Data is All Around: How to Harness it for Hotel Success

Data Is All Around

From check-in to check-out and beyond, every action and interaction in a hotel generates data. But don’t let that daunt you. With the right systems in place, the right data can be harnessed in real time and accessed as needed to improve the guest experience and your property’s bottom line.

What data and what for?

With all that data around, how do you know what’s actually useful? While the needs of every property are different, there are fundamental pieces of information that every property should be using for the good of their business.

Let’s use an example of a typical guest life cycle to identify those valuable nuggets of data at every touchpoint.

>>Research. Our soon-to-be guest, Harriet, is doing some research online to find the best place to stay on her upcoming trip. She’s looking on her favorite OTAs, reading some reviews and checking out websites of the hotels that sound good.

Here is where those first nuggets of data can be found along the guest journey. With the help of a website analytics tool like Google Analytics, your website can tell you how well your promotional efforts are doing and whether your branding and content is hitting the mark, through metrics like traffic figures, acquisition channels, bounce rates and conversions.

Recommended Technology:

> Mobile-optimized website

> Website analytics tool like Google Analytics

>>Booking. Harriet likes what she sees on your website and decides to book online through your user-friendly website booking engine. Reservation data captured at this point includes guest contact information, room selection, payment method and perhaps even add-on services and preferences—and is essential for providing even basic customer service.

Reservation folio data should also be consolidated with guest profiles, building stay history and a record of other valuable information such as preferences, requests, anniversaries, etc. that can be used to enhance the guest experience now and in the future.

Let’s step back and get an even wider view. Through integration with your online booking engine (OBE) and other distribution channels (the GDS, OTAs and channel managers), your property management system (PMS) can give you a clear breakdown of where exactly your bookings are coming from. Knowing your most successful channels is key to optimizing your distribution strategy. Not to mention, integrating your channel partners with your PMS ensures inventory and pricing are automatically up-to-date across all channels.

Reservation data is also vital for compiling hotel statistics and performance metrics, including booking trends, occupancy trends, Average Daily Rate (ADR) and Revenue Per Available Room (RevPAR). Your PMS automatically collects this data and generates reports that help lodging operators make informed pricing and operational decisions.

Speaking of pricing (and your wider revenue management strategy), revenue management software (RMS) integration with your PMS greatly simplifies (and improves accuracy of) forecasting, pricing and inventory control, allowing your PMS to push reservation data to your RMS, and your RMS to update accepted pricing in your PMS.

Recommended Technology:

> PMS

> Website booking engine (with PMS integration)

> Payment gateway (with PMS integration)

> Distribution channels (with PMS integration)

> RMS (with PMS integration)

>>Pre-arrival. Harriet is vegan, so she emails your property to ask about menu options at your property’s on-site restaurant. She also wants to know if she can make a dinner reservation ahead of time because she and her husband are celebrating their second wedding anniversary. The information garnered through such correspondence is like gold!

Not only is this a prime opportunity to demonstrate your excellent customer service with prompt assistance, but this personal data (special dietary requirements, anniversary, and interest in your property’s dining facilities) represents an opportunity to offer true personalization of the guest experience and should absolutely be saved in Harriet’s profile for future reference.

Not all guests reach out on their own accord before their stay, but your property can actively seek profile data through automated pre-arrival emails or messaging generated from your PMS or customer relationship management software (CRM). In addition to reminding customers about their upcoming stay and providing helpful information about hotel amenities and local attractions, pre-arrival communications can offer upsells (room upgrades and ancillary services), and invite customers to contact your property with any questions or requests.

Your PMS is key to ensuring Harriet’s room is ready on time too. Housekeeping scheduling relies on check-in and check-out data, and room preparation requirements are determined by folio information such as number of guests and special requests. For maximum efficiency, most PMS automatically share pertinent reservation data with the housekeeping department via a housekeeping report, which also allows cleaning staff to update room status in real time. Harriet, your room is ready!

