornell University School of Hotel Administration; during her time there, she held multiple hotel revenue management internships, including Preferred Hotels & Resorts, First Hospitality Group and Starwood Hotels. She has also worked as a revenue management analyst/revenue manager with Choice Hotels in Washington, DC and was part of the Marriott APEC Revenue Management team based in Singapore.

Bryant, J., & Rubinacci, A. (2023, March 22). Automation and AI in Hospitality – where are we, and what’s next? A conversation between a hotelier and an entrepreneur. Hospitality Net. https://www.hospitalitynet.org/news/4115533.html

Crowley, C. (2023, February 23). Six Revenue Management Trends to Watch | By Chris Crowley. Hospitality Net. https://www.hospitalitynet.org/opinion/4115109.html

Duetto. (2023). Targeting Greater Profitability in 2023 Special Report Trends & Predictions to Boost Your Revenue. https://www.duettocloud.com/hubfs/2023/Special%20Reports/Targeting%20Greater%20Profitability%20in%202023.pdf?_hsmi=250511826&_hsenc=p2ANqtz-9uywj0RzRiroGHeyO4eO3nBT9NnTOlGWaxix5FaMJGz82l0 G0NpP4wwRtjGBDAoh8TokfZs-FaLeFm0GjKA9l5ef8hl_CbUuSQxLRit4XuxfoFy6s

Duncan, K. (2023). Who owns your rates Rethinking the hotel tech stack for optimal revenue optimization — By Kevin Duncan. Hotel Yearbook. https://www.hotelyearbook.com/article/122000234.html

Stanziale, R. (2023). Rethinking Revenue Management for 2025 and beyond — By Russ Stanziale. Hotel Yearbook. https://www.hotelyearbook.com/article/122000215.html

Stephens, K. (2023). 3 Changes That Are Shaping The Future Of Digital And Revenue Management — By Karen Stephens. Hotel Yearbook. https://www.hotelyearbook.com/article/122000195.html

Hotels Food
Spotlighting Past Hall of Fame Inductees
Spotlighting Past Hall of Fame Inductees

Recognized for being industry pioneers, inductees to the HFTP International Hospitality Technology Hall of Fame are the individuals behind much of the hospitality industry’s technology developments. Since 1989, 51 innovative and influential professionals have been selected to be a part of this venerated group, and this Spring, nominations are once-again being accepted for 2023 nominees. The deadline to apply is April 17, with inductees recognized at the upcoming HITEC Toronto on June 27.

Jeff Edwards, also a 2023 inductee, said, “Being inducted into the Hall of Fame is a true career honor, as it is a recognition by my industry peers. I am pleased to be alongside a group of outstanding professionals, each with their own specialties all culminating in the excellence and progress of the hospitality technology industry.”

Inductees are a true encapsulation of the past, present and future of our industry, having been extensively involved in the role technology plays. Because of this, we asked inductees to discuss their perspective on the industry. We talked about the challenges — old, new and ongoing — what technologies have had an impact and which will continue to bring change to the hospitality industry.

What follows is an insightful conversation with a group of inductees. Participants include: Dave Berkus; Richard Brooks; John Burns; Fraser Hickox; Ted Horner; Jon Inge; Michael Kasavana; Douglas Rice; and Harbans Singh. [Original interview conducted in 2015, edited and shortened for HFTP Connect.]

Notable IT Challenges

There is no question that change is one of the defining features of technology, and as professionals who started in this industry more than four decades ago, many of our participants went from zero to 100 percent integration. In the early days, if you can believe it, one of the largest hurdles to overcome was getting management to visualize the benefits of technology tools.

Brooks says, “Perhaps the greatest consistent challenge I encountered was just the acceptance of technology in our industry. For many years technology was viewed as a ‘necessary evil,’ or a tool that had not reached sufficient functionality and maturity to be a truly competitive asset to hospitality managers.” And because there was not sufficient support for technology, it took some time for technology companies to gain a foothold and stay in business long enough for their products to gain acceptance.

Time and technology did move forward, with technology developments leading to a size reduction of hardware — hello PCs and mobile media — and the improved functionality of systems. The challenge then came in the form of disconnected systems: the POS didn’t match the CRM, etc. Rice explained, “We operate in a world with hundreds or thousands of vendors, most of whom don’t play by common architectural rules that would make it easier for hotels to bind them together in a cohesive way. So there are lots of loose ends that each hotel group (or even individual hotel) needs to try to tie together as best they can, which often isn’t a good or cost effective solution.”

Never-ending Challenges

Today technology is an essential business element and with its ubiquitous qualities, it also brings ongoing challenges. Not surprisingly, high on the list is data security, if the news is any indication. “Security is an obvious one, though not so much that it doesn’t end, as that we didn’t use to worry about it at all. Now we have to, and the problem will continue to get worse every year,” declares Inge.

