Free Trial

The Leela selects Fornova to increase customer confidence and boost direct bookings

Picture of Alice Heath

Alice Heath

Content Specialist

The Leela selects Fornova to increase customer confidence and boost direct bookings

India’s leading Luxury hotels chain aims to increase the effectiveness of their distribution to optimize the cost of sale and increase profitability with Distribution Intelligence.


London, 1st October 2018 - Fornova announced that The Leela Palaces, Hotels and Resorts, has selected Fornova Distribution Intelligence to help them continuously monitor and optimize their hotel distribution. Fornova’s solution will provide The Leela hotels with unique insights and empower their hotels to be more responsive to market shifts that present new challenges and opportunities in hotel distribution, daily. The Fornova Distribution Intelligence platform will monitor all the online channels for The Leela, every day, including Online Travel Agents (OTA), Meta Search Engines (MSE) and their own brand.com from multiple Points of Sale (PoS) including India, China and the United States.

General Manager - Revenue Management and Global Distribution at The Leela Palaces Hotels & Resorts, Merwin Ezekial Dawson said, “Understanding the problem areas in hotel distribution on a daily basis is one of the biggest pain points for modern revenue and distribution management teams. Fornova Distribution Intelligence provides a comprehensive picture of our distribution health, as well as actual screenshots for evidence, which is a tremendous boost to efficiency and agility.”

Fornova Distribution Intelligence has been rolled out across The Leela’s group portfolio of luxury hotels throughout India. The revenue and distribution teams at the properties are using the platform to get a consolidated view of how their inventory is being sold across multiple channels, both direct and indirect. Comprehensive reports from multiple PoS and screenshot evidence of issues enables the teams to monitor all their contracted partners including OTAs, MSEs, and wholesalers who may ‘leak’ inventory to non-contracted OTAs. “We can finally see in one consolidated dashboard, which partners are playing fair and those that are not. It provides my team and me with another way to optimize revenue instead of just discounting, and saves revenue leakage.” - added Merwin.

CEO, Dori Stein, said, “We are delighted to welcome, India’s leading luxury hotel chain, The Leela group to the Fornova community. They are part of a fast-growing group of innovative hotel chains that are recognizing the opportunity to maximize their revenue and profit using distribution intelligence to enhance how their inventory is sold online and offline. The modern distribution landscape is more complex, dynamic and fast changing. Hotels that are adapting and becoming more responsive with Agile Distribution are reaping the rewards through increased direct bookings and optimized the cost of sales.”

Improving distribution health by resolving issues faster, over time, will boost guest confidence and direct bookings. The Fornova Distribution Intelligence platform is enterprise-ready, out of the box, providing specifically designed views for at- and above-property users. Built-in messaging tools enable seamless communication between revenue and distribution teams across the chain, creating broader awareness and common understanding about distribution health for all the stakeholders.

“I can see how quickly my revenue managers are resolving issues, and it tells me I have the right people on the job. In terms of management, it helps us understand what we are doing well and where we can improve. Over the next 18 months we want to improve the productivity of our transient business and eventually aim to drive almost all our bookings directly via our own channels.” said Merwin.


About The Leela

Established in 1986, The Leela Palaces, Hotels and Resorts, owns and operates nine award-winning properties in major cities and magical leisure destinations across India. These include the flagship in the capital city of New Delhi, Mumbai, Bengaluru, Chennai, Gurgaon, East Delhi, Goa, Udaipur and Kovalam Beach, Kerala. Over the last three decades, The Leela group has been recognized for its unique identity among the world’s leading hotels and received numerous accolades from prestigious publications and industry groups around the globe. Each property is a market leader in its respective location and internationally acclaimed for excellence in luxury hospitality. The Leela is committed to providing guests with unforgettable stays in settings that capture the essence of India. It has a marketing alliance with US-based Preferred Hotels & Resorts and is a member of the Global Hotel Alliance, Geneva, Switzerland. The Leela Palaces, Hotels and Resorts, headquartered in Mumbai, India, is owned by Hotel Leela Venture Ltd, a publicly listed company. For more information, please visit our website at www.theleela.com.


Found this interesting?

Share on social