Estudia

• Analitzar i crear nous productes i serveis turístics i hotelers de manera independent, innovadora i empresarial
• Conèixer i estudiar les tècniques de comercialització de l'empresa hotelera i de restauració
• Desenvolupar l'habilitat per argumentar i expressar-se de manera coherent i intel · ligible per elaborar textos escrits comprensibles i organitzats, així com per exposar resultats oralment i en públic
• Dissenyar i aplicar processos i estratègies comunicatives en els diversos àmbits de treball, seleccionant i utilitzant les tecnologies de la informació i la comunicació més adequades
• Utilitzar els idiomes estrangers estudiats com a vehicles normalitzats de comunicació internacional

1. Module 1

2. 1. Distribution in tourist companies: a. Tourist products and services characteristics b. Hotel marketing goals c. Current trends in hotel distribution d. Travel agencies current situation e. Distribution channels f. Functions of intermediaries g. Distribution strategies h. Classification of distribution channels. 2. Off-line distribution: a. Off-line distribution channels b. Agreements: type of contracts and rates c. Channel manager. 3. Creation of a distribution strategy according to business typology and selection of the most appropriate distribution channels in different situations. Once having information about the current state of distribution and the different channels available in the market, the students will develop a distribution strategy for one tourist company.

3. Module 2

4. We outline the different topics we will work on related to the hotel sales and distribution system. 1. Channel Mix and Multichannel Optimization: Channel strategy (OTAs, direct website, GDS, corporate), cost-per-channel, channel elasticity, profitability analysis. 2. OTA and Consortium Contracts & Negotiation: Rate parity, common contract clauses, commission structures, negotiation tactics and concessions. 3. Technology Integration: PMS, CRS, Channel Managers, APIs: Data flows, system integration, real-time availability, API usage, security and synchronization issues. 4. Corporate Sales and MICE: Corporate rate structures, RFP process, group contracting, upselling auxiliary services, contract fulfilment. 5. Introduction to Big Data, Data Analytics & AI related to Hotel sales & distribution: A practical and applied introduction to how Big Data, analytics and AI transform hotel sales, distribution and revenue management.

• Elphick, D. . Hotel distribution channels: Strategy and examples . Recuperat , a https://www.siteminder.com/r/hotel-distribution-concepts-best-practice/
• Frederick, L. . The complete guide to hotel distribution channels . Recuperat , a https://www.cvent.com/en/blog/hospitality/hotel-distribution-channels
• Wang, L., & Praet, C. L. C. (2023). Tourism distribution channels in the luxury travel segment: Outbound tour operator perspectives. Dins (Ed.), 10th Advances in Hospitality and Tourism Marketing and Management Conference Pro (, p. 269-275). D. Gursoy & F. Sfodera (Eds.).
• Cukier, K. . Big data is better data. Recuperat , a https://www.ted.com/talks/kenneth_cukier_big_data_is_better_data
• Etlinger, S. . What do we do with all this big data? . Recuperat , a https://www.ted.com/talks/susan_etlinger_what_do_we_do_with_all_this_big_data
• Green, C. & Lomanno, M. (2019). Distribution Channel Analysis: a Guide for Hotels. HSMAI Foundation.
• Holmes, D. E. (2018). Big Data, una breve introducción. Antoni Bosch.
• HOSTELTUR. Las seis claves del uso del Big Data en el turismo. Recuperat , a https://www.hosteltur.com/comunidad/005340_las-6-claves-del-uso-del-big-data-en-el-turismo.html
• Sigala, M., Rahimi, R. & Thelwall, M. (2019). Big Data and innovation in Tourism, Travel and Hospitality: Managerial approaches, Techniques and Applications. Springer.

Activitats d'avaluació:

General conditions for assessment

1. Assessment system
? Continuous assessment (mandatory)
? Global assessment (only in special cases):
• For repeating courses from previous years.
• In cases approved by the Academic Directorate.

2. Attendance required for continuous assessment
? Minimum 80% attendance in classes
? No justified absences for theory classes. Only absences accepted by the Academic Directorate are valid.
• If an accepted absence affects an assessment, an alternative will be offered.
? Results of the continuous assessment will be shared before the end of the teaching period.

3. Second chance (reassessment)
? Mandatory for students who fail or do not meet the attendance requirement.
? Exam dates will not be changed (except for serious, documented reasons).
• Examples of invalid reasons: driving test, travel, mild illness.

4. Support for special needs
? If a student has special needs, the Academic Directorate will inform the teaching staff.
? Assessment will be adapted to ensure equal opportunities.

5. ZERO tolerance for cheating
? If a student cheats in any assessment --> Fail (grade 0) with no second chance.
? A disciplinary process will begin.

6. Submission of assignments
? Deadline: maximum 24 hours after the original due date.
• More than 24 hours late --> Grade 0.
• Less than 24 hours late --> Maximum grade of the assignment: 5 (if passed).
? Teachers may apply stricter rules.


Subject modules

? The final grade is made up of the following modules:
• 50% Module 1
• 50% Module 2
? To pass the subject, it is mandatory to pass all modules (in continuous or global assessment).
? If any module is not passed, the reassessment of that module is required. Students who do not take the re-sit will get NOT PRESENTED as the final grade of the subject.

Minimum grade requirement per module
? Each module must have a minimum grade of 5.0.
? If one or more modules are below 5.0, the final grade will be the lowest grade obtained or “Not Presented” (N.P.), and the subject will be failed.

Module grade retention
? A passed module will be retained for the next academic year, recorded with a grade of 5.0.
? In the following year, it will not be possible to improve the grade of a passed module.
? If the subject remains pending after one academic year, all modules must be repeated.


Continuous Assessment

? Minimum attendance is 80% of the classes.
? The evaluation activities are shown in the table.
? Students who do not pass the subject (fail mark or lack of attendance) will have to take the re-sit assessment.
If they do not take the re-sit, the final grade will be “Not Presented” (N.P.).

Global Assessment

? Students who follow this type of assessment must take a final exam covering the whole subject.
? If they fail the exam, they will be re-evaluated in the re-sit assessment.
If they do not take the re-sit, the final grade will be “Not Presented” (N.P.).


Re-sit assessment

? The re-sit exam is mandatory for students who:
• do not meet the attendance requirement for continuous assessment
• or fail any type of assessment (continuous or global)
? The maximum grade in the re-sit exam is 5 out of 10.

Criteris específics de la nota «No Presentat»:
If a student fails the subject and does not take the reassessment test(s), the final grade will be “Not Presented” (N.P.).

Avaluació única:
The ordinary evaluation system is Continuous Evaluation for all students. Global Evaluation (no class attendance required) is limited to students from previous courses and, in some very special cases, students who are explicitly authorized by the Academic Board of Directors to undergo global evaluation in this subject.

Requisits mínims per aprovar:
Per considerar superada l’assignatura, caldrà obtenir una qualificació mínima de 5.0

Students can send an email to the teaching staff to request a meeting. The tutorial can take place either in person or online.

All necessary information will be explained during class. If needed, an email will also be sent to the whole group or to the relevant students.
Students must contact St.Pol HC and teachers exclusively through the institutional email. The institution does not take responsibility for communications made through other digital channels.

Refresh the contents of “Sistemas de Intermediación- tour operadores y ferias”.
It is also important that the student has prior knowledge of revenue management.

As a general rule, students are not allowed to use computers, mobile phones and other electronic devices in the class activities of this subject, except when explicitly authorised by the teacher for specific activities.