Then there is the fact that technology development still moves at lightning speed. There continues to be the challenge of keeping up with changes, maintaining functionality with upgrades and convincing executives to continue to make the investments.

“Each seven to 10 years, there is a new generation of technology that challenges suppliers of systems to upgrade or rewrite in orders to remain current and fend off new competitors who are starting with a clean slate and no massive user base to service, a reality that distracts R&D developers of current solutions from concentrating upon only the next generation,” explains Berkus. “Hospitality technology vendors and users must learn to be agile and adapt to change — or suffer a loss of leadership or even relevance. This form of creative destruction has continued to ravage the industry from its technology beginnings and provides openings for new companies with new ideas periodically to shake up this industry.”

Keeping up With Technology Innovation

In a discipline that has been experimental, new and evolving; keeping up-to-date depending on information sharing amongst practitioners.

Horner explains, “The only way to stay current is to attend as many industry events as possible, as face-to-face contact is the best way to liaise with industry colleagues and get the information you want directly. HITEC is the first date in my diary and this year is my 27th in succession.”

He further explained, “Methodology to solve problems only comes with experience and if you have a good global network of contacts this helps as you can reach out to discuss with them what they did to solve a problem. Also, I have found common sense is a great starting point in looking to solve issues and sometimes this is lost in the desire to solve a problem quickly.”

Singh agrees, “In terms of problem solving, the key issue is to identify what the problem is. It seems like a no brainer, but many times the problem is not understood. The key to solving the problem is to look for the right resources, knowing who can help you address the issue; or if not, point you in the right direction.”

Another notable way to build knowledge is to accept the guidance of others. Hickox says, “I am fortunate to have a number of mentors who would freely exchange their thoughts on what was evolving from their labs. With this information I was able to undertake further research and determine how it may be applied within the industry.”

Final Reflections

As participants wrap up the conversation, they have some final thoughts to share:

Kasavana said: “Nothing can impact the way a hospitality business is planned, conducted or managed than a sound technology roadmap.

The industry has a promising future given the progressive evolution of sophisticated property management systems, food service management systems, and guest and non-guest operated interfaces.”

On hospitality professionals, Burns is intrigued by, “The need by hotel management staff for strong leadership, mental agility, despondency and a willingness to repeatedly reinvent their teams and their objectives.”

Read this full interview in the HITEC 2015 Special Report.

Nominate a technology pioneer for the 2023 Hall of Fame by April 17, 2023.

Hotels Food
Bhanu Chopra Recognized As ‘Founder Of The Year’ At Entrepreneur India’s Startup 2023 Awards

Noida, March 14th, 2023: RateGain Travel Technologies Limited, a global provider of SaaS solutions for the hospitality and travel industry, announced today that its Founder and Managing Director, Bhanu Chopra, has been recognized as ‘Founder of the Year‘ at the recently concluded Startup Awards powered by Entrepreneur India.

In its fourth year now, the Startup Awards have been recognizing the best talent in the startup world since 2018 and have seen leading startups compete for recognition every year, where winners are decided by an eminent and diverse jury.

Today India is the world’s third-largest startup ecosystem, with more than 84,012 recognized startups as of 30 November 2022. In this 75th year of independence, the number of recognized startups has increased from 452 in 2016 to 75,000. In the last year, more startups are focusing on profitability and longevity.

RateGain’s founder Bhanu Chopra has operated RateGain profitably since its inception, and, owing to its strong fundamentals, is witnessing healthy growth in a volatile environment; creating an example for the startup ecosystem to follow for scaling their business and building a competitive advantage.

Speaking on the occasion, Bhanu ChopraFounder and Managing Director, RateGain – said, “I am truly humbled by this recognition. The last few years have been a great learning curve for all of us, with every founder, old and new, facing some sort of challenge in doing business. Our journey at RateGain over the last three years has also been transformative, and it would not have been possible for us to achieve new heights without the amazing team that works with me at RateGain.”

Entrepreneur India is committed to creating an extraordinary community of diverse people who are architecting a better tomorrow. It is part of Entrepreneur media which is visited by over 20 million readers every month and for the last five decades has been a leading publication that startups and founders rely on for insights

About RateGain

RateGain Travel Technologies Limited is a global provider of SaaS solutions for travel and hospitality that works with 2800+ customers and 700+ partners in 100+ countries helping them accelerate revenue generation through acquisition, retention, and wallet share expansion.

