• In his presentation on how to attract customers, Víctor Sánchez recommended the technological adaptation with strategic, cost-effective and scalable models

The federation of hoteliers from Mallorca (FEHM) and the ICT-Tourism cluster to which Hitt Group belongs through Dingus and Etoolinnovation, have celebrated a new session of innovation for the partners of both entities. This time the future of online sales in the hotels was treated at the request of the interested parties, who wanted to know the opinion of the technology suppliers in this mode of distribution.

“Attracting the customer: challenges of tourism distribution in the holiday sector” was the title of the presentation with which the director general of Dingus addressed the current moment and how to evolve thanks to the competitive advantages of technological adaptation. Víctor Sánchez said that “from our point of view and experience, these advantages go through a product that is reinvented every day, tariffs that are decided at the time of sale, optimization of resources and greater freedom in structuring prices, between others”.

For Sanchez, the main challenges of this technological adaptation have to do with the incorporation of strategic, profitable and scalable models. The first is due to the need to “unite criteria towards global solutions, facing the rapid shortening of the distance between the online world and the classic tour operation”. Regarding profitability, our director recalled that “the value of the distribution is not only in the number of channels, but in the sales capacity of each one of them and in systems that allow an efficient and profitable management”. The issue of scalability, also taking into account Dingus’ experience as a provider of technology solutions, is directly linked to the “obvious need for the sector of tools that are adaptable to each client and business reality”.

As for the online management itself, it became clear that it is really a matter of managing the strategies in the network and those of the offline environment with balance, applying above all common sense. All of this, by way of conclusion, “taking into account factors such as that the channel also changes and participates increasingly in all steps of the sale, or that the digital transformation entails another human factor with new professional profiles and visions or marketing models”.