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Bed banks make sale pitch

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PALMA, Spain, 30 October 2019: The popular bed bank business model delivers wider market reach, more revenue growth and stronger occupancy trends, according to a report commissioned by Hotelbeds.

Titled “Reach, Growth, and Occupancy: The real value of the bed bank distribution model”, the study explores the role that bed banks play in the hotel industry, highlighting two areas in particular where bed banks can add value to hoteliers.

They provide access to opaque B2B channels globally, including retail travel agents, tour operators, airlines and points redemption schemes. This is highly attractive to hoteliers, as these channels tend to provide incremental bookings from higher-value international guests.

Bedbanks can play in supporting hotels to tackle the challenge of maintaining rate integrity across multiple distribution channels; in particular by combatting rogue, non-contracted OTAs that sell discounted rates originally intended for other channels.

The report was produced following in-depth research of the sector – including interviews with both hoteliers and B2B travel buyers – and is authored by Phocuswright’s lodging and leisure travel senior research Analyst Robert Cole.

The 20-page report includes case study interviews and infographics, as well as covering the history of bed banks, introducing the ecosystem of players involved, explaining the billing and settlements models involved, and updating readers on the technology and operations platforms used to connect hotels with B2B travel buyers.

Hotelbeds managing director Carlos Muñoz said: “Due to the behind-the-scenes nature of what our sector does, we felt that bed banks do not have the visibility and recognition that they deserve for the value they bring to the hotel distribution chain.

“To address this, we commissioned this report, and we feel that its results address many of the misconceptions held about bed banks – for example by showing that bed banks provide access to much more than just OTAs and instead offer access to higher-value, opaque booking channels such as tour operators and retail travel agents.”

The  20-page document can be downloaded for free from the Phocuswire website via the following weblink:https://www.phocuswire.com/Hotelbeds-value-of-bedbanks-report

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