To some hotel operators, marketers and revenue leaders, it seems as though Airbnb has been a thorn in their sides for a long time. In reality, the sharing economy site didn’t launch until 2009 and took two years to book its first million roomnights. Today, it is ubiquitous, especially in markets like New York City with high hotel room rates and lots of tourists.
As hotel sales and revenue management teams engage in corporate rate negotiations this fall, they might find themselves at a disadvantage for the first time in a few years. To prevail, or at least to maintain their market shares, hotel negotiators need to stress the value they can offer that’s not available at their competitors.