Key components of Responsible AI include:
- Fairness: Ensuring AI algorithms in guest
services, pricing, and recommendations are unbiased, treating all users
equally.
- Transparency: Providing clear explanations for
AI-driven decisions, such as those related to pricing and personalization,
fostering trust among guests.
- Data Privacy: Safeguarding personal
information while maintaining the security and reliability of AI systems.
- Accountability: Implementing human oversight over
AI-driven decisions to ensure that these technologies enhance, rather than
hinder, guest experiences.
By adhering to these principles, businesses can ensure
regulatory compliance, build trust, and enhance the overall guest experience.
This philosophy becomes especially important when discussing the use of AI in
pricing analytics and revenue management, where irresponsible design can lead
to problematic practices such as price fixation.
Revenue Management Systems (RMS), Pricing Analytics, and
Demand 360
In the hospitality industry, the interplay between Revenue
Management Systems (RMS), Pricing Analytics, and Demand 360 is central to
optimizing pricing strategies and maximizing revenue. The RMS analyzes
historical data, market trends, and competitor pricing to forecast demand and
recommend pricing strategies. This dynamic pricing enables hotels to adjust
room rates based on occupancy forecasts, efficiently manage inventory, and
identify pricing opportunities. Pricing Analytics involves the
application of data analytics within RMS to create data-driven pricing
strategies. It helps hotel operators identify trends, seasonality, and
competitive positions. Demand 360 complements this by offering insights
into future reservations, competitor performance, and market demand. By
collecting forward-looking booking data from Central Reservation Systems (CRS),
Online Travel Agencies (OTAs), and Global Distribution Systems (GDS),
Demand 360 helps hotels adjust strategies in anticipation of fluctuating
demand. When integrated effectively, these systems allow hotels to formulate a
cohesive revenue management strategy that leverages data to improve
decision-making. For example, the RMS may adjust prices based on demand data
from Demand 360, analyzed through Pricing Analytics.
Dataflow from multiple source to RMS for Pricing Prediction
and Revenue Maximization
The Risk of Price Fixation in Hospitality
Price fixation refers to the practice where businesses, such
as hotels, intentionally set prices at a fixed level, often in coordination
with competitors. While price fixation can stabilize revenues in the short
term, it is generally illegal and harms market competition, reducing consumer
choice.
Hotels can engage in price fixation through:
- Direct agreements: Competing hotels may informally
agree on maintaining minimum price levels, especially during high-demand
periods such as festivals or major events.
- Industry associations or platforms: Hotel
associations or booking platforms may implicitly encourage members to align
pricing, leading to similar rates across properties.
- Algorithmic coordination: Pricing algorithms may
unintentionally result in synchronized pricing across competitors by adjusting
prices based on each other's rates.
- Rate parity agreements: Some OTAs and hotel brands
require hotels to maintain consistent rates across all platforms, limiting
competitive pricing flexibility.
How Pricing Analytics Can Lead to Price Fixation
In the context of AI and data-driven pricing, sophisticated
RMS tools integrated with CRS, Demand 360, OTAs, and GDS can inadvertently lead
to price fixation through algorithmic coordination. This happens when
multiple hotels rely on similar datasets and algorithms to set prices,
resulting in synchronized pricing without direct collusion.
Some common factors contributing to this include:
1. Common Data Inputs: Competing hotels using
identical data sources, such as Demand 360 or CRS, may inadvertently align
their pricing strategies, as they rely on the same historical trends and demand
forecasts.
2. Competitor-Based Pricing Algorithms: When hotels
use competitor-based pricing models, they may engage in a cycle of matching
each other's rates, leading to pricing synchronization without any explicit
agreement.
3. Market Concentration: In regions with limited
competition, where only a few major hotels operate, reliance on similar
algorithmic pricing tools can result in unintended price alignment, reducing
competitive pricing behavior.
Illustration: Algorithmic Coordination in Practice
Consider two hotels, Hotel A and Hotel B, both located in a
busy tourist destination. Both hotels use RMS tools that adjust room rates
based on demand and competitor pricing.
1. Both hotels input
the same data into their RMS, such as a forecast for increased demand due to a
local music festival.
2. Hotel A increases its room rates by 10%, and Hotel B’s
RMS, recognizing this, adjusts its rates similarly to remain competitive.
3. As Hotel B’s rates increase, Hotel A’s RMS reacts by
raising its prices again, leading to a back-and-forth cycle of rate
adjustments.
4. Eventually, both hotels settle on nearly identical rates,
higher than what would have been expected in a competitive market. This tacit
alignment, driven by algorithms rather than explicit collusion, could be
considered price fixation from a regulatory standpoint.
Conclusion
The potential for AI-driven price fixation is not merely
theoretical. In 2018, several OTAs in Europe were investigated for enabling
price coordination through algorithmic pricing tools. While RMS tools are
intended to optimize revenues, reliance on competitor-based pricing models can
unintentionally lead to pricing synchronization, raising concerns about fair
competition. Regulators and hoteliers must ensure that AI systems are used
responsibly, maintaining a competitive and consumer-friendly marketplace.