Recommended Technology:

> PMS

> CRM (with PMS integration)

>>Arrival. Harriet and her hubby arrive at your property, a little weary from their travel but happy to be there. While you most likely have Harriet’s main contact details (email address, phone number, address) from when she made the booking, now is the chance to confirm the info you have, and politely garner additional details that could help you provide more personalized service. For example, her preferred payment method and her husband’s name. Would they mind providing you with their mobile number, just in case? Are they interested in a discount coupon for the spa next door?

Front desk staff should be on alert for additional profile-worthy information guests volunteer via questions about the property and local area. Harriet’s husband asks where he can get the best cup of coffee in town and his love of coffee should be noted.

In the case of returning guests, your PMS will ensure they don’t go unrecognized and the information in their profile can help hotels enhance their experience, from a warm “welcome back” to a personalized welcome gift waiting in their room.

A bottle of local wine and a hand-written note congratulating them on their anniversary awaits Harriet and her husband when they get to their room, and they Instagram it immediately!

Recommended Technology:

> PMS

> CRM (with PMS integration)

> Payment gateway (with PMS integration)

>>Occupancy. During Harriet’s stay, numerous interactions and transactions generate data that can be used to personalize her experience and contribute to a broader view of what your guests want.

Harriet and hubby both order vegetarian items from your restaurant’s menu, cocktails and the vegan dessert to share. In addition to recording transactions for reporting purposes—for example, for menu and inventory management—your POS system has conveniently posted the restaurant charge to Harriet’s reservation folio (through an interface with the PMS) and her F&B preferences and price points can also be noted in her profile.

Later that evening, they call down to the front desk for a couple of extra pillows, which are promptly delivered—and Harriet’s preference for extra pillows recorded in her profile to anticipate her needs for future stays.

The following day, Harriet and her husband stop by the front desk on their way out for the day and ask if you have any recommendations for a quick stroll and a good place to have lunch before they head to the museum to check out a temporary exhibition about whales (turns out Harriet loves nature—another valuable fact to note). Knowing they are celebrating their anniversary, you recommend a particularly romantic stroll along the river that leads to a vegetarian café that also serves awesome coffee.

Transaction and profile data collated during occupancy is not only key to providing personalized guest service, but for determining high- and low-demand services and items, pricing, department needs, package design and other operational decisions.

Recommended Technology:

> PMS

> POS system (with PMS integration)

> CRM (with PMS integration)

>>Departure and post-departure. It’s time to say goodbye (for now) to Harriet and her husband. With all relevant data at your fingertips, your PMS makes the check-out process a breeze, showing any outstanding charges and generating a check-out receipt that itemizes everything clearly for the guest.

It’s apparent that Harriet and her husband have really enjoyed their stay—wouldn’t it be great if they left a review? If your PMS is integrated with a CRM or reputation management software, your property can politely request guest feedback via completely automated post-stay emails. Modern CRM and reputation management systems can even analyse reviews to identify amenities your guests like and dislike, and help prioritize operational improvements (this is called sentiment analysis).

Post-stay email campaigns designed to bring Harriet and other guests back can be targeted and triggered based on guest profile data, including stay history (dates, rates, room types) and interests.

At the end of the day, all transaction data (check-ins, check-outs, guest charges, payments, etc.) needs to be centralized for an accurate, efficient night-audit too. Your PMS has got it covered.

Recommended Technology:

> PMS

> CRM (with PMS integration)

> Payment gateway (with PMS integration)

Data is key to guest satisfaction and the overall health of your property. At the heart of operations, your PMS automatically captures the data you need to provide great guest service and track your property’s performance through a range of reports. When integrated with your other hotel systems (CRM, RMS, POS, payment gateway, distribution channels, etc.), your PMS becomes part of a powerful data eco-system that shares data between departments in real time, increasing productivity and transparency for more personalized service and more profitable operations.

Data is all around—use the right hotel technology to harness it for success.

WebRezPro PMS currently offers integrations with over 90 hospitality solutions. Check out our Quick Guide to PMS Integration to see how you can make your data work more efficiently for your property.

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