EasyRMS have thus focused primarily on continued expansion of the reporting and analytical side of the EzRMS™ Product Suite which provides the end user with exactly the level of detailed information they require, allowing them to better understand the motivations and spending behaviour of their main segmentations and to not only adapt the “open for sale” strategy, but to still manage their rates and availability in a more optimal manner.

'Traditional Yield Management has been (and is still often) deemed as optimising rates and utilising length-of-stay controls for the control of discounted and packaged promotions, this clearly is not the case as Pricing becomes the all important and dominating decision factor at this time. Competitors of EasyRMS base their marketing strategies heavily on this concept, often stating that they are the only company to focus on this methodology, users of the EzRMS™ Product Suite however have benefited from the inclusion of both methodologies, from the very beginning we have focused on both traditional control of discount offerings and on optimal pricing, clearly the “open for sale” concept is not the most optimal revenue generator at all times, even in these difficult market conditions. Dynamic Pricing (utilising Price Elasticity) and PROFIT optimisation are key aspects of the EzRMS™ models today, these aspects clearly demonstrating the strength of the ‘best of breed’ solution we have built over the past 10 years.’

In terms of development, Margaillan tells how even in this difficult economy, EasyRMS continue to grow strongly and have many plans for the coming 24-month period. ‘The development and growth of our own organization on a geographical basis is still key to our strategy to ensure that we not only just sell software and solutions to our clients, but also provide a full and dedicated support and consultation service around the globe, assisting our clients to make the very best of the tools and processes they have to work with today,’ he says.

Development of the Product Suite itself also continues strongly, he continues, many enhanced integrations have been completed over the past year and this side of the business will remain heavily in focus. The need for full and total interaction and integration with PMS, CRS, S&C and Channel Management solutions is essential and EasyRMS currently boast a high level of existing and certified interfaces in these areas, TOTAL Revenue Management being key in the company’s strategy as we move forward. We also continue to research and develop unique Additional Modules, a couple of which will be released in the coming months, these having more focus on the F&B Revenue Management side of the business, a long awaited solution to the requirement and need of the hospitality industry today.

EasyRMS has certainly had a successful year, with the opening of additional offices in Beijing & Sydney, the setup and operational status of their Asian Server Farm in Singapore, the creation of a quarterly newsletter, the securing of a major global hotel client, and their hosting of a series of revenue management seminars in Beijing, Shanghai, and Shenzhen last month. A second series of dedicated seminars is planned for Australia in May of this year.

In addition, last month EasyRMS announced a new partnership with Newmarket International, Inc. The partnership provides customers with the ability to optimize their group booking revenue and offers customers with integration between Delphi and EzRMS™ a new tool for their sales team to make smarter business decisions and book the more profitable group business in a real time environment. With improved RM and forecasting tools, the revenue with each contract negotiation can be fully optimized. From an operational standpoint, a sales representative evaluates group booking information from directly within their Delphi application. This integration limits the need for dual data entry and manual processes to retrieve business analysis; resulting in improved data in both systems.

EasyRMS has also partnered with two new distributors in the Caribbean & South America who will be promoting the Product Suite and arranging demonstrations with new prospects in those regions. The first is RPT Consulting Group, a distributor in the Caribbean and in Argentina; the second is Consultora Correa, who will be looking after the distribution of EzRMS™ products in Brazil and Chile. ‘This is extremely positive for EasyRMS as it not only increases our worldwide visibility (the company is now established in every continent of the globe) but allows us to continue to expand education and awareness of Revenue Management, especially in growing markets such as South American,’ states Margaillan.

We ask the MD to detail how he would encourage a Revenue Manager to choose EzRMS™ above the competition. He notes that the RM solutions available to the hospitality industry are fairly similar in design concerning the math and algorithms powering the back-end engines, ‘although of course there are some fundamental differences which set companies apart in this space,’ he says.

Most of our competitors clearly focus on and promote certain methodologies behind their product offerings, the key strength of EzRMS™ is the combination of these methodologies in one software solution, BAR, LOS Optimisation, Dynamic Pricing, Profit Optimisation, Total Revenue Management (including all property revenues) and full seamless integration to the leading PMS, CRS, S&C and Channel Management system results in a truly rounded solution for the industry today.

The other things that set any company aside from their competition are the user-friendliness of the front-end itself; the power of the analytics available; and the delivery, service and support of such solutions on a global basis.

Margaillan feels that by just taking a close look at the diverse and respected client base that EasyRMS boasts and services around the globe today, it should be enough to convince any Revenue Manager where their search for a suitable partner should take them. ‘A further detailed presentation of the EzRMS™ Product Suite will then speak for itself!’ he concludes.

Interview of Paul Margaillan of EasyRMS with Accuvia