RateGain today is one of the world’s largest processors of electronic transactions, price points, and travel intent data helping revenue management, distribution and marketing teams across hotels, airlines, meta-search companies, package providers, car rentals, travel management companies, cruises and ferries drive better outcomes for their business. Founded in 2004 and headquartered in India, today RateGain works with Top 23 of 30 Hotel Chains, Top 25 of 30 Online Travel Agents, and all the top car rentals including 8 Global Fortune 500 companies in unlocking new revenue every day. For more information, please visit https://www.rategain.com.

Forward-Looking Statements

Statements in this document relating to future status, events, or circumstances, including but not limited to statements about plans and objectives, the progress and results of research and development, potential project characteristics, project potential, and target dates for project-related issues are forward-looking statements based on estimates and the anticipated effects of future events on current and developing circumstances. Such statements are subject to numerous risks and uncertainties and are not necessarily predictive of future results. Actual results may differ materially from those anticipated in the forward-looking statements. The company assumes no obligation to update forward-looking statements to reflect actual results, changed assumptions or other factors.

Contact Media

Ankit Chaturvedi
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Global Head-Marketing

Hotels Food
Three Questions All Hospitality Accountants Should Ask Themselves
Three Questions All Hospitality Accountants Should Ask Themselves

Written by: Shane Middleton
“There has to be a better way!” We hear it all the time – even in the accounting department. The truth is that we are always hardwired to want more and better. We are always looking for that miraculous, game-changing “easy button,” not realizing that often we don’t get the most out of what we have right in front of us. Why do we do this? Two truths tend to arise in this scenario. Either we do not like to admit we are doing things wrong, or we realize that we can change, but the work of re-programming and evolving seems too cumbersome. The truth is that until we make the most of what we have, nothing new in the marketplace will give us the results we want. That goes for our teams and our technology. The good news is you were right in the beginning. There is a better way, and it has been here the whole time. So, the real question is: how do we unleash it?

Step 1: Are We Focused?

According to a recent survey, 82 percent of accountants say their job is more demanding than ever, while 87 percent agree that clients expect more flexibility and better service levels from accountants without increasing rates. Accounting is a busy profession and in hospitality, it is easy to feel like we are doing everything for everyone. However, there are a couple of truths that we are all guilty of. We take problems from other departments as our own. Yes, I am talking about all that time spent on accounts receivable reconciliations and chargebacks, among other things. We also create work that does not produce material benefits. We make sure there is a copy of each invoice in the purchasing system, the accounting system and the balance sheet reconciliation workbook. What material benefits are we getting by ensuring the same document is in three separate places?

We need to ensure we are focused on tasks that create value and technology tools that promote practical efficiency to accomplish what matters.

Step 2: Are We Accountable?

Being accountable is more than making sure those month-end reports get out on the right day. Let’s talk more about that truth where we absorb other departments’ problems as our own. Property management must be held accountable for the monetary consequences of hotel operations. Accountants need to be held accountable for the accuracy of the reports that are issued and what those reports tell us about the decisions we need to make. But the bigger problem is not others holding us accountable for things we should not be responsible for. It is us holding ourselves accountable to let others own their respective responsibilities, so we can bring value to the table in accordance with the value proposition that a well-run accounting team affords a company – timely and accurate reporting with an analysis of our financial wins and opportunities. Accountants should be free from entering invoices, tracking down chargebacks and reconciling sales tax. We, as an industry, are diminishing the value that we could get from our accountants by asking them and allowing them to focus on such tasks.

We need to make sure we are accountable to ourselves and the maximum impact we can have in our organizations.

Step 3: Are We Thought-Forward?

We all hate to use this term, but standard operating procedures, or SOPs, are so important. Writing an SOP does more than just set a standard of rules; it forces us to think about why we are doing a task, how a task adds value to our organization today, and how it sets us up for success in the days ahead. Thinking beyond today is so critical. If we only fix today’s problems, we will never stop putting out fires because we are not putting energy towards anticipating the next one. Sometimes a task is just a task, but a task is also often an opportunity to elevate your team members. Your processes are there to grow your team’s skillsets. Likewise, the technology you implement should drive success in your organization in more ways than just making things faster. It should expand the perspective of your team, grow your level of efficiency, and cultivate a space to anticipate future problems that can also add to the ROI of that solution.

We need to be thinking procedurally, culturally and technologically about how the processes we follow, the tone we set, and the tools we use drive us forward effectively and efficiently – not only for today but for the future.

By asking these three questions of ourselves and our teams, we unlock vast potential just waiting to be tapped into. So, you are right; there is a better way!

As the strategic partnership manager at M3, Shane Middleton works closely with internal teams, as well as industry service partners, to develop and maintain the best collaborative relationships serving today’s hoteliers. He also works with M3 product and services teams to add a practical perspective of a hotel operator in the processes and design of service offerings and product features.